Monday, November 25, 2013

New Member Spotlight: Christin Menendez

Christin Menendez
STG Design

Christin is the Marketing Coordinator for STG Design, which is an architecture, interior design and planning firm. Christin grew up in Tampa, Florida and went to school at Florida State University, having graduated with a BS in Interior Design.

Christin is one of two lead singers in a rock and roll cover band, so between gigs and practices, that occupies the majority of her time outside of the office. She also plays in a sand volleyball league and enjoys getting outdoors on a nice day.

Christin finds that SMPS is not only a great resource for networking, but also for accessing many different tools and workshops to help marketing professionals grow in their careers.

New Member Spotlight: Hillary Dye

Hillary Dye
Chamberlin Roofing and Waterproofing

Chamberlin Roofing and Waterproofing is an established commercial specialty subcontractor that provides roofing and sheet metal, waterproofing and caulking, building and garage restoration services as well as related maintenance and leak repair. Hillary serves as the firm's Marketing Administrator.

Hillary grew up in Sweeney, Texas and graduated from Texas State University in 2010. In her free time, Hillary likes to restore and refinish furniture - she finds turning a cheap chair or table into something new and unique very exciting! She also likes to spend time with friends, read, play volleyball and watch football.

Hillary recently moved to Austin from Houston and hopes to gain valuable information from the SMPS Austin Chapter by taking advantage of education opportunities.

Wednesday, November 20, 2013

Holiday Networking Lunch and Communications Awards

Come celebrate the holidays with the SMPS Austin Chapter at our annual holiday networking event. Along with extended networking time over a delicious lunch, we will be presenting our chapter's annual Communications Awards. Come view the impressive entries, thank the jurors and congratulate the winners.

WHEN
Tuesday, December 10th
11:30 - 1:00

WHERE
Carmelos Restaurant
504 East 5th Street

COST
Members: Free
Non-Members: $35

Please note that the event dining room is stair access only.

Parking: The restaurant has a surface lot, if it is full, there is street parking and a city garage at the southeast intersection of 5th and Red River.

New Member Spotlight: Marisa Jarmon

Marisa Jarmon
American Constructors, Inc.

Marisa is the marketing coordinator for American Constructors, Inc., a general contractor and construction management company that has been building innovative, high-quality projects in Central Texas for over 30 years. Marisa is responsible for creating written and electronic marketing collateral and communications, developing RFQ/RFP responses, coordinating the firm's annual charity event and updating and maintaining the company's website.

Marisa is originally from Honolulu, Hawaii and moved to Austin in 2006. She is a graduate of Texas State University, with a BA in English and an emphasis on professional writing.

Marisa spends her free time cooking and entertaining, going to movies (especially at Alamo Drafthouse), reading, trying new restaurants, exploring Austin with her husband, traveling and spending time with family, friends and her two cats.

Marisa joined SMPS to expand her marketing knowledge and design skills by connecting with other professionals in the industry, attending meetings and workshops and getting involved with the chapter's committees and events.

Tuesday, November 5, 2013

November Mix and Learn: The Art and Science of Effective Negotiating

Join the SMPS Austin Chapter and UT McCombs School of Business' Texas Executive Education (TEE) Program as we present our November Mix and Learn Event - The Art and Science of Effective Negotiation Skills. This special educational event is an abbreviated version of UT's intensive, two-day program offered by TEE. This program is designed for anyone involved in business negotiation proceedings, including owners, principals, project managers, architects, engineers, contractors and marketing professionals.

Immediately following the UT TEE presentation, SMPS invites all participants to network with friends and colleagues at an SMPS Happy Hour to be held in the III Forks main bar area. Each registered attendee will receive a complimentary drink ticket and light hors d'oeuvres.

SMPS extends a special thank you to our Educational Sponsor, UT Texas Executive Education, for facilitating this special event.

PRESENTER
Dr. Gaylen D. Paulson
The University of Texas at Austin, McCombs School of Business

AGENDA
4:00 PM - 4:20 PM   Attendee Check-in
4:20 PM - 4:30 PM   Announcements
4:30 PM - 6:00 PM   The Art and Science of Effective Negotiation Skills
6:00 PM - 7:00 PM   Networking Happy Hour

OBJECTIVE
Negotiation is a part of our daily lives. Whether it is internally with a colleague or externally with a business partner, you need to be prepared. The ability to prepare for the negotiation process and discover optimal solutions is critical to success. This program facilitates developing the approach to negotiating that works for you. You will chart your best possible outcomes, then analyze with strategies work to your advantage with the negotiation style of your partners and the opposition. Finally, you will put it all together to negotiate high-quality deals and receive feedback on your approach.

