2019 SMPS SOUTHERN REGIONAL CONFERENCEsmps-src.org/wp-content/uploads/2019/01/2019-SRC... ·...

MARKETING FIESTA

January 30 - February 1, 2019

The Westin Riverwalk | San Antonio, Texas

2019 SMPSSOUTHERN REGIONAL CONFERENCE

C O N F E R E N C E C O - C H A I R

Kylee Arnold, Cazayoux [email protected]


Doug Parker, FSMPS, CPSM, [email protected]

P A S T C H A I R / F I N A N C E

Meredith Roberts, LEED GA, [email protected]

P A S T C H A I R / K E Y N O T E S

Michael Jones, CPSM, Avion [email protected]

P R O G R A M S C H A I R

Whitney Watson, CPSM, Digital [email protected]

S P O N S O R S H I P C H A I R

Jessica Bazan, Spire Consulting [email protected]

C O M M U N I C A T I O N S C H A I R

Allison Taylor, Wallace [email protected]

S O C I A L C H A I R

Jennifer Soto, Bain Medina [email protected]

C O N F E R E N C E A D V I S O R

Linda Koch, FSMPS, CPSM

WELCOME!

Colors

Font Brothers OT (available in TypeKit)

TO SMPS SRC

Dear Conference Attendees:

Welcome fellow Marketers and Business Developers to the 2019 SMPS SRC Marketing Fiesta! Did you know, between 2000 and 2010, San Antonio was the fastest-growing big city in the United States? For an entire decade, this amazing city was at the head of evolution and advancement, so it only feels right that we’re here today to connect and talk about growing our businesses.

This year at SRC, we have another fantastic lineup of speakers. Marketing and business development leaders are here from around the country to share innovative

strategies and best practices to help you take your companies and personal success to the next level! Our educational offerings are categorized into three primary categories: CREATE, CONNECT and COMMAND. This year, we’re adding a fourth track, CULTIVATE, as a hands-on workshop focused on building technical skills in key areas critical to the day-to-day functions of AEC marketing/business professionals.

On behalf of the SMPS SRC planning committee, we are excited to have you here with us in San Antonio. To all of our attendees, volunteers, speakers, and sponsors, we hope you make the very best of SRC and have a blast at our Marketing Fiesta!

Welcome again!

3WWW.SMPS-SRC.ORG | #SMPSSRC MARKETING FIESTA

Schedule at a Glance 5

Hotel Map and Breakout Session Schedule 6

Keynotes 8

MAX Lunch 12

Good Morning with Murph! 14

Track 1: Create 16

Track 2: Connect 18

Track 3: Command 20

Track 4: Cultivate 22

Thursday Night Social 25

Speaker Bios 30

Sponsors 38

Share your SMPS SRCexperience on social media. Be sure to use #marketingfiesta and #SMPS when posting.

# M a r k e t i n g F i e s t a

MARKETING

FIESTA!

TABLE OF CONTENTS

www.cosential.com | 800-505-7089

Harness Your Project Data. Crush Your Deadlines.

What if you didn’t have to waste time

gathering project data from other

departments?

Thanks to Cosential, you don’t.

Built by AEC Marketers for AEC

Marketers, Cosential helps you create

winning proposals with less time and

effort.

Contact Cosential to learn how their

CRM and Proposal Automation

solution helps firms like yours crush

deadlines and increase hit rates.

cosential.com/smps

We h SMPSCosential is a provider of SMPS CEUs

®

CRM and Proposal Automation

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SMPS-Full-Page2018-2.pdf 1 9/12/18 5:33 PM


S C H E D U L E A T A G L A N C E

W E D N E S D A Y, J A N 3 0

T H U R S D A Y , J A N 3 1

F R I D A Y, F E B 1

REGISTRATION

REGISTRATION

REGISTRATION

MAX LUNCH

BREAKOUT SESSION 2

4:00 PM - 7:00 PM

7:30 AM - 5:00 PM

7:30 AM

12:30 PM - 2:00 PM

11:15 AM - 12:30 PM

NAVARRO FOYER

NAVARRO FOYER

NAVARRO FOYER

NAVARRO BALLROOM

SEE SESSION SCHEDULE (PAGE 7)

SOCIETY VOLUNTEER FORUM

BREAKFAST

BREAKFAST & BLOODY MARY/MIMOSA BAR

BREAKOUT SESSION 3

4:00 PM - 6:00 PM

8:00 AM - 8:30 AM

8:30 AM - 9:00 AM

2:15 PM - 3:30 PM

CAMINO REAL

HIDALGO (SERVED IN ROOM)

NAVARRO FOYER


WELCOME RECEPTION

BREAKOUT SESSION 1

GOOD MORNING WITH MURPH!

BREAKOUT SESSION 4

6:00 PM - 7:00 PM

9:45 AM - 11:00 AM

9:00 AM - 9:45 AM

3:45 PM - 5:00 PM

NAVARRO BALLROOM


NAVARRO BALLROOM


RESTAURANT ROUNDUP

BREAKOUT SESSION 5

LUNCH & CLOSING KEYNOTE

THURSDAY NIGHT SOCIAL

8:00 PM - 10:00 PM

10:00 AM - 11:15 AM

11:30 AM - 1:00 PM

6:00 PM - 11:00 PM

OFF-SITE (SIGN UP AT REGISTRATION)


NAVARRO BALLROOM

SMOKE BBQ BREW VENUE (PAGE 25)

WELCOME & OPENING KEYNOTE 8:30 AM - 9:30 AM NAVARRO BALLROOM

6 2019 SMPS SOUTHERN REGIONAL CONFERENCE

Hildalgo

Madero Carranza Navarro Ballroom

Navarro Foyer

Villa

CaminoReal

Business Center

BALLROOM LEVEL

LOBBY LEVEL

RIVER LEVEL

Grand Staircaseto Lobby

Elevators

Hildalgo Foyer

Grand Staircaseto Ballroom Level

Cafecito

Gift Shop

ElevatorsEntry Foyer

Lobby

FrontDesk

Elevator toRiverwalk

Zocca RestaurantZocca

Bar

Zocca PatioElevator to

Lobby

Access to Riverwalk

H O T E L M A P

CREATE TRACKCONNECT TRACKCOMMAND TRACKCULTIVATE TRACKGENERAL ACTIVITIES& E XPO

B A L L R O O M L E V E L

Hildalgo


Navarro Foyer

Villa

CaminoReal

Business Center

BALLROOM LEVEL

LOBBY LEVEL

RIVER LEVEL


Elevators

Hildalgo Foyer


Cafecito

Gift Shop


Lobby

FrontDesk



Bar


Lobby

Access to Riverwalk

Hildalgo


Navarro Foyer

Villa

CaminoReal

Business Center

BALLROOM LEVEL

LOBBY LEVEL

RIVER LEVEL


Elevators

Hildalgo Foyer


Cafecito

Gift Shop


Lobby

FrontDesk



Bar


Lobby

Access to Riverwalk

L O B B Y L E V E L

R I V E R L E V E L


B R E A K O U T S E S S I O N S C H E D U L E

BREAKOUT SESSION 1THURSDAY

9:45 AM - 11:00 AM


11:15 AM - 12:30 PM


2:15 PM - 3:30 PM

BREAKOUT SESSION 5

FRIDAY10:00 AM - 11:15 AM


3:45 PM - 5:00 PM

CAMINO REAL MADERO CARRANZA

Writing Champions: Editing and

Proofreading for Better Proposals

Jen Hebblethwaite

Visualize Your Content

Julie Sha�er, CPSM

Automation: The Marketing Game Changer

Courtney Kearnery, CPSM and Chaz Ross-Munro,

CPSM

Ignite Creativity

Sue Mosby

Preparing to Plan: Advance Prep to

Build a Better Marketing Plan

Vicki R. McCullough

It Takes Kindling to Build a Fire - 20 Business

Intelligence Tips to Ignite Your

BD Team

Jan Flesher, PMP

Empathy & Energy: The Neuroscience

of Better BD

Joe Masi

How to Land a Whale: Capture

Planning a Mega-Million Dollar Pursuit

Cynthia Brown, Kurt Young, PE, LEED AP

and Peter de la Mora, CPSM

Active Listening: How Being a Better Listener Makes Big

Impacts

Maggie Seay, CPSM

The Elevator Pitch is Dead: Why Ideas Are

Adopted Not Sold

Shane Brethowr

Lean Marketing

Je�rey Dorf

Evolution of the Modern Marketer

Tim Asimos

Here, Have a Taco. How to Serve

Others Through Delegation

Diana Brown, CPSM

Viva la Información! Visualize Marketing

Performance

Lindsay Diven, CPSM

Leadership When You’re Not the

Leader

Brian Sacco

Websites, UX & SEO: How to Optimize Your

Firm’s Website for Maximum Impact

Tim Asimos

Marketing Video Production Made Easy (bring your

Smartphone!)

Margot Moulton

The Inside Scoop on Presenting,

Professionally and Personally: How to Showcase Your and Your Firm’s Talent

and Expertise

Susan MurphyThis double session (2:15pm - 5:00pm)

will be held in the Villa Room

Learn How to Gain an Edge Using

Social Media

Chavanne CazayouxDebetaz

InDesign Lab

Julie Sha�er, CPSM

HIDALGO

TRACK ONE TRACK TWO TRACK THREE TRACK FOUR


O P E N I N G K E Y N O T E

BETHANY ANDELLPRESIDENT, SAVAGE BRANDS

Bethany and her company, Savage Brands, is revolutionizing corporate America by unleashing the inherent good in ourselves and the organizations we serve. Bethany keeps Savage focused on its core purpose and fosters the team’s culture and values. She is passionate about connecting other leaders to their purpose, ensuring that their companies are culturally aligned and that their brands have meaning.

