BBC Member Firms: Register as Guest and Select “a Member of Partner Organization” (tickets $20). Add N/A for Member #.
Moving client interactions and business development activities into a virtual and new environment is stressful, confusing, uncertain, and let’s face it, not very exciting. It also shifts the way we set up our BD strategies and move them forward. It could be a while before we have face-to-face meetings over coffee or shake hands at a conference, yet talking to clients and winning work has not stopped. Join us to discover some elements for building BD strategies in a virtual environment. Some of these elements are standard, must-have elements that have changed or are changing and alongside some elements that will never change. The session includes interactive breakout rooms with real-time application of concepts presented.
Frank Lippert and Kathryn Ness with GO Strategies will walk attendees through the elements and help put the pieces together so they can craft a BD strategy that works in the virtual world for their firms. Having taught business strategies in architecture, engineering, and construction firms in public and private markets across the U.S., they have seen and heard it all. And they’ve learned a few tips and tricks to make relationship building and business development easier, even when it’s virtual. Come join the fun!
Learning objectives include: 1) understanding the elements of social media and technology to connect with new and existing clients, 2) how to apply the never-changing elements of BD to today’s virtual world, and how to piece the elements together to build a strategy that’s right for your situation.
Frank Lippert, FSMPS, CPSM – GO Strategies
Frank is the founder of GO Strategies. He provides strategic pursuit planning, strategic market capture planning, and the functional seller/doer training to clients throughout the US. Frank is all about helping teams work more effectively and more efficiently with processes, schedules, and tools that keep A/E/C firms’ business development strategy and marketing efforts on track. A good strategy and a focused approach to winning work with your target clients can save time and money, ease frustration, and lead to a happier workplace. Good, healthy, well-thought-out marketing practices lead to better team engagement, long-term marketing staff happiness, and more wins.
Frank has worked at small, medium, large, and mega-sized engineering companies in his 30 years in the A/E/C industry. He speaks regularly at SMPS, ACEC, WTS, APWA, and SAME conferences. Frank has served as the SMPS National Board chapter delegate and national president. He has been recognized as an SMPS Fellow (FSMPS) and is a Certified Professional Services Marketer (CPSM). Now living in Sacramento, California, he works diligently to help up-and-coming marketing and business development professionals reach their full potential.
Kathryn Ness, CPSM – GO Strategies
Kathryn brings an energy and vitality to the team that significantly promotes the mission of “making everything about marketing and business development easier.” With more than 20 years in the A/E/C industry, Kathryn brings an in-the-trenches perspective for how things work and, more importantly, how things can work better. She has held marketing and business development positions at small, medium, and large firms. Kathryn brings a professional, direct communication style that cuts through endless meetings and discussions and keeps teams on-point. Her sense of humor is balanced with a sense of getting-the-job done. She is an excellent listener and provides creative solutions that work, not abstract theory that sits on shelves.
Kathryn has facilitated client capture planning, pursuit planning, and seller-doer trainings. She understands the trepidation and nervousness that technical professionals go through as they “sell” themselves in relationship process. Her technique of putting a human element to building relationships has put comfort into the uncomfortable for anxious business developers. She has presented at conferences, including ASCE Roads and Streets, ACEC ASHE, SAME SBC, AICAE, and at SMPS PRC and at chapters (Arizona, Oklahoma, Los Angeles, New Mexico, San Francisco, Chicago, and Sacramento). She served a past chapter president for the Sacramento Chapter, and is currently a committee chair for APWA Sacramento Chapter.
SamTrans District Chief Officer, Planning, Grants, and the Transportation Authority, April Chan, will address upcoming projects, funding, studies, and how the San San Mateo County Transportation Authority responds to the new normal.
Thursday, January 21st
11:45 to 1:30 PM
ACEC Members – Free
Scholarship Donations gratefully accepted
Chief of the Geodetic Branch at the California Department of Water, Pat Tami, will discuss what’s on tap for the department over the next few years.
