Schedule

Wednesday, October 12, 2016

8 am - 5 pm

Adobe Creative Cloud Workshop

Claudia McCue

Bring your lap top to the Albuquerque Convention Center and spend a half or full day honing your skills in the Adobe Creative Suite!

In two focused workshops, Adobe Certified Expert (ACE) Claudia McCue will teach you the Adobe Creative Cloud application features you need to produce high-quality documents and proposals without wasting time learning functions you won’t use. Utilizing her training tips in Adobe’s InDesign, Illustrator and Photoshop, you will be able to produce proposals and graphics better and faster, and soar through creative endeavors.

 

Full Day Workshop: 8am – 5pm

8 am – 12 pm Photoshop / Illustrator Session
12 – 1 pm Lunch provided for those attending both sessions
1 pm  – 5 pm InDesign Session

Member Price: $200.00
Non-Member Price: $300.00

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Half Day Workshop: 8am – 12pm OR 1pm – 5pm

WITH THIS HALF DAY TICKET YOU CAN ATTEND EITHER THE:
8 am – 12 pm Photoshop / Illustrator Session
OR THE
1:00-5:00 pm InDesign Session

Member Price: $150.00
Non-Member Price: $250.00

Click here to register 

2:00 pm-4:00 pm

Leadership Forum

Chapter Leaders Forum

Are you an SMPS chapter volunteer?

Whether you’re a member of your chapter’s board, a committee chair, a committee member, or interested in volunteering, this session is for you. The Chapter Leaders Forum, led by SMPS board and staff members, is designed to engage chapter volunteers at all levels.

Forum highlights include:

  • State of the Society and primary initiatives
  • Open forum to share best practices and challenges (e.g., membership recruitment and recruiting. programming and events, engaging leaders/volunteers, critical conversations, working with industry alliances, and more)
  • Get to know your peers, SMPS board, and staff
5:00 pm-6:30 pm

Networking Happy Hour

Join other Southwest Regional Conference attendees for a welcome reception at the Hotel Andaluz.

 

6:30 pm

Restaurant Roundup

Leaving from Hotel Andaluz at 6:30 pm.

We have selected a variety of local restaurants from around the city that will reveal what it is to eat like a Burqueno. Get your taste-buds ready for unique, award-winning and delicious. Some options include:

Downtown

Edo District

Nob Hill

North Valley

Thursday, October 13, 2016

8:00 am - 9:00 am

KEYNOTE: R.F.P. - Request For Personality, Win People, Win Projects (1.0 CPSM CEU)

John Burke

People like working with people they like. And if you’re not winning all the projects you are well qualified for, your inability to connect with your client may be limiting your potential. How much is this worth to you?

Consulting engineering is a very competitive business. You finally put together a team of well qualified project managers, designers and support staff – now all you need is a bunch of paying clients to keep the business afloat and possibly even profitable! But where do you find them and how do they get to know you and trust you so that when the next RFP comes out, they craft it for your firm?

Based on his new book titled “R.F.P. – Request For Personality, Win People, Win Projects” Author, speaker and senior projects engineer John Burke, P.E., CFM show you what it takes to develop exceptional relationships and make you the consultant of choice and trusted adviser for all your clients.

In this short, one hour presentation, you will learn how to connect with your client every time, build trust and get a sneak behind the curtain on how teams are really selected for projects

9:10 am-10:40 am

Leadership's Magic Medicine: How to Develop an Effective Training Program (1.5 CPAM CEUs/1.5 AIA CES LUs)

Barbara Shuck Quinn Texmo

Looking for a prescription that promotes enhanced career success? What if you could spread your professional knowledge and insight throughout your firm? Want to give your team a boost in marketing energy and excitement? On your management journey, training is a skill that adds to your professional persona. This session will help you develop a training program with content that will resonate with all individuals, technical or not. Participants will become familiar with four different adult learning styles, learn how to write active, relevant and accurate learning objectives, discover different ways to engage all types of learners in an active learning format, and understand how to structure a training program to ensure the content and message are effective for all learners. We will use an industry case study to show how to implement a successful program, making your value refreshing and energizing. Your professional journey needs this out-of-the box workshop!