Andell doesn’t just talk the talk – she walks the walk. Like many of her clients, she watched her company’s industry becoming increasingly commoditized. Andell saw this as an opportunity to shift the belief structure at the heart of Savage, and as a second-generation leader, she led her 45-year-old company through the challenging, rewarding, ongoing process of discovering and aligning with purpose.

In her book, Get Your Head Out of Your Bottom Line: And Build Your Brand on Purpose, Andell, and co-author Jackie Dryden, help leaders shift their focus from solely revenue and profit to instead prioritize the company’s long-term health, culture and non-monetary impact on the world. Bethany is an active contributor to the Conscious Capitalism movement and is the host of the Business Maker’s radio program, “Brandonomics” – interviews with CEOs to share direct insights on their purpose-driven organizations.

THURSDAY, 8:30 AM | NAVARRO BALLROOM

Twitter: @bethanyandellLinkedIn: /bethanyandellFacebook: /savagebrandsInstagram: /savagebrands

K E Y N O T E S P O N S O R E D B Y


T H E Y D O M A K E T H E M L I K E T H E Y U S E D T O.

C H E E R S T O 5 0 Y E A R S O F D O I N G I T R I G H T.

R O G E R S - O ’ B R I E N C O N S T R U C T I O N

W W W . R - O . C O M

A U S T I N D A L L A S H O U S T O N S A N A N T O N I O


EMILIE ARIESFOUNDER & CEO, BOSSED UP

Emilie Aries is the Founder and CEO of Bossed Up. As a political organizer turned award-winning women’s development coach, she’s helped thousands of women step into their power as the boss of their lives and careers. Her TED talk, “The Power of No,” details how to set healthy boundaries and invest in their sustainable success, and her forthcoming book, Bossed Up, shares how all women can own their power and step up as the boss of their careers and lives.

Formerly the co-host of HowStu¤Works’ fiercely feminist podcast, “Stu¤ Mom Never Told You”, Emilie recently launched her own weekly podcast, “Bossed Up”, where she sits down with industry experts to tackle a new listener #careerconundrum each week.

Aries was ranked among such luminaries as Chelsea Clinton and Janet Mock in the Levo League’s Top 100 Extraordinary Individuals who are Redefining the World, was the recipient of the Women’s Information Network’s Young Women of Achievement Entrepreneurship Award, and received the YWCA’s Rising Star Award.

She earned her B.A. in political science from Brown University and completed a Fellowship studying People, Power, and Change with Professor Marshall Ganz at the Harvard Kennedy School of Government. After 5 years in DC, Aries recently relocated to Denver, CO.

FRIDAY, 11:30 AM | NAVARRO BALLROOM

C L O S I N G K E Y N O T E

LinkedIn: /emilieariesTwitter: @emilieariesFacebook: /emilieariesInstagram: /emiliearies

K E Y N O T E S P O N S O R E D B Y


M A X L U N C H

We are welcoming back MAX® Sessions this year at our Thursday lunch! Market * Act * Exchange talks are given by two of the brightest stars in business.

These professionals will share how they turned what they love into what they do. This lunch program is designed to take your career and firm beyond the norm of just another job at just another firm. You will hear stories about innovation, leadership, networking, and successful professional relationships that will leave you inspired.

CAROLYN FERGUSON, FSMPS, CPSMWINMORE MARKETING ADVISORSSMPS FOUNDATION PAST PRESIDENTFACILITATOR & COACH

A communicator, strategist and trainer, Carolyn’s passion lies in helping professional realize their authentic communication style through presentation training and coaching. Whether it’s a small interior build out or a new international airport terminal, Carolyn successfully coaches A/E/C team to WIN the project. She has been and A/E/C marketing advisor for 23 years, is an SMPS Fellow, was named one of Building Design + Construction Magazine’s 40 under 40 and is the first non-technical woman currently serving on the magazine’s editorial [email protected]

Twitter: @carolynferg

THURSDAY, 12:30 PM - 2:00 PM


Kayla McCause, CPSMDRAGONFLY AEC CONSULTING

Between being a student pilot and a PADI certified rescue diver, it is rare to find Kayla McCause on land. While on solid ground, Kayla has had a multi-faceted career that includes theater performance, corporate marketing for one of the nation’s largest banks, and now a Marketing and Business Development Strategist for design and construction firms at Dragonfly AEC Consulting. A passionate relationship builder, Kayla believes any successful strategy starts from within, and specializes in developing and executing creative marketing and targeted business development strategies. Though a Texas native, born in Hereford, Texas, Kayla currently resides in the Philadelphia area. She’s an active member of SMPS serving as Director-at-Large for the Philadelphia chapter, speaking across multiple chapters as well as Build Business 2018, and is the reigning Southern Regional Conference Trivia Champion.

LinkedIn: Kayla McCause

M A X L U N C H

Donna Corlew, FSMPS, CPSMC+CONNECT

A native Tennessean, Donna’s roots run deep in Southern hospitality, a culture of giving, and an abiding love of SEC sports and Nashville Predators hockey. Driven by a passion for coaching and helping others identify and maximize their unique talents and expertise, she works with AEC firms across the US — small, medium, and large — to facilitate strategic vision and market research, build connections and chemistry with clients and targets, and coach seller/doers and marketing/business development teams. Her clients benefit from a robust network developed over three decades in every geographic market and service needed to e¤ectively grow their business.

Donna achieved the designation of Certified Professional Services Marketer (CPSM) through the Society for Marketing Professional Services (SMPS) in 1993 and elevated to the status of Fellow of the Society in 2004. Active in SMPS since 1987 on local and national levels, Donna served as Society President in 2007-2008.

LinkedIn: Donna Corlew

MAX Lunch Sponsors


G O O D M O R N I N G W I T H M U R P H !

Susan Murphy – a legend in SMPS circles for her no-nonsense communication style and transformative coaching abilities – brings her alter ego, Aunt Bossy, to the SMPS SRC Main Stage. Susan, who writes an advice column for the Lowcountry Weekly titled “Aunt Bossy: Dear Abby on Steroids.” will channel “Aunt Bossy” to answer questions and give advice on challenges and frustrations facing AEC marketers and business developers today in this Q&A style session moderated by Amy Moen, Principal of HOK. If you know Susan, you know how much she enjoys giving advice freely! So, come prepared with questions and prepare to be entertained at this highly interactive discussion.

SUSAN MURPHYMURPHY MOTIVATION AND TRAINING

Susan Murphy has been coaching presentation and interview skills for 30 years. She began her career as a high school teacher in St. Louis, Missouri, her hometown. A chance meeting led to a career in travel that took her all over the world. Her last job in the industry was Director of Travel Industry Marketing for Club Med.

Susan had midlife reinvention and went to work for Communispond, the leading international communication skills firm for Fortune 500 firms. She survived a harrowing hiring audition. Then, she completed the intense and thorough Communispond faculty training and went on to become one of their top teachers and coaches. A chance encounter with SMPS landed her at a National Conference in Boston. There was no turning back once Susan met the AEC industry and the SMPS membership. Her practice is now dedicated to helping AEC firms hone their communication skills, with an emphasis on interview presentations and coaching.

Susan lives in Beaufort, SC and Bozouls, France and travels to her clients. When she isn’t coaching and teaching, or writing, she can be found reading or hiking with her and her boyfriend, Frankie the rescue mutt, as well as the co-host, Jean Jacques, the cat. Neither responds to her coaching.

AMY MOEN, CPSMHOK

Amy’s professional journey began in academics and art: she holds a Master of Fine Arts degree in printmaking from The University of Texas at Austin. After a friend talked her into helping him market his architecture practice, she found a new world where her art-making processes were a fit: discovering, creating, problem-solving, and contributing. Amy finds inspiration in connecting with people and their work in the built environment. With over 20 years of experience, Amy specializes in marketing and selling professional services for architecture and engineering firms. In 2003, she earned the Certified Professional Services Marketer designation. The Society for Marketing Professional Services (SMPS) Houston Chapter recognized her with the Hall of Fame Award in 2017, the Marketing Excellence Award in 2011, and the Rock of the Chapter Award in 2005. She earned the Rising Star Award from Commercial Real Estate Women (CREW) Houston Chapter in 2011. In addition to SMPS and CREW, Amy is actively involved in Construction Owners Association of America (COAA), Rice Design Alliance (RDA), and the Architecture Center Houston Foundation.

[email protected]: Susan Murphy

FRIDAY, 9:00 AM - 9:45 AM

LinkedIn: Amy Moen


FIESTABLOODY MARY A

MIMOSA BAR SPONSORS


BREAKOUT SESSION 1: THURSDAY, 9:45 AM - 11:00 AM

BREAKOUT SESSION 2: THURSDAY, 11:15 AM - 12:30 PM

BREAKOUT SESSION 3: THURSDAY, 2:15 PM - 3:30 PM

WRITING CHAMPIONS: EDITING AND PROOFREADING THE BETTER PROPOSALSJen Hebblethwaite

We read. We read a lot. We read emails, reports, proposals, journals, books and street signs. Heck, we even read the label on the back of the cereal box. How were all those words written? We spend a lot of time thinking about writers, but we spend very little time thinking about the behind-the-scenes champions of the writing process — editors and proofreaders. How does proofreading di¤er from editing? Good question! Good editors are good proofreaders, but they have additional responsibilities, and we need both so our proposals go out the door without errors! In this fun and practical workshop, we’ll ask and answer the following questions:

• What are the Six C’s of good editing?• What are some tips, techniques and tactics for better proofreading?• What are our current proofreading practices, and how could they be improved?• How can I “gracefully” proof and edit my colleagues’ work?