REGISTER HERE

New Member Spotlight: Amanda Retallack

Amanda Retallack
Lord Aeck & Sargent

Amanda is the marketing and business development coordinator at Lord Aeck and Sargent (LAS). LAS is an Architecture, Urban Design and Planning firm that focuses on six practice areas: science and technology, higher education, housing and mixed-use, arts and culture, historic preservation and urban and campus planning.

Amanda grew up in Longview, Texas and graduated from Pine Tree High School, then attended Texas State University in San Marcos and double majored in English and Mass Communications.

She loves photography and joined a photo group that travels all around the hill country taking photos and enjoying adventures. She is also an avid reader, concert goer and hiker and enjoys spending time on the greenbelt.

Amanda is looking forward to get to know other people in the AEC industry through SMPS and welcomes the opportunity for networking and professional development through educational resources.

Thursday, October 31, 2013

November Luncheon: Austin Real Estate Forecast

The Austin Real Estate Market continues to be one of the most desirable in the nation, but what will it look like in the next year and beyond? SMPS Austin invites you to our November luncheon, where we will hear from experts in each of the major market sectors and get the latest trends and forecasts for what is ahead for Austin's real estate and development future. Discussion and questions will center around: office, industrial, multi-family and retail.

SPEAKERS
  • Sam Houston, HPI Real Estate
  • Patton Jones, ARA Central Texas Office
  • Gaines Bagby, CBRE
  • Scott Flack, Live Oak Gottesman
  • Buck Cody, Endeavor Real Estate

WHEN
Tuesday, November 12, 2013
11:30 AM - 1:00 PM

WHERE
University of Texas Club - President's Room
2108 E. Robert Dedman Drive
Austin, Texas, 78712

FEES
Member - $35 for a limited time
Non-Member - $55 for a limited time

REGISTER HERE

Tuesday, October 22, 2013

New Member Spotlight: Lauren Gammon

Lauren Gammon
Coleman and Associates

Lauren Gammon has recently started at Coleman and Associates as the firm's Office & Marketing Director. Coleman and Associates is a landscape architecture firm that produces outstanding landscapes across Texas and beyond.

Gammon was born and raised in Austin, Texas (yes, they do exist!) and is a second generation Longhorn, having graduated from the University of Texas at Austin. In her time outside of the office, Gammon plays bass guitar alongside singer-songwriter Cheryl Murdock. She writes an Austin music blog and hosts a classic rock podcast. She also enjoys spending time with her awesome corgi, Preston.

Gammon is looking forward to getting more involved in the A/E/C community through SMPS and hopes to build solid relationships between Coleman and Associates and other firms.

Wednesday, October 16, 2013

October Lunch and Learn: The Go/No Go Process

This session is designed to help people understand the values and uses of a strong "Go/No Go" process, especially when its use is required at ALL levels of the company. Questions asked and answered will include:
  • What is a "Go/No Go" process?
  • Why is a "Go/No Go" process important? 
  • What is its value to the firm and to the marketing staff?
  • Why do you need a form rather than just a thought process?
  • What are some alternative philosophies for delivering a "Go/No Go" process?
  • What are the components of a "Go/No Go" process?
The session includes a look at two samples, with a discussion of the various components, and concludes with a Q&A period. 

Speaker:
Bernie Sieben, CPSM

When:
October 24, 2013
11:30 - 1:00

Location:
Atkins
Dillo Conference Room
6504 Bridge Point Parkway
Suite 200

Cost:
$20/members
$35/non-members

Tuesday, September 10, 2013

Project Spotlight: Sustainable Food Center

The Sustainable Food Center (SFC) is an Austin based non-profit that cultivates a healthy community by strengthening the local food system and improving access to nutritious, affordable food. For almost 40 years, the organization has been the Sustainable Food Center without a center, until now. Completed this summer, the new facility serves as a destination point for families and individuals accessing services and participating in community activities. The site is centrally located in East Austin, SFC's target area of services, immediately adjacent to the Capital MetroRail MLK Station.

