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Using the SMPS Six Domains to Win Work

December 01, 2017
7:30 AM - 9:00 AM
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HDR
3200 E. Camelback Road, Suite 350
Phoenix, AZ 85018
 Directions

Arizona is one of the most competitive AEC landscapes across the country. On the surface, the level of effort may seem minimal, but behind the scenes are months or even years of preparation for a single pursuit. Today’s AEC marketing is centered on relationships, strategy, psychology and content communication.

Various clients (ADOT, City of Avondale, City of Phoenix, City of Tempe, MCDOT, Valley Metro and others) have been interviewed to provide feedback as to what it takes to win work. Ted Talk perspectives from a Principal and Marketer on how they’ve evolved. With this type of intelligence, the constant question is how to do you get from here to there – where is the “how-to” manual for AEC Marketing and Business Development? This session will provide proven marketing best practices, pursuit leadership qualities and a clear understanding of what it takes from first hearing about a project, to advertisement, proposal, interview and selection by using the Society of Marketing Professional Services’ Six Domains of Marketing as a framework. Attendees will walk away with historical statistics on proposal costs and an in-depth perspective on how understanding the Domains can serve as a guide for AEC companies to win work through, methods for market research, establishing the right pursuit leadership, capture planning techniques, and helping to navigate today’s proposal technical design.

You will gain insight into: proven marketing best practices pursuit and leadership qualities.

You will walk away with these benefits: historical statistics on proposal costs and an in-depth perspective on how understanding the Domains can serve as a guide for AEC companies to win work.

You will find the answers to: what it takes from first hearing about a project, to advertisement, proposal, interview and selection by using the Society of Marketing Professional Services’ Six Domains of Marketing as a framework.

SPEAKERS


Maureen Varela, CPSM

Marketing/Proposal Manager | Pulice Construction

Maureen Varela started her career in the A/E/C industry over 10 years ago. In 2010 she joined Pulice Construction, a heavy civil contractor performing work throughout the Southwest, with markets in transportation, water, and wastewater. As Marketing Manager, she leads the marketing department in support of the firm’s overall proposal effort and management of the firm’s branding and marketing strategy. Maureen has been a member of SMPS Arizona for more than a decade and a member of the SMPS Arizona Board of Directors for the last three years, and she is currently the Arizona Chapter Past President. Maureen holds a Certified Professional Services Marketer (CPSM) certification and she earned her B.A. from Arizona State University. She and her husband are owned by two rescue dogs and spend their free time in pursuit of the best hunting, fishing, hiking, and kayaking spots that Arizona has to offer.

Brandi Barr

Senior Associate, Business Development Manager| T.Y. Lin International

Brandi Barr has a B.A. in Communication from Arizona State University and completed the (Society of Marketing Professional Services) Leadership Advancement Program for Marketing Management at the University of Maryland – Robert H. School of Business. She has over 17 years of AEC marketing professional services experience, and for the past 9 years has worked for T.Y. Lin International. She has been recognized by the SMPS, Arizona Chapter as the recipient of 3 Marketing Communications Awards - Best Proposal (2014), Marketer of the Year (2015) and Best Project Pursuit (2016) and is our President-Elect. She and her husband have three children (Peyton, 13; AJ, 9; and Hudson, 5) and in their spare time, besides spending time as a family. They enjoy sports – Go Giants and Dolphins!

SPONSOR

CONTACT

Darci VanCamp, dvancamp@shepleybulfinch.com, 602.430.3223

SMPS will offer a refund up to three days prior to the event, no refunds will be granted after this time.

Tickets

$25.00 Member

$35.00 Non-Member