VISUALIZE YOUR CONTENTJulie Sha�er, CPSM

“The human brain was built to process content visually.” Marcel Just, Director of the Center for Cognitive Brain Imaging at Carnegie Mellon University. We live in a visual world. According to research compiled by 3M Corporation, visuals are processed 60,000 times faster than text. And since 65% of people are visual learners (according to the Social Science Research Network), one of the best ways to communicate your firm’s messages is through visual content. Yet, when we respond to RFQs and RFPs, we tend to submit text-heavy documents and expect our readers to digest the content. As marketers, we need to make our submittals stand out from the competition through easy-to-understand visuals. In this session, we will learn the basic structure of infographics, discuss the tools to visualize data, and explore ways to turn your firm’s messages into compelling graphic elements.

AUTOMATION: THE MARKETING GAME CHANGERCourtney Kearney, CPSM and Chaz Ross-Munro, CPSM

Marketing automation is a game changer! All our e¤orts in marketing should be focused on two things: winning and keeping clients. Automating what we do as marketers frees up our time and money to do those things better. Streamlining processes, automating repetitive and manual tasks and jumping o¤ the hamster wheel is what automation is all about. We will dive into what automating marketing really looks like and how to do it successfully following specific phases. Participants in this hands-on workshop will not only learn why they should automate, they will leave wanting to automate! Every attendee will gain tangible action items to take back to the o¤ice that will increase productivity, boost e¤iciency and allow them the chance to spend time on the things that really matter and make them amazing marketers.

C R E A T ETRACK ONE



BREAKOUT SESSION 5: FRIDAY, 10:00 AM - 11:15 AM

PREPARING TO PLAN: ADVANCE PREP TO BUILD A BETTER MARKETING PLANVicki R. McCullough

What do you do to prepare for your marketing planning? What are the first steps you take before launching the planning process? As an A/E/C marketing professional, creating a strong marketing plan is one of your many responsibilities. Developing this plan requires significant investment of time, thought, and creativity. The preparation you do before you begin creating your marketing plan pays o¤ in the long-run. You’ll produce a better structured marketing plan that also has buy-in from the right stakeholders What can you do to get the most from that investment? Vicki McCullough will help you and your team organize and prepare to create a stellar marketing plan that is backed by the right people. “Prepare for the planning” and bask in the results! In this session, we will address these essential points:

• The value of preparing to plan• Building your Planning Team• Defining the planning process• Collecting background information and supporting materials• Thinking ahead for the long-term success of your plan

IGNITE CREATIVITYSue Mosby

Creativity and innovation are the most important and most underdeveloped skills in business today. Understanding and utilizing a process, toolset, mindset, and skillset to close innovation gaps will help activate creativity in ourselves, our teams and our organizations. In this session, you will learn how to ignite the fusion of analytical and creative thinking, use creativity to overcome challenges in your business, activate innovation competencies in your organization, and put into motion strategies to infuse creative thinking and ideation design into business practices.

C R E A T E T R A C K R O O M S P O N S O R

TRACK 1: CREATE | HILDALGO ROOM


C O N N E C TTRACK TWO




IT TAKES KINDLING TO BUILD A FIRE – 20 BUSINESS INTELLIGENCE TIPS TO IGNITE YOUR BD TEAMJan Flesher

Understanding the intelligence your firm gathers about itself, your clients and your competitors is a huge di¤erentiator. Tracking the right metrics empowers you to make smarter business decisions by discovering your team’s strengths and weaknesses. Learn how a strategically implemented business development program can improve your forecasting so you can counter problems before they arise and adapt to industry trends ahead of the competition. This session will focus on using game changing business intelligence tips that will assist you in increasing your hit rate, synchronizing your business development e¤orts, and gaining an in-depth understanding of your firm’s relationships with its clients. Come learn how a strategically implemented business development program can help you ignite your BD e¤orts!

EMPATHY & ENERGY: THE NEUROSCIENCE OF BETTER BDJoe Masi

Are you losing work you should be winning? Struggling to get buy-in from colleagues or to retain your top talent? Finding it di¤icult to command the attention of your listeners? Well, perhaps you’re struggling because you’re sharing facts without any feeling! Many professionals prefer to leave emotions out of communication. However, studies show that information presented with emotional energy is significantly more likely to move your listeners into action. It’s all about Empathy & Energy, and your body holds the key to activating both of these foundational principles of e¤ective communication. So, let’s unpack the neuroscience behind Empathy and Energy in this highly interactive workshop. We’ll guide you through dynamic games and exercises that’ll move you to powerfully connect with others and to positively a¤ect not only your own emotional energy but your listener’s energy as well.

HOW TO LAND A WHALE: CAPTURE PLANNING A MEGA-MILLION DOLLAR PURSUITCynthia Brown, Kurt Young, PE, LEED AP and Peter de la Mora, CPSM

This panel discussion will utilize two case studies to help define the capture planning process for landing mega-million dollar pursuits. A panel of three senior-level business developers, each with 20+ years of experience, representing major architecture, engineering and construction firms, discuss the di¤erences and similarities between how each firm pursues $100+ million projects. Participants will actively create their own capture plans during the presentation, by participating in workbook exercises and then sharing their thoughts with the panel for feedback.


C O N N E C T T R A C K R O O M S P O N S O R



THE ELEVATOR PITCH IS DEAD: WHY IDEAS ARE ADOPTED NOT SOLDShane Brethowr

The elevator pitch is dead. It died with the movie Working Girl. Pitches focus on transactional sales rather than long-term change. Step out of the elevator, change the conversation and learn to build a narrative. In this session, attendees will learn story structure, message mapping and how to e¤ectively structure the three primary interactions of all business development: Intros, Convos and Presos. As part two, attendees will learn why the biggest problem with innovation today isn’t discovery…it’s adoption. Discoveries are made every day, yet very few ideas are put into use, even when it’s in our best interest to adopt. Find out why ideas defy logic, and how you can use the power of story to get your ideas adopted.

• Change the conversation and build a long-term narrative• Use story structure to improve framing and conversations• Di¤use ideas across groups and influence behavior change

ACTIVE LISTENING: HOW BEING A BETTER LISTENER MAKES BIG IMPACTSMaggie Seay, CPSM

Listening skills are the foundation for better conversations which lead to more e¤ective leadership, confident management, employee engagement, client satisfaction and overall positive relationship development. When we actively listen to others, we are given the opportunity to expand our capacities and knowledge in order to contribute more e¤ectively. We can make others feel valued by giving them our undivided attention, which also helps us avoid misunderstandings, overcome disagreements, and improve productivity. Unfortunately for most people, active listening is not a skill we’ve been taught nor do we experience others practicing, therefor, our own listening skills are usually highly underdeveloped. This session will lead the participants through a series of discussions and activities to help each individual identify areas of improvement when it comes to listening skills. We will explore the impacts of active listening as they experience it every day, both as the listener as well as the speaker. At the end of the session, attendees will have a better understanding of what constitutes better listening, why this skill is important as it relates to their role within the company, as well as be equipped to implement better listening skills into their everyday activities.

TRACK 2: CONNECT | CAMINO REAL ROOM


C O M M A N DTRACK THREE




LEAN MARKETINGJe�rey Dorf

Is your marketing team a perfect, well-oiled machine? Are your proposal responses stress free, never going down to the wire? Does your technical sta¤ get excited about your leading them in interview prep? If the answer is YES, congratulations, stop reading now. If you are like the rest of us, and you are interested in continuously improving your entire marketing e¤ort, LEAN can help. Lean is not a new concept – it has been used for decades in manufacturing (you’ve probably heard of the Toyota Way). Over the last decade, lean has been embraced by the AEC industry to improve process, improve quality, reduce cost, and become more profitable. In fact, there’s a good chance that you are helping sell your firm’s lean capabilities and experience in marketing collateral and proposals. The core concept of Lean is pretty simple –creating more value with fewer, more e¤icient, resources.

EVOLUTION OF THE MODERN MARKETER: CRITICAL SKILLS NEEDED TO FUTURE-PROOF YOUR CAREER Tim Asimos

Marketing is undoubtedly experiencing significant change and in the A/E/C industry, it’s evolving to become much more strategic, sophisticated and technologically empowered. That means that new skills, tools and approaches are required for today’s modern marketer. Tim Asimos, CPSM, Vice President and Director of Digital Innovation at circle S studio, will help attendees understand how marketing is changing and what critical skills A/E/C marketers will need to be e¤ective and remain relevant in the future. You’ll learn about the growing demand for hybrid and growth-oriented marketing professionals and the increasingly diverse skillset that will be essential for future-proofing your marketing career.