Design and Construction Team
Architect: Dick Clark Architects
Contractor: SpawGlass

Building Features
The 7,000 square foot, two-story building includes a permanent, flexible meeting space for classes and workshops as well as staff offices and program storage space. The ground floor features a fully-equipped commercial teaching kitchen to allow for larger and more frequent cooking classes and other community partnership activities. The teaching kitchen doubles as a conference/meeting/media room, separated by an acoustic movable partition wall that completely separates the space with privacy and sound control. The outdoor community garden, outdoor learning pavilion, greenhouse for cultivating plant starts (which currently must be bought each year), composting operation and gardening shed are all features that allow SFC to further promote community health.

The second floor features an open circulation office space, employee kitchen and an outdoor deck for growing herbs in containers that also makes a great entertainment and meeting space with a view.

Construction Elements
The new facility was constructed according to the Austin Energy Green Building standards and received a three-star rating. Below are notable construction elements:

  • Located within the Urban Watershed Desired Development Zone
  • Demonstrates a 7.5% improvement in energy performance compared with a baseline building that complies with the current Austin Energy Code
  • Building materials were extracted and/or manufactured (final assembly) within Texas and contain recycled content, brick was re-used from a demolished building
  • All paints, primers and anti-corrosive coatings applied on-site to the building interior do not exceed the VOC limit of the Green Seal Environmental Standard
  • Water efficient flush and flow fixtures
  • Connects neighboring properties with pedestrian and/or bicycle only paths that are separate from vehicular traffic
  • A connected bike route next to the MLK Station provides further access to the center and community garden
  • Incorporates bicycle securing areas and shower/changing facilities that accommodate 10% or more of the building occupants
Impact on Central Texas
The new Sustainable Food Center facility serves as an urban agriculture hub where groups and individuals learn experientially how to cultivate food in their backyards, schools and neighborhoods. It provides central space to deliver cooking workshops for the community and onsite training for facilitators, who in turn deliver cooking classes at community centers, churches, clinics and schools throughout Central Texas. Through organic food gardening, interactive cooking classes and nutrition education, children and adults have increased access to locally grown food and are empowered to improve the long-term health of Central Texans and our environment.


Lissa Adams
J.L. Powers and Associates

Monday, August 26, 2013

New Member Spotlight: Amy Hageman


Amy Hageman
Big Red Dog Engineering

Amy Hageman is the glue that holds Big Red Dog together. She directs administrative functions and supports teams dedicated to marketing outreach, business development and media relations. She also maintains and develops client relationships to ensure the people we do business with are satisfied with our services. Mrs. Hageman grew up in both Houston and Dripping Springs, and made the final move to the Austin area when she attended St. Edward's University for a degree in Business Administration. When not working, Amy spends her time hunting and fishing with her husband and two dogs, and traveling the states to compete in marathons and triathlons.

"SMPS was introduced to me by a coworker and after attending one event and meeting great people, I knew it would an organization that would be beneficial to my personal growth as well as a wonderful resource to help me gain skills that would prove to be valuable for my employer.

I hope to gain lasting relationships with people in the industry. I also hope the program will continue to have informational events that cover a wide range of topics that related directly and indirectly to marketing professionals." - Amy Hageman

Friday, August 23, 2013

New Member Spotlight: Melissa Coad, P.E.


Melissa Coad, P.E. 
DBR Engineering Consultants, Inc.

Melissa Coad has more than 15 years of experience as a registered mechanical engineer. As the Project Manager overseeing DBR Engineering Consultant’s Austin office, she works closely with existing and prospective clients, while managing and providing support to her team of engineers and designers. As a LEED® Accredited Professional, Melissa possesses the same viewpoint as DBR in designing lasting, energy-efficient facilities. An Austinite for over 20 years, Melissa graduated from the University of Texas at Austin with her Bachelor’s degree in Architectural Engineering. Outside of the office, she spends time reading and volunteering at the Humane Society and is currently working on her golf game. A great friend’s recommendation and the networking possibilities prompted her to join SMPS Austin.

Monday, August 19, 2013

Networking Event: Wine + Cheese Tasting


Join the Austin Chapter of SMPS this Thursday, August 22 for our 9th Annual Wine Tasting Event. This year we've joined forces with Antonelli's Cheese Shop to bring you the ultimate tasting experience - complete with gourmet cheese pairings!

Located across Duval Street from Antonelli's Cheese Shop, the Cheese House is a historic Hyde Park home that has been meticulously renovated and converted into a private event space. Seating is limited so register today!