Wednesday, February 24th
11:45 to 1:30 PM
ACEC Members – Free
Scholarship Donations gratefully accepted.
Modern content marketing requires new strategies, tactics, skills and tools—and perpetual optimization. But many A/E/C firms continue to deploy the same content strategies and tactics year after year even though they may no longer be effective. To gain an edge, innovative firms are expanding their content marketing playbook to deliver more client-focused content that generates results and drives greater impact.
This session aims to help attendees identify lackluster areas of their firm’s content marketing and understand exactly what it takes to get results from content today. We’ll touch on virtually all facets of content marketing, from strategy to planning, content creation to publishing, and from promotion to repurposing. We’ll even address how to get more content from your firm’s subject matter experts. Attendees will walk away with practical and actionable ideas that will help them elevate their firm’s content marketing efforts and crush the competition.
By the end of this presentation participants will be able to:
- Diagnose problem areas of their content marketing
- Identify old tactics to drop and the new tactics to adopt
- Implement strategies, tips and tools that will expand their content marketing playbook
About the Presenter
Tim Asimos is a catalyst for disruptive change in A/E/C marketing, providing keen insights on modern marketing principles and an uncommon perspective gleaned from nearly 20 years of experience both inside and outside the industry. As Partner and Director of Digital & Growth at circle S studio, Tim leads the marketing agency’s development of innovative strategies in website development, content marketing, digital marketing and marketing technology. A national speaker and syndicated blogger, Tim’s expertise has been featured in numerous industry publications, webinars, programs and conferences around the country. Tim is a longstanding SMPS member and a Certified Professional Services Marketer (CPSM).
Secretary David S. Kim will discuss the challenges, opportunities and the future of transportation from his perspective at the California State Transportation Agency.
Thursday, March 25th
11:45 to 1:30 PM
ACEC Members – Free
Scholarship Donation gratefully accepted
In this session we will discuss the foundations of strategic marketing planning and how COVID-19 has impacted the tried and true methods to create certainty in our ever-shifting, new reality.
In this webinar, you will learn:
- Foundational principles of strategy and planning
- How to plan for the unexpected
- How to develop business from behind a desk
More info and registration HERE
About the Presenter
Deirdre Gilmore FSMPS, CPSM
PRESIDENT + LEAD STRATEGIST + Executive Advisory C.M.O.
Strategy First, this is where Deirdre lives and breathes. She is always thinking about the bigger picture and how she can move your goals down the battlefield to the win. She brings 21 years of AEC marketing experience to her clients, and industry associations, across the nation, focusing on how to improve firms’ and their most important resources, their people.
Deirdre has the unique ability to take high level ideas and develop solid strategies for success. Whether it is creating and implementing a strategic vision, or digging deep to win a specific project, she ensures the team is always ready for battle with the right strategy to execute the plan. When not on a strategic project, she spends her time coaching, mentoring, and leading people to their best potential.
how COVID 19 is affecting ridership and operations,
and what may be in store for the future.
The events of 2020 opened a door to have more meaningful discussions about racial equity—a topic that Corporate America has not taken very seriously both in society and specifically in the workplace. Companies have talked about addressing racial issues for years, but obvious inequities still remain even after protests and the pandemic. Part of what made this past year different is that the business community, after compelling social media posts and good intentions, have failed to produce measurable change when it comes to diversity, equity, and inclusion (DEI). As we progress deeper into 2021, where do leaders in the AEC and commercial real estate industries find themselves as they seek racial equity in the workplace?
Join SMPS San Francisco for a 90-minute webinar as a distinguished panel of experts talk about making the case for DEI to improve business performance, employee retention and recruitment, and address the missing first step: DEI data collection. The panel will share practical tips and tools to take real action for DEI.
Learn and Earn CEU
The webinar is approved for a total of 1.5 Continuing Education Units.
Content covers the following Domain(s) of Practice:
6 – Management
Registration closes at 5:00PM on 6/8/21. Tickets are non-refundable.