HERE, HAVE A TACO. HOW TO SERVE OTHERS THROUGH DELEGATIONDiana Brown, CPSM

Do you have a full plate and need to dish some of your tacos to others? Delegation is one of the most essential and beneficial management skills. If your current delegation recipe is leaving you frustrated and overworked while your team is demotivated and confused, you’re probably not cooking with the right ingredients. In this session, you’ll learn how to save your sanity and serve others through delegation. We will debunk delegation myths and fears. We will discover the di¤erent types of delegation and create an approach for each type. And we will learn how the right recipe can help inspire your team while ultimately producing a better product.




LEADERSHIP WHEN YOU’RE NOT THE LEADERBrian Sacco

Though we may not always find ourselves in a leadership position, we are always in a position to lead. Let’s have a discussion on how we are building ourselves as leaders: our perspectives, our habits, our character. Being a leader is not about the title you hold or the o¤ice you sit in, it is about the decisions you make and the relationships you build. Leadership is about inspiring others to reach their potential, and in turn, rising to your own. Learn fundamental and tangible ways to become an inspiring leader, no matter the phase of your career.

VIVA LA INFORMACIÓN! VISUALIZE MARKETING PERFORMANCELindsay Diven, CPSM

Marketing has shifted from a feel-good field of branding and awareness to a more scientific, data-driven field. Firm leadership is asking for precise metrics, insights, and measurements. We know that to do this is by setting KPIs and marketing dashboards. But marketers are often are stuck applying it to A/E/C industry specifics, tracking down all the information, designing the data to be concise yet informative, and making them useful to decision makers. In this session, we will introduce the general marketing KPI metrics relevant to the A/E/C industry and break down the information sources. Then, we will show you how to organize and visualize this information using marketing dashboards as well as adjust for di¤erent leadership functions. Finally, we will showcase some best practices and explore di¤erent technology options to help you quickly and easily develop your marketing dashboard.

TRACK 3: COMMAND | MADERO ROOM


c u lt i v a t eTRACK FOUR



WEBSITES, UX & SEO: HOW TO OPTIMIZE YOUR FIRM’S WEBSITE FOR MAXIMUM IMPACTTim Asimos

Learn how to turn your firm’s website—whether old, new or somewhere in-between—into a growth-focused tool that plays a critical role in helping achieve your firm’s strategic goals. Tim Asimos, CPSM, Vice President and Director of Digital Innovation at circle S studio, will share innovative ideas that can transform a website into a dynamic growth machine. Leveraging his extensive web development experience, he’ll share practical tips and tricks, answer FAQs, and give attendees actionable takeaways for optimizing their firm’s website. You’ll learn:

• What makes a great user experience (as well as a bad one)• How to identify the strengths/weaknesses of your firm’s website• Fundamental website changes/edits you should make • Important content and design elements needed for maximum impact • Keys to improving search engine optimization (SEO)

MARKETING VIDEO PRODUCTION MADE EASY (BRING YOUR SMARTPHONE!)Margot Moulton

Videographer and editor by way of fine and commercial visual art… Yes, kids… It can happen to YOU, too! Margot has become a bit of a jack-of-many-visual-arts-trades. After graduation from Hendrix College as a fine artist with a passion for computer graphics in film (she planned to work for George Lucas one day!), Margot quickly realized she was uniquely qualified to do a lot of seemingly disparate things. Beginning as a freelancer in graphic arts to a job in outdoor advertising to designing for high profile clients in the printing industry to designing apparel, Margot eventually became the Art Director and Promotions Producer for two television stations. She held these positions for over 10 years, all the while refining her video production abilities. Margot was snatched up by Zweig Group in November of 2017 to become their Director of Videography. At Zweig, she has developed video projects that not only educate but also help to tell compelling stories of businesses and people in the AEC industry.


BREAKOUT SESSION 3: THURSDAY, 2:15 PM - 5:00 PM - VILLA ROOMTHE INSIDE SCOOP ON PRESENTING, PROFESSIONALLY AND PERSONALLY: HOW TO SHOWCASE YOUR AND YOUR FIRM’S TALENT AND EXPERTISESusan Murphy

Nobody knows presentations and interviews in the world of AEC like Susan Murphy. This session uses the best of her extensive experience and knowledge and breaks that down for you to practice in the here and now. Susan doesn’t play games; she gives you concrete professional information and shows you how to use it immediately. This high-spirited and fun program begins with helping you figure out what should go into your presentation or interview. What “bait” will get that desired client or audience to respond to your ideas. From colleagues to clients, you will learn how to communicate for results and how to back up your intellectual bait with the physical skills that make you look as smart, experienced and professional as you are. You will also learn how to coach your teams. This is not a lecture program. Susan put you to work and guide you in practicing proven skills in your own way. This is not personality dependent. You will leave this session with a new awareness of your skills as well as some newfound approaches to landing the big one. You will also have a terrific time. Susan Murphy is hilarious.



DIGITAL LAB: INDESIGN LABJulie Sha�er, CPSM

Many of you—I’m talking to you, marketing coordinators—were thrown into developing proposals and figuring out how to use InDesign within the constraints of unrealistic deadlines and workloads. You feel like you have wasted countless hours manually formatting submittals with design inconsistencies and alignment issues, but who has time to figure it out and find a solution? Julie Sha¤er, CPSM, an Adobe Certified Expert in InDesign CC, will demonstrate her favorite quick tips for expediting your workflow and making proposal development more e¤icient and consistent. Bring your laptop for this session to get hands-on learning with sample files for scripts, styles, and GREP as well as hidden features and tips for easier layout and design.

LEARN HOW TO GAIN AN EDGE USING SOCIAL MEDIAChavanne Cazayoux Debetaz

Chavanne Cazayoux Debetaz is in the business of creative cultivation and she’s well aware that business is moving away from the typical 9-5 Mad Men era of advertising. Now, the success of your A/E/C company’s brand may start with the ability to create a strong and unique social media presence. Learn how to utilize social media platforms and innovative tools in this hands-on marketing workshop with the CEO of Cazayoux Creative. Transform your messaging to better engage with consumers and learn how you can gain an edge in the A/E/C industry.

TRACK 4: CULTIVATE | CARRANZA/VILLA ROOMS

All Cultivate sessions will take place in the Carranza Room except for Susan Murphy’s session which will be in the Villa Room


T H U R S D A Y N I G H T S P O N S O R S

T H U R S D A Y , J A N 3 1

TRANSPORTATION TO AND FROM THE VENUE WILL RUN FROM 5:30 PM TO 11:00 PM.

BUILDING IN TEXAS FOR 60 YEARS

TEXAS BASED. TEXAS PROUD.

SINCE 1959, BARTLETT COCKE GENERAL CONTRACTORS HAS FOCUSED ON

PRODUCING HIGHER PURPOSE FACILITIES THAT DELIVER THE GREATEST POSSIBLE

VALUE TO OUR COMMUNITIES. THE PROJECTS WE DELIVER HELP EDUCATE,

INSPIRE, HEAL AND BUILD LASTING VALUE IN THE COMMUNITY. WE ARE COMMITTED TO WORKING WITH PARTNERS AND TEAM MEMBERS WHO NOT ONLY COMPLEMENT US, BUT ALSO BRING THEIR OWN UNIQUE

TALENTS AND ABILITIES TO A PROJECT. BY COMBINING OUR RESOURCES AND

TALENTS, WE ARE ABLE TO PROVIDE A TEAM WITH A COMPETITIVE ADVANTAGE THAT OFFERS THE BEST VALUE TO THE CLIENT.

THE FUTURE IS OURS TO BUILD LET’S BUILD TOGETHER.

BARTLETTCOCKE.COM

MARKETING FIESTA

BUILDING IN TEXAS FOR 60 YEARS

TEXAS BASED. TEXAS PROUD.

SINCE 1959, BARTLETT COCKE GENERAL CONTRACTORS HAS FOCUSED ON

PRODUCING HIGHER PURPOSE FACILITIES THAT DELIVER THE GREATEST POSSIBLE

VALUE TO OUR COMMUNITIES. THE PROJECTS WE DELIVER HELP EDUCATE,

INSPIRE, HEAL AND BUILD LASTING VALUE IN THE COMMUNITY. WE ARE COMMITTED TO WORKING WITH PARTNERS AND TEAM MEMBERS WHO NOT ONLY COMPLEMENT US, BUT ALSO BRING THEIR OWN UNIQUE

TALENTS AND ABILITIES TO A PROJECT. BY COMBINING OUR RESOURCES AND

TALENTS, WE ARE ABLE TO PROVIDE A TEAM WITH A COMPETITIVE ADVANTAGE THAT OFFERS THE BEST VALUE TO THE CLIENT.

THE FUTURE IS OURS TO BUILD LET’S BUILD TOGETHER.

BARTLETTCOCKE.COM


Market Research & Auditing

Strategic Planning

Process Development

Pursuit & Interview Strategy

Doer-Seller Training

Brand Development

Business Planning

Mergers & Acquisitions

Ownership Transition

Firm Valuation

Board Development

Executive Search

Zweig Group welcomes:

Marci D. Thompson

Doug Parker, FSMPS, CPSM

Our newest team members.Your trusted resources.

www.zweiggroup.com479.466.6275

We’re Growing

Build Business

Build Business, held in Washington, DC, in July 2019, will feature game-changing content in business development, marketing, and leadership. Top-level speakers, educational programming, and networking focused on building business are only found at this A/E/C event.

REGISTER BY MARCH 15 TO TAKE ADVANTAGE OF OUR EARLY BIRD RATE.