Location:
Antonelli's Cheese Shop
4220 Duval Street
Austin, Texas, 78751

When:
August 22, 2013
5:30 - 7:30 PM

Cost:
$30 members / $45 non-members

REGISTER HERE

Tuesday, August 6, 2013

August Luncheon - Austin Community College: Expanding the Future of Community Education in Central


Join the Austin Chapter of SMPS on August 13, 2013 to learn more about Austin Community College's plans for the upcoming $500M bond program. Capital projects being considered for the November 2013 bond program include the second phase of construction at the Highland Mall Learning Center, a new campus in Leander, expansions to the Round Rock, Elgin and Hays campuses and improvements to the Rio Grande and Riverside campuses. We're pleased to welcome representatives from ACC who will discuss the various bond projects and ACC's goals for growth in Central Texas.

PANEL
  • BRETTE LEA - Executive Director of Public Information and College Marketing
  • BILL MULLANE - Executive Director of Facilities and Construction
  • NEIL VICKERS - Associate Vice President of Finance and Budget
Seating is limited, so register early.

When: Tuesday, August 13, 2013 11:30 AM - 1:00 PM
Where: University of Texas Club - President's Room
2108 E. Robert Dedman Drive
Austin, Texas 78712
Attire: Business Attire

Event Registration Fees:
Member:  $45.00 ($35.00 for a limited time)
Non-Member:  $60.00 ($50.00 for a limited time)

RSVP Monday, August 12, 2013

Project Spotlight: Circuit of the Americas / Formula One United States Grand Prix

Circuit of the Americas is a multi-purpose facility that will host the most prestigious racing events in the world, including the Formula One United States Grand Prix™, MotoGP and V8 Supercars. It is the first purpose-built Grand Prix facility in the United States. The state-of-the- art 3.4-mile circuit track has capacity for 120,000 fans and an elevation change of 133 feet.

Circuit of the Americas is ideally situated on approximately 1,000 acres in southeast Travis County, approximately two miles from Austin Bergstrom International Airport, with scenic views of downtown Austin. Far more than a racetrack, Circuit of The Americas is a world-class performance, education and meeting center to be used year round for entertainment, business and community events.

Design & Construction Team
Austin Commercial served as construction manager for the project. German engineering firm Tilke designed the track, with consulting from Dr. Rainer Hart, the world expert on Formula One racetrack construction. Six other buildings complete the venue, and were designed by architectural and engineering teams from HKS, STG Design and Miro Rivera Architects.

Construction Elements
One of the project’s most important and detailed construction components was the track itself - the surface over which Formula One race cars roar at speeds over 200 miles per hour each November. The track is a 10 foot section with 8 layers of highly-specified materials. The six other building elements that make up the venue include the pit building, grandstand, media center, team and medical buildings, the Austin360 Ampitheater and observation tower.

The observation tower is 250 feet tall and is the focal point of the 5,000 seat outdoor amphitheater. The ampitheater is the largest of its kind in Central Texas and has additional space for 10,000 people in standing room.

Central Texas Impact
The facility welcomed 117,429 visitors from around the world for race weekend, November 16 - 18, 2012. The venue is expected to attract between 800,000 and 1.2 million people per year at various events. In addition to being a landmark facility for racing and other special events, it also was a major boost to the Central Texas economy. The project created approximately 1,000 construction jobs, and close to 300 full-time jobs will be needed at the facility itself. More than 3,000 event-specific employees will be hired to staff annual events.

Erin Bettison, CPSM
Austin Commercial

Monday, July 8, 2013

Letter from the President


It’s hard to believe we’re heading into the last months of my presidency - this year has flown by! I remain grateful for the opportunity to serve with such a professional and high caliber group on the board and committees of SMPS. I am proud of the progress and success we've had so far this year, including:

​Quality over Quantity: We implemented a new policy of "quality over quantity" when it came to our events throughout the year. The reasoning was twofold: to ensure we put together high-quality, unique programs rather than meeting a quota and to reduce the workload on the volunteers who serve on the SMPS board and committees. Joe Reyes, Erin Bettison and the entire programs committee have done a fabulous job of planning programs that drive high attendance numbers (including some new faces!) and garner continued sponsor support. The educational tracks have also been highly attended, which underscores the need to continue to provide continuing education opportunities for marketing professionals as well.

