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SMPS is proud to announce the finalists for this year’s Marketing Communication Awards (MCAs). The program provides an unparalleled opportunity for professionals to showcase their best marketing practices and to educate the industry about the critical role of marketing in successful firms. Winners will be announced on Thursday, August 10th at the M Awards Luncheon in Austin, TX at Amplify A|E|C.

Congratulations to the following firms that have been named finalists; some firms have won multiple awards

It happens nearly every fall. I’m browsing the home improvement store’s garden section and pause at the spring bulbs on display. Usually, I pass them by, preferring plants that result in instant gratification. Yet when spring finally arrives and daffodils and tulips make their appearance, I feel a sense of gratitude for the younger version of me—the proactive planter who decided to invest in the future and get her hands dirty. 

That sense of springtime gratitude is an appropriate metaphor for what I’m feeling as the current SMPS president. This year, we’re celebrating 50 years since the organization’s founding. And this past month, presidents-elect from coast to coast gathered in D.C. for the Chapter Leadership Symposium (CLS), where they shared ideas to help their chapters, and each other, grow and succeed. 

Our landmark anniversary demonstrates how the SMPS community benefits from past leaders who planted seeds and cultivated our organization into what it is today. And witnessing the connections and collaboration at CLS was a reminder that—as volunteer leaders—we wouldn’t be where (or who) we are without the people who encouraged and inspired us along the way. 

Spending time with the CLS class of 2023 last month (Hi, Hillraisers!) brought back memories from 16 years ago when I was gearing up to serve as president of SMPS Indiana. A few months later, I would reunite with my fellow “Big and Bold” presidents-elect at the SMPS conference in Denver. One of the conference’s keynote speakers was Mark Sanborn, author of the book, You Don’t Need a Title to Be a Leader. His message stuck with me—that a leader is someone who wants to make things better, and that you can lead from any seat. I’ve always believed that if you’re in SMPS, you’re a leader because you’re most likely interested in helping others, pursuing lifelong learning opportunities, and improving our industry. 

Whether we’re supporting others or building upon our own knowledge base, the effects of our efforts are seldom instantaneous. Lightbulb moments—opportunities that seem to pop up out of nowhere—are typically the result of cumulative efforts or past experiences that connect to the present day. 

So, I invite you to continue investing in yourself and helping tend to our community for the good of the future, whether you’re empowering others to lead or inviting transformations that will help us continue to provide value in the years ahead. As you do that, know that everything you’re doing today will make for a better tomorrow—both for yourself and those who share space with you. Together, we can meet the SMPS vision of business transformed through marketing leadership. 

Article written by SMPS President Holly Bolton, FSMPS, CPSM, who is owner of 3chord Marketing. She can be reached at holly@3chord-marketing.com.

To provide transparency and expand member engagement, SMPS HQ provides an executive summary of the board of directors’ discussions and decisions following each regular meeting. The eight-member board of directors meets in person at least four times each fiscal year to fulfill its responsibility of governing the Society and advancing the strategic needs of our members, the organization, and the A/E/C marketing profession. Participants at these meetings include the senior management staff and often the the SMPS Foundation president.

The board met on April 26, 2023, in Washington, D.C. This was their third regular meeting of the fiscal year, which began on September 1, 2022. Key discussion topics included the following:

• Received a financial report that showed growth in membership and learning activities.
• Considered reports from task forces on how to best structure non-dues revenue programs and membership fees in the future. Because membership fees have not increased in seven years, the board agreed to raise these fees and the details will be finalized in May and June.
• Discussed progress on the development of the 2022-25 strategic plan.
• Received a report on the activities of the SMPS Foundation.
• Approved an amended code of conduct policy.
• Finalized changes to the SMPS Fellows program, including the formation of a new committee.
• Reviewed a draft of a new website and mobile app.
• Approved the concept to host a conference on artificial intelligence later in 2023.
• Received reports on other activities, events, and the budget.

If you have any questions regarding these matters or the Society’s board meetings, please contact SMPS Chief Executive Officer, Michael V. Geary, CAE, at michael@smps.org.

Name: Sierra Segrest, CPSM

Title: Marketing Manager

Firm: Armstrong Consultants, a Lochner Company

SMPS Chapter: Colorado

News you’d like to share:  Since the acquisition of Armstrong Consultants by Lochner, announced December 2022, I have been presented with numerous opportunities to advance my career. Working alongside a larger team of experts has allowed me to collaborate on a wider variety of projects and expand my knowledge and skills. In addition, I have been entrusted with new leadership roles and responsibilities. Overall, this acquisition has provided me with the chance to step out of my comfort zone, tackle new challenges, and advance my career.