Future Conference Locations

2020 - Fort Worth

2021 - Oklahoma City

2022 - New Orleans


S P E A K E R B I O S

[email protected]: Graceworks Inc.Twitter: @graceworksincFacebook: /Graceworks Inc.

julie@sha¤ercreative.comLinkedIn: Sha¤er CreativeTwitter: @sha¤ercreative.comFacebook: /sha¤ercreative

[email protected]: chazmarierossmunroTwitter: @chazrossmunroFacebook: /chaz.rossmunro

JEN HEBBLETHWAITEGraceworks Inc.

TRACK 1: JAN 31 9:45 AM

Jen Hebblethwaite, Champion of All Things Grace, heads up our Atlanta o¤ice. From commercial real estate to coaching Atlanta’s finest Men in Blue at the Forest Park Police Department, Jen is an experienced corporate trainer. She’s spent 10 years as a Teaching Artist for a Tony Award-winning theatre and has taught everything from playwriting to MBA Leadership/Communication on an undergraduate and graduate level. Jen is foremost a compassionate coach and trainer, but as our rogue academic, Jen also gets excited about things like semantics and semicolons. She leads our fun, interactive Gracewriting® program. Finally, Jen is trained in Whole Brain® Thinking, which is designed to use every last brain cell. Jen’s teaching style is big and bold, and she can’t wait to help you help your readers!

JULIE SHAFFER, CPSMSha�er Creative

TRACK 1: JAN 31 11:15 AM TRACK 4: JAN 31 3:45 PM

Julie Sha¤er, CPSM, founded Sha¤er Creative in 2012 with a vision: to provide creative marketing and graphic design solutions through communication strategy, company branding, photography, and data management. Julie makes her clients stand out from the competition through visual design and strategy. As an Adobe Certified Expert in InDesign CC 2015, she is a go-to expert for marketing collateral development and hands-on learning. Julie has provided multiple software presentations for SMPS Fort Worth and clients with accolades for more. She has also presented to SMPS Dallas and the Society for Design Administration on marketing and graphic design best practices. Julie is a member of SMPS Fort Worth, served as Sponsorship Director (2011-2012) and President (2013-2014). She was the Communications Chair for SMPS’s Southern Regional Conference in 2015. Prior to founding Sha¤er Creative, she honed her skills during 11 years in marketing, creative design, and management with a Texas-based engineering firm.

CHAZ ROSS-MUNRO, CPSMCosential

TRACK 1: JAN 31 2:15 PM

Chaz Ross-Munro, CPSM has been a professional services marketer for more than 12 years. Chaz is an Implementation Specialist at Cosential, where she provides comprehensive CRM and Proposal Automation solutions for some of the world’s best A/E/C firms. Chaz recently published Sink or Swim Faster! Making a Splash Your First Year Marketing for Professional Service to help onboard new marketers. In addition to her CPSM certification, she holds a CF APMP through the Association of Proposal Management Professionals. In her free time, Chaz can be found at the dog park with her husband and two fur babies, Harley and Goose.



[email protected]: CKearney-ConsultingTwitter: @ckearneyconsultFacebook: /CKearneyConsulting

LinkedIn: Vicki McCullough

COURTNEY KEARNEY, CPSMCKearney Consulting


Known for her love of data, Courtney Kearney, CPSM brings her marketing skills, education and 18 years of experience to a technical world of databases, processes and numbers. She is the founder and owner of CKearney Consulting (CKC) and a CRM thought leader; writing white papers, leading roundtables and giving presentations at local and national conferences. CKC is proud to provide CRM system evaluation, implementation, support, training, proposal automation, data analytics and API integration services. In 2018, Courtney launched a second business, Collaborative Coalition, providing quality consultants, small business owners and micropreneurs a trusted space to collaborate while also providing companies a place to find high quality people to meet their needs from design, proposal production, coaching, interview prep, etc. Courtney has served in several leadership roles in SMPS Fort Worth including the role of President. She enjoys spending time with her firefighter husband and two amazing daughters.

VICKI MCCULLOUGHSequitur Marketing

TRACK 1: FEB 1 3:45 PM

Vicki McCullough is Founder and President of Sequitur Marketing. Sequitur works with professional and consulting services firms, helping them build stronger, more e¤ective marketing programs. Prior to establishing Sequitur, Vicki accrued more than 20 years’ experience in marketing, communications, sales, and account management. She held director and manager roles with Business Ink (CSG International), Hart InterCivic, NCS (Pearson Education), and American College Testing (ACT, Inc.). Vicki is an SMPS member and is active in the Austin chapter. She is also a member of the American Marketing Association and Legal Marketing Association. She believes in supporting her community by serving on nonprofit boards and committees. Vicki has an MBA from the University of Arkansas and an undergraduate degree from the University of Missouri-Kansas City.

[email protected]: Sue MosbyTwitter: @InfiniumKCFacebook: /InfiniumKC

SUE MOSBYInfinium

TRACK 1: FEB 1 10:00 AM

Sue Mosby is the Founder and CEO of Infinium, an innovation consultancy. For over 30 years, she has helped senior leaders envision strategic direction, capture new growth opportunities, imagine new products and service lines, and build innovation competency in their organizations. Her unique ability to merge creativity and design thinking enables her client’s to build the mindset, skillset, toolset and process to succeed. Sue holds a design degree from the University of Missouri and is a former co-owner of an architectural firm. Sue is a Certified Innovation Mentor from and former Faculty Coordinator for iVia | Certified Innovation Mentor Program founded by Notre Dame, Whirlpool and Beacon Health Systems. Her industry experience includes financial services, consumer products, packaging, engineering, telecommunications, technology and manufacturing companies.



[email protected]: Jan FlesherTwitter: @JanFlesher

[email protected]: Graceworks Inc.Twitter: @graceworksincFacebook: /Graceworks Inc.

[email protected]: Cynthia Harvey Brown

JAN FLESHER, PMPCosential


Always an engaging speaker, Jan is adept at translating complex information into understandable tasks for all areas of any company. Her 30-year career in Service Industry Business Development has focused on collaboration to bring new ideas, new energy and new business into firms. Jan is part strategist, change agent, creative director, technology leader and trainer. Most recently her work involves working with ENR Top 100 Construction and Engineering clients on business strategy, process management, project management and resource allocation in relation to the integration of various business systems.

JOE MASIGraceworks Inc.


Joe Masi, Freedom Finder with Graceworks, has been leading individuals and groups towards greater freedom and healthier living for more than 20 years. As a coach, counselor and actor, he is a behavior change expert, helping clients use their mind, body and voice in new and more expressive ways. Joe holds graduate degrees in counseling and drama and maintains national certifications in Energy Leadership and Exercise Methodologies. He strategically guides clients through dynamic exercises that address and re-wire their default neurological patterns that keep them fixed in limiting behaviors. With Graceworks, Joe has trained hundreds of AEC professionals in general training workshops and has been coaching teams for shortlist interviews. Referred to often as the “Gentle Giant,” Joe’s coaching is infused with a ton of heart and just the right amount of muscle.

CYNTHIA BROWNVaughn Construction


Cynthia Brown has more than 25 years of experience in business-to-business and business-to-consumer marketing and sales. She worked for several consumer products companies prior to joining the AEC industry in 2005. She has held business development positions for two national architecture firms, and currently leads the marketing and business development e¤ort for Vaughn Construction, an 800-person regional construction firm headquartered in Houston, Texas. Cynthia was trained as a professional speaker in high school, and is a member of Toastmasters International. Throughout her career, she has delivered numerous training classes to a variety of professional organizations. She is a former board member of the Dallas chapter of SMPS and serves as a mentor in the SMPS Houston Chapter.



[email protected]: Kurt Young

[email protected]: Peter de la Mora

KURT YOUNG, PE, LEED APWalter P Moore


Kurt Young, PE, LEED AP is a successful business development principal and structural engineer with Walter P Moore, where he has worked since 1996. As a client liaison, Kurt focuses on understanding and interpreting key client goals within the firm, o¤ers a visible and informed secondary client contact point for the communication of client concerns and feedback on client satisfaction and firm performance. He has hands-on business development experience in healthcare, science and technology, higher education, aviation, civic, and federal sectors. He currently serves on the Leadership Committee of COAA Texas as Vice President and is involved in the American Society for Healthcare Engineering and the American College of Healthcare Executives.

PETER DE LA MORA, CPSMGilbane, formerly with HDR Architecture


Peter is a business development professional specializing in the architecture, engineering and construction (AEC) industry. Based in Houston, he has more than 20 years of strategic client development experience for multi-million dollar pursuits. Peter is a certified professional services marketer, and has participated in local, regional and national conferences of SMPS.

[email protected]: Shane BrethowrTwitter: @shanebrethowr

SHANE BRETHOWROverflow


Shane believes the biggest problem with innovation isn’t discovery…it’s adoption. He is a Founding Principal at Overflow where he specializes in launching strategy, shifting perception and propelling movements. A former COO at a billion dollar multinational, Shane built four companies as an intrapreneur prior to Overflow. He is a life-long innovation junkie and story geek. Shane has learned everybody’s got an idea, story and reason to change. However, very few understand how to leverage all three to “make it their idea.” Overflow helps individuals and organizations get ideas adopted with story. The firm specializes in launching strategy, propelling movements and shifting perception. Overflow accelerates the adoption of ideas through expertise in story structure, di¤usion of innovation and behavior change. Story, content and delivery are a focus of all three divisions of Overflow: Story Lab, Launch & Originals.



