Tactics – understanding and implementing new and best practices
From Ho-Hum to High Impact: Strategies for Winning Project Interviews and Masterful Q & A
Presented by Hilari Weinstein
With fewer projects to pursue and more competition going after them, it is imperative that you deliver a project interview presentation that truly sets you apart from the competition. In this highly engaging and entertaining session, Hilari Weinstein will offer suggestions that will take your presentations to the next level and increase your chances of getting selected. In this hour and a half, high energy, interactive program, attendees will get valuable tips to significantly improve their performance during the project interviews. Through stories, examples and illustrations, they will learn numerous ways to powerfully influence the panel, how to better coach their interview team to success, the “7 Cs” you must demonstrate for effective project interviews and countless useful tips that will leave a more favorable impression on the selection panel. SMPS Regional Conference attendees will also learn how to masterfully manage even the most challenging Q & A session.
A/E/C professionals nationwide win more work projects with Hilari Weinstein’s coaching. Her longest win streak is 9 interviews in a row. She is competitive presentations specialist who knows what it takes to stand out against tough competition having won two national collegiate speaking titles out of thousands of competitors. Hilari co-authored, “Selection Success! How Consultants, Contractors and Others Can Win More Work in a Qualifications-Based Selection Process”. For 5 years she has served on the faculty of the American Council of Engineering Companies Leadership Academy (LEAP). She has served on the board for the Arizona Chapter of National Speakers Association.
Elevating Innovation: Creating a Culture of Success
Presented by Christine Hollinden
Why have so many firms tried to create an innovative culture, but few have succeeded? In today’s marketplace, distinguishing your firm from the competition is critical to long-term success. Leadership may understand this, but it is a discussion that too often just receives lip service. If your firm is ready to create a culture that sees innovation as a behavior rather than a creative campaign, Elevating Innovation: Creating a Culture of Success is for you! This forward-thinking session begins with a brief summary of the basics of culture and then reviews the four distinct culture types. Christine Hollinden’s “Seven Steps to Elevate Innovation” leads you through promoting dialogue, active participation, and collaboration within your firm. If your organization needs an “innovation jumpstart,” why procrastinate when you can innovate? Don’t miss this opportunity to expand your thinking and discover ways to set your firm apart from the pack.
There are few things that keep Christine Hollinden, CPSM up at night. One of them is your brand experience. As the founding principal of Hollinden Marketing and Strategic Consulting, she’s obsessed with creating strategies that define your power and deliver distinction. Since 1988, she’s had a passion for helping service firms build their brand and drive business development. Her energetic forward-thinking approach has made her a sought-after speaker on marketing topics. What else keeps Christine up at night? The birdie that should have been a hole-in-one and loud meows (courtesy of her two Bengal cats).
The Three Marketeers – Dueling Your Way Forward to a Victorious Career Path
Presented by Mark Tawara, Howard Wolff, and Stephanie Craft
What does it take to succeed as a professional services marketing consultant? How can you advance in your career to become a Director of Marketing/Principal? Is it possible to climb up the corporate ladder to become a Chief Executive Officer? The common thread for this panel discussion is that all three “marketeers” started out in entry-level marketing positions and worked their way up to their respective positions within the AEC industry (marketing consultant, marketing director, and CEO/president). Each “marketeer” will share their backgrounds, challenges they overcame, and words of wisdom to help attendees decide which career path they want to take for themselves. Attendees will learn the pitfalls and rewards associated with starting up their own marketing consulting practice, what kinds of obstacles they will face as they move up the corporate ladder to become a marketing director/principal, and how to break through the elusive “glass ceiling” into the C-Suite.
Mark Tawara, FSMPS, CPSM (moderator). After spending 19 years in various marketing capacities at several international A-E firms, Mark started up his own marketing consulting firm in 2011 with a focus on the built environment. A founding member of the SMPS Hawaii Chapter, Mark received the SMPS National Chapter President of the Year Award, including a first-place Striving for Excellence Award in 2009. Mark was inducted as a SMPS Fellow in 2011 and is a Certified Professional Services Marketer (CPSM). He is proficient in using technology to enhance marketing communications and has designed and managed dozens of websites and social media tools for various clients.
Howard Wolff, FSMPS is the founder of Full-Height Advice, a strategic marketing consulting practice. Previously, he was Senior Vice President and Worldwide Director of Marketing for WATG, the world’s number one destination design firm. In his 23 years at WATG, working (yes, working) from his office in Honolulu, Howard spearheaded WATG’s brand development and growth: from two offices in the U.S. to six globally; from one service line to five (strategy, architecture, planning, interiors, landscape); from work in 16 locations to 160 countries on six continents. He was recognized by SMPS with its highest honor, the prestigious Weld Coxe Marketing Achievement Award, and has won over 25 marketing communication awards.
Stephanie Craft, CPSM is a founding partner of MARKETLINK, a marketing consulting firm specializing in the A/E/C industry. Having worked both in-house and as a consultant for more than 25 years, Stephanie has become known for her expertise in assisting firms entering new geographic and client markets with her strategic planning and business development efforts. She has been a contributing editor to the A/E Marketing Journal and RainMaker, and a featured speaker to various professional societies. She has twice been selected Chapter President of the Year by SMPS for her work as president of the Utah and Sacramento Chapters.
Kevin Hebblethwaite, FSMPS, CPSM has over 15 years of experience in business development, marketing, and management for professional services companies. Kevin is an independent trainer and consultant practicing in a variety of areas, including CRM information systems, business development strategy, and communications. Previously, Kevin was President/CEO of a technology consulting and design firm focused on the built environment, where he worked with a broad spectrum of clients throughout the United States. Kevin has been a member of SMPS Atlanta since 1999, where he served as Chapter President in 2003-2004. He chaired the Presidents’ Leadership Symposium in 2006 and the Marketing Communications Awards Program in 2008. He currently serves on the National Board of Directors as President-Elect.
Turning the Tide of Your Marketing Influence: How to Manage Company Leaders for Maximum Impact
Presented by Stacey Dyke and Dr. Jim Dyke
You will never advance an effective marketing agenda for your organization until you learn how to manage and influence your boss and other marketing leaders in your firm. “Managing up” is essential to positioning yourself for leading and achieving the next professional level. Spend 90 insightful minutes with experienced AEC marketing consultant Stacey Dyke and management guru Dr. Jim Dyke—published author, management consultant, and executive coach. Learn basic boss types and key boss roles and practical strategies you can use to influence, manage, and lead each one.
Stacey Dyke has been a marketing and business development professional in the AEC industry for fifteen years, having worked as a consultant and staff for small and large firms in pursuit of vertical and civil construction projects for private development and public entities. Her marketing expertise includes strategic planning, pursuit management, technical writing, and interview coaching. In addition, Stacey has experience producing programs for professional organizations on local and national levels. As a consultant, she provides clients a range of marketing services, as well as develops business for firms of varying disciplines in San Francisco Bay Area and San Diego.
Dr. Jim Dyke, “The Boss Doctor”, is a seasoned communicator, gifted instructor, and published author. As an independent consultant he has trained and coached thousands of community and business leaders – nationally and internationally – with a specific emphasis on human resource, leadership development, and strategic training. He has designed and presented professional and interpersonal skills seminars for organizations from a wide range of industries, including AEC and the Federal government. His innovative approaches to leadership development led to the founding of The Center for Leadership Impact, as well as his role as editor and publisher of the Leadership Tracks newsletter.