Membership Engagement: Statistically, all organizations struggle with the same issue of how to engage new members quickly to improve the retention numbers. Luci Miller and the membership committee have done a fabulous job of engaging members early in the process, which has brought some new ideas and fresh talent to SMPS!

Increased Member Benefits: We are continuously looking for ways to offer more member benefits. This year, we planned several events that initally offered members-only access. One such event was the Circuit of the Americas tour, which ended up selling out. This event was co-hosted with the San Antonio chapter. The event was fun, educational and a great networking opportunity. It was well received, and hopefully was a step towards future joint programs and events with the San Antonio chapter.
Finally, I wanted to take a moment to thank the employers and managers who have supported the involvement of our SMPS committee members and board members. SMPS wouldn't exist if it weren't for the dedicated efforts of all of the volunteers involved who are working together to make SMPS the premier organization for business development and marketing in the A/E/C industry.

We will be announcing the 2013-2014 board members soon. While I am excited about what the new leadership will bring, I wanted to take a moment to thank two people specifically for their years of service to SMPS. (And hopefully continued involvement as they step off the board!) Paulette Gibbins and Erika Passailague have both served on the SMPS board for numerous years in almost every role - this is in addition to the various SMPS committees they served on as well. Our chapter is successful today due in large part to their dedication to SMPS! Thank you, ladies, for all your efforts!

Tricia Knapik, CPSM
PSM Strategies
SMPS Austin Chapter President

SMPS Networking Happy Hour - July 16th

Join SMPS Austin for a summertime happy hour at Austin Brew Exchange. This new bar concept features an entertaining “stock exchange” style ticker where you can watch beer prices rise and fall according to demand. Not a fan of beer? No worries – there are plenty of cocktails and wines available by the glass.

No matter your drink of choice, Austin Brew Exchange has plenty of happy hour specials to suit your taste: $2 domestic beers, $3 well drinks, $2 off everything else, including the famous Market Crash Special - $2 off all draft beers. So come join us for some libations and lively conversation with old friends and new. Hope to see you there!

When:  Tuesday, July 16, 2013 5:00 PM - 7:00 PM
Where:  Austin Brew Exchange
706 West 6th Street, Austin, Texas 78701

Event Registration Fees:
Member & Non-Member: Complimentary

RSVP Monday, July 15, 2013

July Luncheon - Airport Boulevard Vision: Making Smart Choices for New Development Along the Corridor

Join the Austin Chapters of SMPS and AIA on July 9, 2013 to learn more about the Airport Boulevard Vision. Gateway Planning is currently writing the form-based code to determine what buildings will look like, how they relate to each other, and how they relate to the corridor. They will educate us on form based codes, the process, timeline, key points of the plan, and how it will benefit future development. The City of Austin will share how developing this area fits into the Imagine Austin initiative and how it will potentially facilitate projects moving forward in this area. Red Leaf Properties will provide an overview of their redevelopment plans for the area around Highland Mall and how this project affects their development plans. Our dynamic speakers include:

MODERATOR
• Chris Riley, Austin City Council

PANEL
• Scott Polikov, Gateway Planning
• Matt Whelan, Red Leaf Properties
• Jorge Rousselin, City of Austin Urban Design Division

Seating is limited, so register early.

THE DISCOUNTED PRICE ENDS AFTER WEDNESDAY, JULY 3!!

When: Tuesday, July 9, 2013 11:30 AM - 1:00 PM
Where: University of Texas Club - President's Room
2108 E. Robert Dedman Drive
Austin, Texas 78712
Attire: Business Attire

Event Registration Fees:
Member:  $45.00
Non-Member:  $60.00

RSVP Monday, July 8, 2013

Tuesday, June 18, 2013

June Lunch & Learn: Legislative Recap

The 83rd Session of the Texas Legislature has officially ended and special sessions are underway. Join us as we get an up-to-the-minute review of how this legislative session will affect the A/E/C industry. In-the-know speakers from the Associated General Contractors will share with us their lobbying efforts and how new bills and regulations will impact your business.

Please note: The networking lunch is from 11:30 - noon. The L&L will be from noon – 1:00 pm. The Dillo conference room can be accessed just downstairs from the lobby, not in the Atkins main office space.

Driving/Parking Instructions:

From Loop 360 South – cross the bridge over Lake Austin and turn left at the first light onto Courtyard Drive. Turn left at the first stop sign and follow the road to the very end. It is the last building (Millennium) on the right.