[email protected]

MAGGIE SEAY, CPSMEmerald Fox Marketing & Consulting


Maggie Seay, CPSM is a Co-Founder and Principal at Emerald Fox Marketing & Consulting, a marketing group dedicated to helping A/E/C firms look, think, and act their best. With over a decade in the industry, Maggie has collaborated with architects, engineers and contractors to help them create a positive change for their companies through strategic planning, business development advising, marketing, skill training and coaching. She is a Past President of the Society for Marketing Professional Services (SMPS) San Antonio Chapter, the recipient of the 2012 SMPS Leonardo Marketer of the Year Award, and continues to serve SMPS at both the local and regional levels.

je¤[email protected]: Je¤rey DorfFacebook: /je¤rey.dorf

JEFFREY DORFAPTIM


With an undergraduate degree in Civil Engineering from Penn State University, and an MBA in Marketing and Operations from the Wharton School of Business, Je¤rey Dorf has spent over 20 years bridging his engineering and construction background with his passion for marketing and business development. In his current role, Je¤rey leads a team of over 120 business development, marketing, communications, and proposal professionals at APTIM, an engineering and construction firm with over 10,000 employees across 90 global o¤ices. While a construction technology process that he patented in 1996 led to recognition as Pennsylvania Entrepreneur of the Year, Je¤rey is also a recipient of SMPS Arizona Chapter’s Lifetime Achievement Award.

[email protected]: Tim AsimosTwitter: @timasimos

TIM ASIMOScircle S studio

TRACK 3: JAN 31 11:15 AM TRACK 4: JAN 31 9:45 AM

Tim Asimos is a recognized authority and catalyst for disruptive change in A/E/C marketing, providing keen insights on modern marketing principles and an uncommon perspective gleaned from more than 15 years of experience both inside and outside the industry. As Vice President and Director of Digital Innovation at circle S studio, Tim leads the marketing agency’s development of innovative strategies in website development, content marketing, lead generation, account-based 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). He’s also a member of the American Marketing Association and is a Past President of the Richmond, Virginia chapter.



[email protected]: Diana Brown

DIANA BROWN, CPSMHarvey


Marketer. Delegator. Teenage Whisperer. Foodie. Diana Brown, CPSM grew up surrounded by architecture and developed a marketing mindset at an early age. In 2004, to no surprise of her parents, Diana began her career as an AEC marketer. During her 15-year career, she has worked at a small local architecture firm, a medium-sized regional engineering firm, a large national construction firm and an extra-large international construction firm. In each of her roles, she delegated both upward to bosses and downward to team members. Diana has been able to transition her skill set of delegating at work to delegating with volunteer-based organizations such as the SMPS Houston chapter and the Leukemia & Lymphoma Society | Team in Training. At home, Diana tests out her delegating skills on her 15-year old son to get him to pick up his room, do his laundry and walk the dog.

[email protected]: Brian SaccoTwitter: @APTIMglobalFacebook: /aptimglobal/

[email protected]: Lindsay DivenTwitter: @lindsaydiven

BRIAN SACCOAPTIM


As a 10-year professional working domestically and internationally, Brian Sacco has continually found himself in a position working hand-in-hand with the executive management team at each of his respective organizations: non-profit, oil and gas, and now in the AEC realm. By no means does he come into a job with that expectation, but every time, he seemingly finds himself there. Brian has a passion for people, relationships, marketing, details, and sports. It has been impressed on him numerous times to lead where ever he is, whatever he is doing. Along the way, he has learned a great deal and wants to pay it forward to those who are rising to their potential. Brian has a beautiful wife, Sarah, and three sons, Porter, Archer, and Grady who he declares are all pretty much amazing. Gig ‘Em Aggies.

LINDSAY DIVEN, CPSMFull Sail Partners


Lindsay is a Senior Consultant with Full Sail Partners. In this position, she works with clients to implement Deltek’s CRM, Custom Proposal, and SF330 modules, as well as the Client Feedback Tool. A former marketing director, she brings 13 years of marketing strategy and management experience to A/E/C firms. Using Deltek, Lindsay has worked with both marketing and business development teams to implement business strategies and manage client data in pursuit of increasing sales opportunities and win rates. She is a Certified Professional Services Marketer (CPSM) who is active with the SMPS Central Florida Chapter and the Southeastern Regional Conference.



LinkedIn: Margot Moulton

[email protected]: Susan Murphy

LinkedIn: Chavanne Cazayoux DebetazTwitter: @chavanneclaireFacebook: /Cazayoux Creative

MARGOT MOULTONZweig Group


Margot is excited to share her knowledge of video best practices and has experience teaching to all levels of users. In fact, she taught her son how to use very basic production skills to develop a video about Abraham Lincoln when he was in 5th grade. The video was so impactful it made all the teachers cry. In this hand-on workshop, you will learn the basics of producing and editing quality videos to use in your firm. And, if all goes well, she hopes no one in this workshop will be left in tears.

SUSAN MURPHYMurphy Motivation and Training


Susan Murphy has been coaching Presentation and Interview Skills for thirty years. She began her career as a high school teacher in St. Louis, Missouri, her hometown. A chance meeting led to a career in travel that took her all over the world. Her last job in the industry was Director of Travel Industry Marketing for Club Med. Susan had midlife reinvention and went to work for Communispond, the leading international communication skills firm for Fortune 500 firms. She survived a harrowing hiring audition. Then, she completed the intense and thorough Communispond faculty training and went on to become one of their top teachers and coaches.A chance encounter with SMPS landed her at a National Conference in Boston. There was no turning back once Susan met the AEC industry and the SMPS membership. Her practice is now dedicated to helping AEC firms hone their communication skills, with an emphasis on Interview Presentations and coaching. Susan lives in Beaufort, SC and Bozouls, France and travels to her clients. When she isn’t coaching and teaching, or writing, she can be found reading or hiking with her and her boyfriend, Frankie the rescue mutt, as well as the co-host, Jean Jacques, the cat. Neither responds to her coaching.

CHAVANNE CAZAYOUX DEBETAZCazayoux Creative


Chavanne Cazayoux Debetaz followed her passion for words, sentences and stories from New Roads, LA to Savannah College of Art and Design (SCAD). Here, she cultivated her skill-set and graduated with a degree in advertising and copy. After working as a copywriter at Slingshot in Dallas, TX, and Lamar Advertising, in Baton Rouge, LA, she decided to merge her entrepreneurial itch and love for storytelling by starting her own copywriting-focused agency, Cazayoux Creative. Chavanne brings a fresh perspective to the world of marketing with her creative energy and progressive outlook on the rapidly changing industry. She hand-picks and leads a nationwide team of experts all qualified for and dedicated to one primary goal: creating compelling copy that helps business owners grow their companies.

GOOD MORNING WITH MURPH: FEB 1 9:00 AM


GOOD MORNING WITH MURPH: FEB 1 9:00 AM

RESTAURANTROUND-UP

After the Welcome Reception

Foodie Sponsor


Founded in 1999, Cosential is the leading provider of Client Relationship Management and Proposal Writing technology for architecture, engineering and construction firms. The company’s solution provides business developers, marketers and principals with unprecedented access to the data and insights needed to win more projects.

By helping users manage contacts; forecast revenue; analyze hit-rate trends; generate project lists, resumes and proposals; track sales activities; set and report on goals; and automate workflows and reminders, Cosential empowers greater e¤iciency and improves decision-making.

Centralize your firm’s business intelligence in the o¤ice and on the road.

Cosential delivers unprecedented visibility and analytics that encompass project lifecycles, relationships, project performance, and more, all at a fraction of the cost of our competitors.

• Customer Relationship Management• Business Development• Lead Management• Opportunity Pipeline• Sales Pipeline Management• • Proposal Automation• Account / Project Management• Reporting and Metrics• Activity / Personnel Management• Marketing Campaign Management

Why Cosential?Become more e�icientUtilizing the cloud and adopting a shared information culture not only reduces response times and duplicated work processes, it protects your company by centralizing your important information

Increase revenueCosential’s winning equation: increase productivity while reducing resources and CAPEX including implementation, upgrade costs, and costly internal IT management.