9:10 am-10:40 am

Power Connecting: Turning Relationships into Opportunities (1.5 CPSM CEUs)

Maggie Bolden Gina Kaelin-Westcott

Your job responsibility includes – either directly or indirectly – bringing in new opportunities for your company. For the marketing professional or someone new to business development, how can you most effectively use your time cultivating relationships?

Design and construction industry leaders Maggie Bolden (Director of Client Relations, Palace Construction and SMPS Colorado President and Co-Founder of BD Roundtable) and Gina Kaelin-Westcott, CPC (Business Performance Advisor with Insperity, Sales Strategist, Co-Founder of BD Roundtable and best-selling author of “Creating a Bond Beyond the Handshake, 100 Reasons Why Relationships and Value Sell Every Time!”) share effective techniques that increase your sales by building strong client relationships.

Each interaction you have works to build your relationship with a specific person or group. The presentation uncovers the three relationship types that matter the most in your business and how to put them to work for you. Learn why the 5-step relationship value rating system is critical, and what it takes to move these relationships to higher levels of appreciation and trust.  Learn the top ways to increase your value and how to easily incorporate these techniques into your day-to-day routine or business.

You will gain insight into key strategies and how to adjust your own communication style to strengthen your relationships and conversations. You will walk away with these benefits:

  • Learn the three relationship types that matter
  • Discover the 5-step relationship value rating system
  • Learn how to use a discovery process for building relationships
  • Discover top five ways build better relationships
11:00 am-12:30 pm

How To Successfully Engage Your Firm's Technical Personnel in Marketing & Business Development Activities (1.5 CPSM CEUs)

Chuck Roberts

Taught by an engineer with 35 years of experience as a seller/doer in the A/E/C industry and who has served as Corporate Director of Business Development, COO, CFO, and CEO, you’ll learn directly from someone who has been on both sides of the fence how to successfully teach, motivate, and inspire technical staff who don’t report to you to engage in marketing and business development activities. This educational and entertaining session will give you the information you need to overcome the frustration and barriers that have been keeping you from being as successful as you could be. You’ll leave with practical techniques you can immediately implement for better results, making your life at work easier and more pleasant, making your firm’s technical staff more comfortable and happy, and driving your career to a higher level.

11:00 am-12:30 pm

Writing Proposals with Your Whole Brain (1.5 CPSM CEUs/1.5 AIA CES LUs)

Jen Hebblethwaite

We’ve all read the project proposal blah-blah, haven’t we? “This is who we are, and this is what we do.” It’s self-centered; it’s boring, and it’s just plain blah-blah!

What if the content in your proposal spoke to your clients’ different preferences and thinking styles? Wouldn’t that be helpful to your reader? Welcome to the power of writing with your whole brain! The Herrmann Brain Dominance Instrument (HBDI) is the world’s leading thinking-styles assessment tool. HBDI’s Whole Brain® theory helps us understand how people prefer to think, process information and communicate.

In this fun, interactive workshop, we’ll learn how to use Whole Brain® thinking to craft proposals that will help your readers get your message and help them make the decisions that are right for them.

12:00 pm - 1:00 pm

Lunch

A boxed lunch will be served in Ballroom B which is where registration is located. Please join us to enjoy lunch and mingle with your fellow SMPS Southwest attendees.

2:00 pm-3:30 pm

Business Development is Everyone's Business: Engaging Staff in Your Organization's BD Effort (1.5 CPSM CEUs)

Hildegard Dodd

Business development (BD) is rarely a solitary effort…it takes a team of focused individuals with a strategic plan. Project Managers, designers and many levels of staff within a firm participate in BD without realizing that their interactions with clients, team members and other industry professionals can be an opportunity to leave those business influencers with a lasting impression of the firm.