From Loop 360 North – once you pass RR 2222, turn right at the light onto Courtyard Drive. Turn left at the first stop sign and follow the road to the very end. It is the last building (Millennium) on the right.

Ample free garage parking is available on-site. There is also limited visitor parking in the surface lot.

When: Thursday, June 27, 2013 11:30 AM - 1:00 PM

Where: Atkins
6504 Bridge Point Parkway
Suite 200
Dillo Conference Room
Austin, Texas 78730

Attire:  Business

Event Registration Fees:
Member: $20.00
Non-Member: $35.00

RSVP Wednesday, June 26, 2013

Monday, May 20, 2013

SMPS Whiskey Tasting Event - May 30th

Join us for the First SMPS Austin Chapter Whiskey Tasting Event!

Have you ever wondered what is the difference between whiskey and bourbon? What makes a small batch unique (or what IS a small batch?)? On the rocks vs. neat? Come join the SMPS Austin Chapter as we receive a "whiskey 101" to explore the history, the craft of making whiskey, how to order like a pro and taste some privately-selected libations! Whether you're a novice or whiskey is your drink of choice, join your fellow SMPS industry peers for a night of networking, education and good fun! Guests are welcome to join at the non-member rate. Payment will be required in advance for all attendees.

When:Thursday, May 30, 2013 5:00 PM - 6:30 PM

Where: TenOak
409 Colorado Street, Austin, Texas 78701
Attire Business Attire

Event Registration Fee:
Member $25.00
Non-Member $40.00

RSVP Wednesday, May 29, 2013

When "Free Food" Isn't Free

By Rich Freedman

Hi everyone. I promise not to discuss fiscal cliffs or debt ceilings!

Folks who've worked with me know I'm fond of using the term "free food" to refer to RFPs that you had no prior knowledge of, or a call from a partner firm asking you to team on a project opportunity that neither firm has tracked or is pre-positioned for.

Firms that are facing fierce competition and a dwindling backlog are regularly tempted by these "opportunities". They're tempted to prepare quals packages and proposals for prospective clients (and sometimes clients) even though their firm:
  • Was unaware of the project opportunity until the RFP hit the streets
  • Knew about the opportunity, but for whatever reason is not effectively pre-positioned
  • Knows that their chances of winning are slim, and in fact, the project may be wired for an incumbent or another firm
Of course, some firms don't have to worry about this temptation because they're magnets for sole-source work. But those firms are the exception, not the rule, and they didn't get there by chasing free food and likely weren't always in that position.

The temptation of free food can overcome reason and the most cogent go/no-go process. It's like putting a pizza or a plate of brownies in front of college students. It can be particularly challenging for those firms that are asked by clients or prospects to submit because of their firm's overall strong marketplace position in a particular client sector.

Further, the feel-good placebo of doing something — anything — to bring in work to feed hungry mouths and avoid layoffs can often cloud a more thoughtful analysis of the "opportunity cost" of responding. Opportunity cost is the next best use of the financial and human resources that are used to chase the project. In some cases, such as when a partner firm will be fronting the lion's share of the proposal and presentation preparation costs — with minimal time and investment by your firm — the opportunity cost is low. However, in most other scenarios, this is not the case.

Here are just some of the considerations that should be factored in before going after free food. These opportunities can:
  • Take focus away from the strategic target list of clients and opportunities that the firm has been tracking (and hopefully pre-positioning for) on an ongoing basis.
  • Tie up valuable marketing staff involved in proposals, graphics and presentation preparation.
  • Tie up financial resources that could be used in high-ROI strategic marketing positioning efforts (e.g., workshops, article placements) that can reach multiple clients and prospects in a manner in which your firm is put forth as the expert.
  • Lower the firm's shortlist and win rates, given that your chances of winning are usually slim.
Of course, there are hard dollars associated with these impacts. In fact, one of my clients, a 40-person architecture firm with a niche in senior living facilities, recently added up the opportunity costs associated with such pursuits for 2011 and 2012 — about $138K and $100K, respectively. This boiled down to an average of $10K per submittal when factoring in proposal and presentation preparation, as well as travel costs.

If this was your firm, how could you have better spent this money?