Grow your businessBolster your business growth through the creation of meaningful relationships with leads and clients, the generation of powerful proposals, and a newfound control on insights of your business data. | www.cosential.com

S P O N S O R S

®

T I T L E S P O N S O R


For 50 years, Rogers-O’Brien (RO) has firmly established itself as Texas’ Premier Builder by providing a wide range of preconstruction and construction management services. Our unique approach consistently delivers high quality buildings in a variety of market sectors, exceeding the

most demanding expectations. RO is family-owned, with the third generation leading the company’s operations. To our o¤ices in Austin, Dallas, Houston, and San Antonio, we have actively recruited a forward-thinking new generation to energize us with knowledge of new tools, techniques and approaches to continually improve the way we deliver services. Others who have joined us in the past decade are seasoned construction professionals, hand-picked for their ability to grow the firm. This controlled growth approach has resulted in over $2 billion in construction volume over the past five years. Ethics and integrity serve as the cornerstones for everything we do, and the adherence to these values has earned us a solid reputation. The commitment to our customers is evident in the dedication of our people, our open communication policies, pioneering technology, operational diligence, and continued process improvement. | www.r-o.com

S P O N S O R S

Adisa Communications was founded in 1995 by Shuronda Robinson to help public, private and non-profit organizations excel in reaching diverse audiences and delivering e¤ective campaigns. Meaning “one who makes himself clear,” Adisa o¤ers clients in Austin, Dallas, Houston and San Antonio, as well as internationally, an array of creative and intuitive communication solutions. Adisa was recently recognized as one of the top 20 public relations firms in Austin. Adisa Communications has o¤ered clients a

wide range of intuitive and creative communications, marketing and public relations services. Adisa has developed a strong track record for promoting our clients’ programs and ideas to successful completion. Experience the focus that enables Adisa to create strategy-driven, results-oriented programs that captures interest and respect of your clients, customers, partners, and industry influencers alike. Adisa is a woman-owned, certified HUB, M/WBE and DBE firm. | www.makingthingsclear.com

O P E N I N G K E Y N O T E S P O N S O R

C L O S I N G K E Y N O T E S P O N S O R


Zweig Group, three times on the Inc 500/5000 list, is the leading research, publishing, and consulting resource for the built environment. The firm provides marketing, business development, market research, strategy, mergers and acquisitions, business valuation, ownership transition, financial management, project management, recruiting and executive search services nationwide. Zweig Group also provides a comprehensive suite of products including industry reports and surveys, executive training, and business conferences covering virtually every aspect of AEC firm management. Headquartered in Fayetteville, Arkansas, the firm has o¤ices in Dallas and Houston, Texas as well as the Washington DC area.

Zweig Group is here to help your firm develop a winning marketing and business development strategy. Our team, which has over 150 years of combined experience specializing in AEC marketing, knows the industry and how to help you craft creative strategies for promotion, di¤erentiation, and messaging that is critical for growth. Zweig Group works directly with leaders, managers, and marketing teams to define and achieve marketing objectives. Areas of expertise include strategic marketing plan development; client perception surveys and feedback analysis; proposal, client interview, and presentation assessment and coaching; business development training for principals and technical professionals; re-branding and brand invigoration; Website redesign and social media strategy and execution; video production; comprehensive marketing audits; facilitated marketing strategy sessions; CRM systems analysis and implementation; marketing communications campaigns and programs; and market and industry research and analysis. | www.zweiggroup.com

Founded in 1972, LJA Engineering is an employee-owned, full-service consulting engineering firm serving both public and private sectors. With 28 o¤ices throughout Texas and Florida, the sta¤ of LJA includes over 850 experienced civil, transportation, structural, midstream, rail, and coastal engineers, plus hydrologists, drone/aerial pilots, environmental specialists, land planners, landscape architects, construction managers, designers, GIS specialists, technicians, and surveyors. | www.lja.com

RPS is global consulting firm of over 5,000 professionals advising clients on the built and natural environments across diverse economic sectors both public and private. With a sta¤ of over 500 professionals in 15 o¤ices across the US, RPS’ Texas o¤ices include Austin, Beaumont, Corpus Christi, Round Rock, Plano, Dallas, Houston (headquarters), and San Antonio providing transportation, tra¤ic, ITS, water and sewer, aviation, drainage, land development, and environmental

engineering. RPS defines, plans, and manages some of the world’s most interesting and complex infrastructure, development, and resources projects. From the transportation infrastructure that keeps our economy moving, to the master-planned communities and commercial projects that enhance our regions, RPS collaborates with industry, government, and the community to advance critical projects from idea to reality. | www.rpsgroup.com/usinfrastructure

F I E S T A S P O N S O R S

S P O N S O R S


Business Transformed Through Marketing Leadership

SMPS is the only organization that brings together marketing and A/E/C to transform the way professional services firms attract, gain, and retain new business. With more than 7,000 members, SMPS provides leadership,

professional development, industry-related research and resources, and business-building events. Through the Society, professionals tap into powerful networks to form project teams, secure business referrals, and benchmark performance. Simply put, SMPS is the go-to resource for marketers, business developers, and firm leaders to build business—and their careers—within the A/E/C industries. | www.smps.org

#SMPS

S O C I A L M E D I A S P O N S O R

S P O N S O R S

S O C I A L M E D I A S P O N S O R

S E S S I O N T R A C K R O O M S P O N S O R S

With o¤ices in Austin, Fort Worth, Midland, and San Antonio, Dunaway is a professional services company with a solid, results-oriented history. We provide civil and structural engineering, planning, landscape architecture, environmental, tra¤ic and parking engineering, hydrology/hydraulics, land

surveying, and GIS services to public and private clients across Texas. With continued growth since 1956, Dunaway provides depth of resources for each project, while maintaining a high level of client service, accessibility, and responsiveness. Our goal is to provide our clients the best possible expertise and service, to commit the resources necessary to ensure the success of each project, and to maintain excellent professional relationships. | www.dunawayassociates.com

Wallace Engineering is dedicated to the art of engineering.

We believe that means helping our clients be successful through the artful application of engineering principles. We want to be seen as an essential partner to our clients and one of the best engineering firms to work for by our employees. And we focus each day on trying to accomplish it.

Wallace Engineering is a structural and civil consulting firm founded in 1981 and has grown to include o¤ices in Tulsa, Kansas City, Oklahoma City, Denver and Atlanta. Our sta¤ of 27 principals and over 140 people represent personnel registered as Professional Engineers in all 50 states, Puerto Rico, District of Columbia, U.S. Virgin Islands, and British Columbia, Canada. | www.wallacesc.com


S P O N S O R S

Our Core Values: Authentic-People-Spirited-Fearless-Stewardship. They are our constitution and are shared by everyone in our company. These values drive our culture and priorities while providing a framework in which all decisions are made. Rooted in these Core Values, Trinity works with businesses and architects at a detailed level, to build the client’s vision of their project. We

have completed projects that vary in size, scope and complexity and clients have come to trust our ability to perform under any circumstance to deliver their desired results. This approach has led to Trinity Commercial Construction’s continued growth year over year. | www.trinitytranscon.com


At Emerald Fox Marketing, we work with architects, engineers and contractors. With more than 15 years in the industry, we understand your markets, your clients and your people. From providing marketing know-how to business development support, we o¤er a comprehensive suite of services that include RFQ/RFP assistance, strategy development and planning, branding, collateral

design, professional development training, website development and online marketing assistance. Whether you are taking a large leap like market expansion or just need an extra hand with your internal marketing e¤orts, we can help. Let’s join forces and create a custom solution to meet your needs! | www.emeraldfoxmarketing.com

Since 1959, Bartlett Cocke General Contractors has been on the cutting edge of construction. We are an employee-owned company with a genuine passion for building. Founded by Bartlett Cocke, Jr., we have grown from a single person owner/operator construction company to become one of the largest, most respected and trusted employee-owned general contractors in Texas. With five o¤ices throughout the state of Texas, we focus on producing higher purpose facilities that deliver the greatest possible value to our communities. This is a driving force for all members of our team. Our employees are not

only passionate about the projects they are working on; they are invested in each other, the company as a whole and share a commitment to building lasting relationships with our clients and A/E partners. | www.bartlettcocke.com



Cardno Structural provides comprehensive structural engineering design services for commercial, public and institutional projects around the world from our o¤ices in Houston, Austin, San Antonio, Texas and Reston, Virginia. Cardno Structural collaborates with architects, owners and builders to design e¤icient and architecturally innovative projects that are defining the future of building.

We have a successful history of developing client relationships that endure because of our dedication to design quality, creative problem solving, and our ability to maintain budgets and schedule requirements. Changing skylines, working as part of a team, delivering inventive design solutions…it’s just what Cardno Structural does. | www.cardno.com

Proforma is the leader in printing, apparel, promotional products and packaging with a creative edge to add impact and value to your programs. As your agency without the agency fees, we provide the most innovative and cutting edge product and service solutions. We have assembled a complete o¤ering of solutions to handle all of your business needs. Proforma applies creativity

and innovation to your challenges, from the development of your brand to the execution of campaigns and ecommerce solutions, making us the One Source for all your marketing and graphic communications needs. | www.mpsolutions.proforma.com

S P O N S O R S

Terracon is a 100 percent employee-owned consulting engineering firm providing quality services to clients. Since 1965, Terracon has evolved into a successful multi-discipline firm specializing in environmental, facilities, geotechnical, and materials services. Over our history, Terracon has achieved significant expansion through both internal growth and acquisitions. Terracon currently has more than

4,000 employees in more than 140 o¤ices, serving all 50 states nationwide. Additionally, we partner with our U.S. clients to serve their international needs. The firm’s success is further evidenced by a current ranking of 24 in Engineering News-Record’s 2018 list of the Top 500 Design Firms, as compared to a ranking of 58 a decade ago. Terracon’s growth is due to dedicated employees who are responsive to clients, provide quality services, and take advantage of opportunities in the marketplace. | www.terracon.com

S O C I A L M E D I A S P O N S O RF O O D I E S P O N S O R


S P O N S O R S

E X P O S P O N S O R S

Yates Construction is part of The Yates Companies, Inc. that ranks among the top construction services providers in the nation. With over 8,500 employees, and 17 o¤ices throughout the southeast, we have the capabilities to provide a full range of construction services to clients nationally and internationally. Yates has ranked among the top 50 construction service providers in all delivery methods

(construction management, program management, general contracting, and design/build) in recent years. These attributes make Yates one of the largest and most well-respected corporations in the construction industry today. | www.wgyates.com.

Investing in quality architectural photography makes the di¤erence in an ever competitive marketing landscape. Are you still wishing you could showcase your best design projects? Stop keeping them a secret! Promote your best work with quality photography that sells your vision for more of the work you want.