In this presentation, I will discuss ways to roll out an overall firm BD culture, but it won’t just be presented in theory, attendees will leave with practical tools and instructions how to use them so this new way of thinking can be a success. Plus, all the tools can be downloaded as editable documents after the presentation from your Chapter website.

I will discuss and present lunch and learn ideas, user-friendly forms to track progress, and many other useful hands-on materials that can help them to create a winning BD partnership between themselves and staff for long-term success, Attendees will also participate in short, but fun, role-playing exercise to help attendees overcome objections while trying to implement this new way of thinking. And by recognizing that each firm differs in its approach to BD, I will conclude with a brainstorming session to help attendees tailor these best practices to fit their firm’s current culture.

2:00 pm-3:30 pm

Interview Preparation...Or Do We Seriously Have To Do This? (1.5 CPSM CEUs)

Matt Rich

This presentation takes an amusing and energetic approach to preparing your teams for interviews. Do you have a principal who doesn’t like to do interview prep? We’ll talk about fixing that. Do your teams get so nervous during an interview they can hardly string two sentences together. We’ll try to fix that too. From capture plans to capturing a win we’ll talk about some strategies, examples and exercises that will better prepare you to help your team put their best foot forward instead of putting their foot in their mouth.

3:50 pm-5:20 pm

Industrial-Strength Revenue Generation: Your Guide to Deriving Full Value From Your Revenue Generation Engine (1.5 CPSM CEUs)

Deborah Schindler

Consider this: your revenue generation process is an engine. It’s an engine that is driving the future of your firm. It’s an engine with multiple moving parts and pieces. Those parts and pieces should be monitored and managed, all the time, to ensure full power is being continuously pulled from each component. Each component is integrated with the others. If one isn’t working well, the others aren’t working well. And, if you’re not monitoring the performance of all the components, at all times, how do you know what is working and what isn’t?

What does your firm’s revenue generation engine look like? Silo’d departments? Little understanding from the C-suite on the specific value of the program? A piling on of proposals that have less than a 50% chance of winning? On-the-fly decisions and last minute requests? An inability to confidently anticipate whether the firm will hit its projections or not?

No more “seat-of-the-pants” approaches to generating revenue! Learn how to transform your business development, marketing, and client relations into a highly-functioning, revenue-delivering operation using defined structure, proven, repeatable processes, and ongoing measurement.

Attendees will receive a copy of the recently released report, “Integrated Revenue Generation” defining the specifics of the program. It’s a proven operational structure and measurable program you can take to the C-suite and gain understanding of and support for the activities you’re engaged in. It’s a different game out there today. Are you prepared?

3:50 pm-5:20 pm

You Had Me At Hello: Client Care Programs To Turn Your Firm Into the Leading Actor (1.5 CPSM CEUs/1.5 AIA CES LUs)

Rebecca Lavezzary Sarah Hoff

“Thank You” is nice, but in today’s market, words simply don’t mean as much as actions. We say our firms have better customer service than our competitors, but are we truly following through beyond the interview presentation and throughout the life of the project? Leading actors pick and choose their scripts. Directors seek them out because they are at the top of their game and provide a top-notch performance every time. Through a successful client care program, your firm can become your clients’ leading actor. Based on interviews with a variety of firms of different sizes and disciplines, located around the country, this session takes a look at client care program best practices. Attendees will learn how to implement a client care program, starting at day one of a project and continuing beyond the ribbon-cutting, and walk away with a collection of all-star performances to take back to their firms.

5:30 pm

Thursday Night Social

Heavy hors d’oeuvres and cocktails will be served in Ballroom A at the Albuquerque Convention Center.

Friday, October 14, 2016

7:30 am - 9:00 am

Fellows Forum Breakfast Panel

7:30 am Continental Breakfast begins.  Ballroom A

8:00 – 9:00 am Fellows Forum panel discussion. Join this lively moderated discussion with SMPS Fellows from all over the nation as they discuss the topic: The Critical Intersection of Business & Marketing.