In addition to the acquisition, Armstrong is also celebrating its 50^th anniversary in 2023. Armstrong’s 50th anniversary has provided an excellent opportunity for our marketing team to showcase the company’s longevity and success. Alongside the acquisition, we have used the anniversary to generate excitement and engagement with our brand. Our marketing campaign has included a range of initiatives, such as an informative video, social media posts, rebranding proposals, charitable donations, customized jackets for our team, and unique client gifts. We are also organizing a company retreat/celebration to mark this special milestone. This has been an exceptional marketing task that has had a significant impact on our company’s growth and success.

Number of years in the A/E/C industries: 5.5 years

How has SMPS helped you in your career? SMPS has acted as a mentor throughout my career by offering access to training opportunities, and the latest industry trends and best practices. By attending the Southwest Regional Conference and utilizing online resources, I’ve been able to network with industry experts, expand my knowledge, and take on new challenges and opportunities in my career. SMPS has been an invaluable resource in my professional growth and development.

Helpful hint to share with your fellow SMPS members: Continuous learning and growth are crucial to success in an ever-changing world and industry. It’s essential to not only adapt to change but also be a leader in driving change. An example of how the marketing industry is evolving is the rise of artificial intelligence (AI) in data gathering, content creation, and graphic design. This technology has the potential to revolutionize the way we market in the A/E/C industries, and it’s up to marketers to take the lead in preparing technical professionals for this shift.

Tell us something we would be surprised to learn about you: In addition to my career as a marketer, I also hold my Colorado real estate license. I’m constantly seeking to expand my skill set, and I found that learning how to buy and sell homes can be particularly beneficial.

What I did at work yesterday: One of the things I appreciate most about my firm is the diversity of tasks that I work on every day. Each task presents a unique level of fulfillment, which keeps things interesting. Yesterday was no exception, as I was able to complete a variety of tasks, including finalizing a proposal, improving a client’s website, organizing conferences, and meeting with marketing leadership to discuss the acquisition transition.

As a CPSM, how has certification benefitted you? Earning my CPSM certification has not only increased my credibility and garnered respect from others in my field, but it has also boosted my confidence in my abilities. As a CPSM, I’m committed to ongoing professional development, which demonstrates my dedication to staying current in the A/E/C marketing field. This dedication has earned me the respect and trust of my colleagues, peers, and clients. Additionally, the CPSM certification sets me apart from others in the industry, giving me a competitive advantage and positioning me as a leader in the field.

Name: Rebecca Custer, CPSM

Title: Business Development Manager

Firm: A.D. Marble

SMPS Chapter: Philadelphia

Number of years in the A/E/C industries: 8.5 years

How has SMPS helped you in your career? I was new to the industry when I started at A.D. Marble. Joining SMPS introduced me to my peers in the industry, linked to me mentors, and has given me a lot of knowledge and ideas to bring back to my company to contribute to our success.

Helpful hint to share with your fellow SMPS members: Don’t be afraid to ask questions, for advice, or ask for second opinions from your connections outside of  your firm. It’s the knowledge sharing with other marketers and business development professionals that sparks ideas.

Tell us something we would be surprised to learn about you: I interned at George Magazine in college and on my first day I ran straight into John F. Kennedy Jr. (editor of the magazine). It’s my greatest celebrity encounter.

What I did at work yesterday: My firm is primarily a subconsultant and we are a DBE firm. For some pursuits, we can be on up to 20 teams and sending out the correct information to firms and on their schedules is key. Yesterday was mostly spent on getting materials to firms on time and correctly as the sole marketing person at my firm.

As a CPSM, how has certification benefitted you? It provided me with a hefty raise for one. More importantly, it’s made me more confident in my job.

In our member spotlight, Sterling Stevens sits down for a virtual chat with SMPS. Sterling is an architectural photographer and owner of Sterling E. Stevens Design Photo. He has been in the A/E/C industries for 25 years and an SMPS member for six. In this spotlight, Sterling shares the rewards of his career and the best advice given and received.

What’s your favorite part of the job? That I get to blend two things I treasure most (art and design) on a daily basis. Since childhood I’ve been a keen observer of my surroundings, which influenced my passions for both architecture and photography. The challenge of visually translating the intent, impact, and craft of built design in an understandable way keeps my mind active and engaged.

What have been the rewards of your career? Having a career in the A/E/C is often a roller coaster. As an employee somewhere on the corporate ladder, contacts I never negotiated influenced projects I managed across every task, from design latitude to client relations to quality control. Becoming the face of my own business allowed me to assume greater control over decision-making and career direction. I get to run the show from top to bottom, interfacing exactly how I believe it should. Working for myself has been the most steady and satisfying job I’ve ever had.