Helping architects and designers promote their most deserving work is what we do. Chad Chenier Photography serves the A/E/C community to highlight your most deserving projects throughout Texas, Louisiana, New Mexico and Mississippi. Chad Chenier Photography wants to be your visual representative! | www.chadchenierphotography.com

G. Lyon Photography Image is EVERYTHING-the di¤erence is in our details. We work with all variety of professionals associated with the built environment including developers, architects, contractors, engineers, and suppliers. As a previous architect, our principal photographer recognizes the nuances inherent in each group, and captures them appropriately.

We work closely with each of our clients to understand your project and design. Using your plans and specifications, we then outline your shot list and ideally accompany you on a project walk-through. We use the latest photographic technology, which allows us numerous creative options under even the most aggressive budgets and schedules. | www.glyonphotography.com

Chad Chenier p h o t o g r a p h y


S P O N S O R S

M E D I A S P O N S O R

Zweig Group, three times on the Inc 500/5000 list, is the leading research, publishing, and consulting resource for the built environment. The firm provides marketing, business development, market research, strategy, mergers and acquisitions, business valuation, ownership transition, financial management, project management, recruiting and executive search services nationwide. Zweig Group also provides a comprehensive suite of products including industry reports and surveys, executive training, and business conferences covering virtually every aspect of AEC firm management. Headquartered in Fayetteville, Arkansas, the firm

has o¤ices in Dallas and Houston, Texas as well as the Washington DC area.

Zweig Group is here to help your firm develop a winning marketing and business development strategy. Our team, which has over 150 years of combined experience specializing in AEC marketing, knows the industry and how to help you craft creative strategies for promotion, di¤erentiation, and messaging that is critical for growth. Zweig Group works directly with leaders, managers, and marketing teams to define and achieve marketing objectives. Areas of expertise include strategic marketing plan development; client perception surveys and feedback analysis; proposal, client interview, and presentation assessment and coaching; business development training for principals and technical professionals; re-branding and brand invigoration; Website redesign and social media strategy and execution; video production; comprehensive marketing audits; facilitated marketing strategy sessions; CRM systems analysis and implementation; marketing communications campaigns and programs; and market and industry research and analysis. | www.zweiggroup.com

B R E A K S P O N S O R S

JEAcoustics, now in its 33rd year of service to the A/E/C disciplines, is an acoustical consulting firm specializing in building acoustics and noise and vibration control. JEAcoustics provides solutions for acoustical needs that complement the architects’ and engineers’ basic design concepts. JEA’s solutions for vibration, acoustics, and noise control enhance each facility’s unique environmental characteristics. The owner and designers can rely on competent and pragmatic consultation to

formulate integrated solutions to the complex problems of modern design. | www.jeacoustics.com


S P O N S O R S

W E L C O M E E V E N T S P O N S O R S

ZFI Engineering Co. is a client-oriented design and investigative structural engineering firm with a passion for solving problems. We partner with our clients to create innovative designs and experienced technical solutions.

Services include:Structural design & modifications Structural BIM servicesValue engineering Peer reviewsSpecial Inspections Condition AssessmentsFailure investigations Litigation & expert witness support

| www.zfiengr.com

Our mission is to embrace and solve your challenges in geotechnical, construction materials and environmental testing in Texas. Alpha Testing is Texas by Choice - our people, our expertise and our resources are all in Texas. With regional o¤ices in Dallas, Fort Worth, Houston and San Antonio, Alpha Testing is recognized at the national level as the regional expert of choice. When expertise matters, let Alpha Testing solve your challenges during acquisition, design and construction. | www.alphatesting.com

Distinctive visual design solutions for business. Creating compelling collateral, presentations, websites, tradeshow graphics and branding, Nazareth Creative has over 25 years experience serving the AEC industry. Working from a strategic branding perspective ensures that every visual communication solution is targeted, distinctive and accurately represents your company’s brand. | www.nazarethcreative.com

Dally + Associates is a Houston based Structural and Civil Engineering firm. We incorporate sustainable design practices, technically excellent plans, and principal-level-involvement into each project we undertake. Our design teams project approach focuses on Creativity, Buildability, Flexibility, and Sustainability to deliver Imaginative Structures and Thoughtful Solutions. | www.dallyassociates.com

A leader in superior service and cost-e¤ective savings nation-wide, we are your single source of e¤iciency, quality and innovation. Whether looking to rebrand, consolidate service providers or find a company you can count on - ONYX is your answer! Together we’ll customize a supply solution to reach your goals. | www.onyxsupplysolutions.com

S T R U C T U R A L | C I V I L


SMPS Austin boasts over 150 members representing a diverse range of professional services firms. Our chapter operates to advocate for, educate and connect leaders in the local building industry through relevant and timely programming, professional development resources, networking events, and, in true Austin style, plenty of happy hours. | www.austinsmps.org

Our Dallas chapter actively promotes local, regional, and national involvement to provide local marketing professionals opportunities for personal development and to build long-lasting relationships with other industry professionals. | www.smpsdallas.org

Fort Worth has a style all its own, and our inclusive association reflects that in the education, resources and networking opportunities we provide the professional services industry. In 2009, the Fort Worth chapter was born by a group of professional services firm leaders who recognized the need to sharpen skills, pool resources, and work together to create business opportunities. | www.smpsfortworth.org

SMPS Houston is a diverse chapter. Since our inception in 1981, we have become one of the top 10 in the country recognized with many accolades. Having more than 220 members, we are committed to executing the mission of SMPS and strive to be the leading resource of education, information, networking and marketing tools for those working in the Houston-area built environment. | www.smpshouston.org

In September of 2001, a small group of A/E/C marketers met and quickly decided that an SMPS chapter in Oklahoma was desperately needed to help firms within the state join together to form stronger partnerships and also to o¤er training opportunities for its members. Within three months o¤icers were elected, Articles of Incorporation were filed, and on December 11, 2001, Oklahoma was declared the 50th SMPS chapter in the nation. | www.smpsoklahoma.org

SMPS San Antonio is dedicated to raising the standards of our profession and being a relevant and primary resource for education, team building, strategies and marketing information for our members and others involved in the built environment. Over the past few years, we have significantly grown our membership, added more professional development opportunities, increased sponsorships, created a new website and newsletter, and have more than tripled our chapter funds. | www.sanantoniosmps.org

SMPS Southeast Louisiana recently commemorated our 10 year anniversary at the annual SeLAbration Gala in November. With 100 members in the New Orleans, Baton Rouge, and surrounding areas, SeLA has an active chapter with 8 annual luncheons, monthly education events o¤ered in two cities, a Making Big Moves Marketing Workshop, and the Big Build joint association luncheon. Our 2018-2019 community partnership is STAIR (Start the Adventure in Reading). | www.smpssela.org

M A X L U N C H S P O N S O R S

S P O N S O R S


S P O N S O R S

I N - K I N D S P O N S O R

As the premier provider of everything print to the construction industry, Thomas Printworks, can quickly fulfill all your traditional print requirements, including construction plans, project proposals, and training manuals. We can also take care of the project site signage, barrier graphics, safety signs, your branded apparel, and promotional product needs to name just a few.

Did you know we also can provide and install custom environmental graphics? Environmental graphics aren’t just for walls, either. We can provide custom graphics for walls, windows, wayfinding signage, your client’s brand elements and much more.

We work hard to understand your goals, provide flexibility, and continuously innovate using the best of materials and technology. We consistently find ways to do even the impossible, staying agile and adaptable to your unique needs and proactively executing your plans while maintaining the highest standards in quality control and fulfillment. | www.thomasprintworks.com

We’re the Print Experts!• Construction Documentation• Document Scanning & Management• Site & Safety Signage

• Fence & Building Wraps• Floor & Asphalt Graphics• Vehicle Graphics

• Full Bindery Services• Mounting & Laminating• Managed Print Services

ThomasPrintworks.comMIAMI305-667-4149

ORLANDO407-647-3034

DALLAS972-726-8991

FORT WORTH817-336-0565

MINNEAPOLIS612-374-1120

PHOENIX602-264-6871

SAN ANTONIO210-829-7000

AUSTIN512-302-4664

HOUSTON713-621-0022

Sponsors outlined in this section were SMPS SRC sponsors at the time of print.


2019 SMPS Southern Regional Conference Planning

Committee


Kylee ArnoldAccount Executive | Cazayoux [email protected]


Doug Parker, FSMPS, CPSMPrincipal & COO | [email protected]

P A S T C H A I R / F I N A N C E

Meredith Roberts, LEED GAGraphic Designer | [email protected]

P A S T C H A I R / K E Y N O T E S

Michael Jones, CPSMMarketing Manager | Avion [email protected]

P R O G R A M S C H A I R

Whitney Watson, CPSMDirector of Marketing | Digital [email protected]

S P O N S O R S H I P C H A I R

Jessica BazanSr. Proposal Coordinator | Spire Consulting [email protected]

C O M M U N I C A T I O N S C H A I R

Allison TaylorMarketing Coordinator | Wallace [email protected]

S O C I A L C H A I R

Jennifer SotoMarketing & BD Director | Bain Medina [email protected]

C O N F E R E N C E A D V I S O R

Linda Koch, FSMPS, CPSM


N O T E S

SMPS SRC 2020FORT WORTH, TX

S E E Y O U N E X T Y E A R !

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