9:10 am-10:40 am

One Wrong Project Ruins Your Brand (1.5 CPSM CEUs/1.5 AIA CES LUs)

Craig Galati Donna Corlew

Over the past ten years, when work was slow, many firms took every job they could get their hands on. This approach helped some firms stay in business, yet hurt their brand perception in the marketplace when the economy improved. This session will discuss the importance of living your brand promise and the importance of using your brand as a filter for the projects you choose to pursue. Drawing on both practical experience and theoretically, the session will teach you how to keep your brand strong, even in the face of adversity.

9:10 am-10:40 am

Turn Digital Touchpoints Into Real Business (1.5 CPSM CEUs/1.5 AIA CES LUs)

Julie Huval

A company has a website and is active on social media. Now what? This session will dive into the analytics of websites and tracking social media usage to turn touchpoints into revenue. Breaking down the data behind a digital brand will help firms streamline messaging, find ideal clients, and focus their business development efforts. Showcasing A/E/C websites, blogs, and social media platform analytics will provide best practices and “ah ha” moments.

11:00 am-12:30 pm

The Business Development Secret Sauce (1.5 CPSM CEUs)

Paula Ryan

In 2015, the Society for Marketing Professional Services and SMPS Foundation embarked on a major joint research initiative to look into how A/E/C firms are handling business development. Working with several partner organizations, including the American Institute of Architects, Associated General Contractors, and the National Council of Structural Engineering Associations, researchers surveyed more than 1300 business developers, seller‐doers, principals, and marketing directors to conduct a deep dive into the art and science of business development. Who is responsible for business development?

How many firms are using seller‐doers verses dedicated business developers?

How do these positions coexist in firms that have both? What are the primary responsibilities? What skills are lacking?

In addition to the extensive quantitative research, the project entailed qualitative research with business developers and seller‐doers as well, adding another layer of depth and insight while complementing the SMPS

Foundation’s previous research, which was compiled in the landmark book A/E/C Business Development – The Decade Ahead.

The result is the most comprehensive look at design and construction BD ever conducted, focusing on the “who” and painting a very interesting picture of both the present and future of business development. Roles are changing, and will continue to change as firms evolve and become more sophisticated. So what’s the ideal make‐up of BD in your firm? Attend this session, where the secret sauce will be revealed!

11:00 am-12:30 pm

Flash Branding: The Red Hot Strategy to Speed Through Rebranding (1.5 CPSM CEUs/1.5 AIA CES LUs)

Josh Miles Daniel Herndon

Developing an AEC firm brand is a creative, thoughtful, and often time consuming effort, usually involving many pieces and players. But what happens when there isn’t time to do it the traditional way? This workshop will explore the unusual circumstances that caused two AEC firms (and MilesHerndon themselves) to use an accelerated strategy called Flash Branding.

This session will explain the considerations and benefits of using a fast-tracked branding approach with two case studies. Understand how two freshly rebranded firms, Idibri (Dallas, San Diego, UK) and Enverity Engineering (Indianapolis), collaborated with branding consultant Josh Miles to solve their challenges. We’ll explain what drove each firm’s need for speed, plus detail their branding objectives, strategies, results and lessons learned. While rebranding can often take a year or more. Learn how these firms successfully rebranded in a matter of weeks, and if this strategy is right for your firm.

12:40 pm - 2:00 pm

Lunch

A plated lunch will be provided in Ballroom A which is where the keynote presentation will occur. Please join us and enjoy.

12:40 pm-2:10 pm

KEYNOTE: Utilizing the Five Bases of Power to Influence People Towards Effective Action (1.5 CPSM CEUs)

Maisha Christian Hagan

Leaders often rise or fall based on their ability to influence others towards effective action. A notable study conducted by social psychologists John R. P. French and Bertram Raven divided power and influence into five separate and distinct forms – coercive, reward, legitimate, referent, and expert. Marketing Director Maisha Christian Hagan wants to help you advance within your personal and professional life by teaching you when and how to utilize the Five Bases of Power.

This session is all about influence – how to get it, how to respond to it and how to leverage it in order to emerge as a leader and get things done.