What are some of the challenges? Having spoken with several other architectural photographers, it can be an isolating career that isn’t conducive to a steady work-life balance.  Many in this profession spend a lot of time away from family and loved ones, and I’ve made many personal sacrifices just to pursue this. As much as I love the work, it’s a true grind. Another challenge is simply the vulnerability of being a creative professional. Successful pursuit in these fields requires an intense, personal investment into your work and collaborating with wide spectrum of personalities and egos that also place their heart into everything they do. There are inherently emotional highs and lows inextricably tied to continually diving into the deep end.

What has been your most meaningful project? Collaborating with Clearscapes to capture the Chavis Community Center in Raleigh, NC, which carries historical importance especially to the local Black community. The motivation behind my design career stems from my childhood, with lifelong sensitivity towards blending improvements into the urban fabric while retaining the integrity of local communities. The focus of my university studies lent itself towards civic impact and community collaboration and participation, which influenced my thesis as a fine art photographer.

While on location, my camera was set up on 10-foot tall tripod alongside a ladder when a Black, preteen boy passing by paused to give me a slightly quizzed look, followed by a brief conversation:

Kid: “Excuse me, what are you taking pictures of?”
Me: (gesturing ahead) The building.
Kid: For what? The park?
Me: No, the architect who designed the community center.
Kid: Oh! (pause) I didn’t know you could do that. That’s cool!

My career has been a bumpy road and that simple moment felt like 30 years of hard work had finally come full circle, enveloping everything I passionately value about design, diversity, and democratization of our built environment.

What’s the best advice you’ve received regarding your career? If there’s any insight to what sort of child I was, my goal by age 5 was to know everything about everything. I’ve always had my hands in many different pools of interest and my college years offered a productive environment to learn and explore. While studying and practicing architecture, I picked up extensive experience in graphic design, website development, published essay writing, and photography. I also took extra time to study economics, business law, and accounting. When branching out to establish my own business I attempted to sell all those talents under the same umbrella. During a speed networking event, I was explaining what I could do and one of the professionals paused my rambling and advised, “Whoa, whoa, whoa. That’s great you can do all this random stuff, but what is it that you actually do? You need to simplify and decide what that is.”

That advice saved my professional life and moving forward, I exclusively focused on architectural photography. It’s the first time I’ve ever put all my eggs in one basket and my career immediately skyrocketed after rebranding. Today, I use my library of knowledge and diversify of capabilities to support a single clear endeavor.

What’s the best advice you’ve given? Not every opportunity is a good one.

Why is membership in SMPS important to you and how has it helped you and your firm? This is more a personal answer than purely professional. My first experiences with SMPS were often uncomfortable and after an unpleasant experience, I silently left the organization. When SMPS HQ learned of my departure, their leadership reached out and we had a sincere and genuine discussion, which convinced me to renew. Upon returning to SMPS with a new chapter, my experiences have been very positive. This is a great example of why difficult, yet crucial conversations need to happen.  The health of any organization depends on seeing, hearing, and understanding its members.  When people make proactive efforts to communicate and genuinely listen, it can broaden perspectives, influence choices, and help shape an individual’s personal and professional growth.  Today, I’m happy to contribute to SMPS where possible.

Guilty pleasure: What can you not live without? Music.  All day, every day.

Response from SMPS Chief Executive Officer Michael V. Geary, CAE:

Thank you, Sterling, for sharing your story. Having candid conversations is critical and, at the same time, I recognize it’s not easy for everyone. I’m glad you took the time to speak with us about your experience and that you gave SMPS a second chance. As a people-first organization, we want to be a space where members feel comfortable talking, and a community where they feel like they belong. If there’s anything else you’d like to share, please reach out to me personally at michael@smps.org to continue the conversation, and that goes for anyone reading this. Thank you for being a part of the Society. ~SMPS CEO Michael V. Geary, CAE

Marketing and business development professionals are busy. Full plates, multiple deadlines, and barely enough time for getting those maintenance tasks done are common in firms large and small, and from coast to coast. “If only we had more time” is a common thought or conversation starter.

Sometimes it seems that the SMPS Foundation is doing research that’s heavy or hard to dig through. So, when your schedule is already full, reading through research reports seems overwhelming. Hold on! That’s not at all what your SMPS Foundation Trustees want! (And we appreciate all your candid feedback—which is a gift, after all.)

Successful businesses must move faster with less effort. The SMPS Foundation provides relevant research that helps firms develop better strategies and tactics for short- and long-term wins.

Have you read the 2022 report, Theory Into Practice: The Neuroscience of Influence and Decision-Making? This report shows how a firm adapted core neuroscience concepts to marketing and business development, and to branding and competitive strategy.

This research helps us to better understand ways in which we can incorporate client decision-making practices into our overall pursuit approach.

Four Steps To Make the Neuroscience Research Work for You:

1. Download the report. Scan the 17 pages. Turn back to Page 7.
2. Schedule a lunch and learn meeting with your team (the more diverse across disciplines, positions, geographies, etc. the better!). Provide lunch or make it a BYOL discussion session. Use flip charts, whiteboard, or Teams Meeting virtual whiteboard. Prepare everyone for a creative brainstorming session. Remember to send them the report so they have the full document, in case they want more background information.
3. When everyone has gathered in-person or virtually, give a brief explanation of the topic. You can say this: “Into Practice: The Neuroscience of Influence and Decision-Making is a research report by the SMPS Foundation that shows how a firm adapted core neuroscience concepts to marketing and business development, and to branding and competitive strategy. Our mission today is to walk through some of the paper’s questions to help us brainstorm ways where can incorporate client decision-making practices into our overall pursuit approach.”
4. Facilitate discussion for the first two questions: “Are we striking the right balance between logic and emotion?” and “How are we framing our data (e.g. costs and benefits)?” You may want to break the teams into two groups and have each group dig into the question and the explanation. Encourage all participants to engage in the conversation. Apply thoughts to specific pursuits, clients, and situations. After about 20 minutes of brainstorming for each question, end with a “What are we going to do about this?” wrap-up.

Follow up with future meetings with the same team members or others, and address all 10 questions. If you start now, you will have applied the Foundation research to your firm by the end of 2023, and you’ll have a list of ideas to move ahead through 2023 and well into 2024.

As we all know, the key to managing huge, complex projects is to break them down into manageable pieces. SMPS Foundation research papers provide in-depth research about topics of interest and relevance to marketers and business developers.

Use SMPS Foundation research report topics to drive collaboration, solutions, and new ideas for your colleagues. Make the research observations and recommendations come alive as you apply the insights to your firm. It’s another way you’re transforming your firm through marketing leadership.

Article written by SMPS Foundation President Barbara Shuck, FSMPS, CPSM. Barbara can be reached at barbara@everestmarketingservices.com.

The Foundation’s Communications Task Force includes Andrea Goodwin, FSMPS, CPSM; Joy Woo, FSMPS, CPSM; Chuck Raymond, CPSM; and Barbara Shuck, FSMPS, CPSM.

SMPS Foundation research and reports are made possible by generous donations. Please consider donating to the foundation today.

Artificial intelligence has the power to transform the way many firms do business, especially in the A/E/C arena. To learn more about the technology, here are a few insights and articles about AI, where it’s going, and how this tool will revolutionize marketing.

The Future of Business Is AI, or Obsolete

Article by Paul Roetzer, published by Marketing AI Institute.

Artificial Intelligence and the Future of Marketing

Article by Bernard Marr, published by Forbes.

Artificial Intelligence Is Revolutionizing Marketing

Article by Jessica Wong, published on Entrepreneur.

How AI Is Revolutionizing the Design and Construction Industry

Article by Pardis Mirmalek, published on LinkedIn.

3 Ways To Drive Business Growth Using AI

Article by Aria Moore, published on Entrepreneur.

How Artificial Intelligence Will Transform Businesses

Article by Adam Uzialko, published by Business News Daily.

Looking for additional programming on AI? We hosted an industry panel on April 20 and we learned about how AI can revolutionize A/E/C marketing. A special thank you to ProjectMark for bringing together this panel of leaders and the SMPS Foundation for sponsoring the event.

April showers bring May flowers—and a whole bunch of learning! Whether you’re a marketer, business developer, or firm leader, turn to SMPS for professional advancement, lifelong learning, and ways to build business for your firm.

Here are a few online opportunities in April. When you register, your entire team can participate from one location for one fee. Can’t make it on that day or missed the event? Each program comes with on-demand access, allowing you to watch at your convenience.

Client Psychology: How Perceptions Affect Proposals and Interviews (April 5)

Don’t just wing it—win it! Having proposals that connect with a selection committee isn’t always easy. That’s why our April webinar covers this timely and relevant topic. You’ll walk away with easy-to-follow steps to create tailored content that factors in the psychology behind the procurement process.

Master This: Make Your Podcast Stand Out (April, 11, 13, 17)

Having a podcast takes dedication and consistency. But done right, a podcast can help your firm gain more exposure, drive traffic to your site, and help build business. Join us online when our presenter discusses a podcast game plan, recommends must-have technology, and shows us how to measure for success.

Revolutionizing A/E/C: Unleashing the Power of AI in A/E/C Marketing (April 20)

AI has the power to transform the way many firms do business. How will AI affect the way A/E/C professionals market their firms and services? And how can AI help (not hinder!) marketers, business developers, and firm leaders? Learn how to use the technology to your advantage so you’re not left behind.