Firms that work in the municipal sector, for example, may argue, "You need to lose one to win one," or "We want to keep our name in front of this client/prospect" — even if the project opportunity is wired or the firm is otherwise not well positioned to win. I don't buy it. I'm certain that such clients exist, but you should think hard whether they're worth your time and investment.

So if you're one of the 44% of Americans who believe in making New Year's resolutions — one of the most popular being some form of dieting — resolve to steer your firm clear of "free food" as much as possible in 2013!

Thoughts on this topic? Questions or ideas for future article topics? Call or e-mail me at 508-276-1101 or rich@friedmanpartners.com.

New Member Spotlight: Linda Simpson, MPA, CPSM

Linda Simpson, MPA, CPSM
White Construction

Where do you work and what’s your position? Brief Description of company.
Executive Assistant at White Construction. Assist the Owner/CEO and the Vice President of Pre-Construction in a variety of functions including marketing and business development.

White Construction Company, Austin, TX is an award-winning commercial contractor with over forty-one years of construction expertise in a wide variety of industries. Projects of note include Austin’s new Federal Courthouse, Dell Computer Headquarters, National Instruments and Whole Foods Markets.

Where is your hometown? Where did you go to school?
Abilene, TX

McMurry University, Abilene, TX – Bachelor of Business Administration
University of Oklahoma – Master of Public Administration

What do you like to do in your free time? Hobbies?
Travel, reading, cycling, movies, and most importantly time with my family now that I am back “home” in Austin! I also spend a lot of my free time thinking about my work…which I love.

What prompted you to join SMPS Austin?
I joined SMPS several years ago when I was Marketing and Business Development Director for an Architectural firm. I joined to take advantage of professional development and networking opportunities… which have been great. I gained my CPSM certification early this year.

New Member Spotlight: Nicole Gilbert

Where do you work and what’s your position? Brief Description of company.
I work at Page Southerland Page, LLP as a Marketing Assistant.

With roots extending back to a two-person partnership formed in 1898 in Austin, Texas, today PageSoutherlandPage is a major architecture and engineering firm with 425 employees. We have projects located throughout the United States, Middle East, Africa, Latin America, the Caribbean and Europe. PSP is recognized for its design of facilities to support healthcare, science and technology development and manufacturing, as well as its public, education, corporate and urban housing design capabilities.

Where is your hometown? Where did you go to school?
I was born and raised in Austin, Texas and went to Austin High School - a true Austinite! In 2007, I earned my BA in Journalism at Stephen F. Austin State University in Nacogdoches, Texas.

What do you like to do in your free time? Hobbies?
In my spare time I am usually with my husband or friends and you can see me going to a concert, the dog park, the movies, the lake, the greenbelt, working out, yoga, or working on our house.

What promped you to join SMPS Austin?
I began working in the A/E/C business a little over three years ago in Houston, Texas and I was working for a marketing consultant group. We just moved to Austin about 6 months ago and that’s when I started working at PSP as a marketing assistant. I don’t’ know that many people in this field in Austin, so I knew that joining SMPS would help me get to know others. Also, it’s a great opportunity for networking and the educational resources are endless.

New Member Spotlight: John C. Jankowski, RCDD

John C. Jankowski, RCDD
JanCom Technologies, Inc.

Where do you work and what’s your position?
JanCom Technologies, Inc., President & CEO

Brief Description of company.
JanCom Technologies, Inc. is a professional Engineering and Design firm specializing in IT Infrastructure, Building Security, Audiovisual Systems & Infrastructure, and Critical Power Systems. Founded in 1997, JanCom’s ability to understand and implement end user requirements while also serving the unique needs of the AEC industry is unequaled.

At JanCom, we speak the technical language of the end user and the language of the design team; often providing a translation that allows the design team to better meet the multiple technology systems needs of the project owner.

Our team of engineers, designers and consultants are experienced in planning, executing and completing complex technology infrastructure projects. Our engineering based approach integrates traditional low voltage specialty systems into a coordinated plan. Through this process, we assess clients’ voice, data and audio/visual needs; coordinate the appropriate requirements; and document for construction the Owner’s desired end result.

Headquartered in Austin, Texas, JanCom provides services for clients and facilities across the nation and around the world. As a professional engineering firm, JanCom is fully staffed with engineers licensed to provide services by the Texas Board of Professional Engineers.

Where is your hometown?
Detroit, MI

Where did you go to school?
I graduated from Texas A&M University – College Station, TX

What do you like to do in your free time? Hobbies?
Cycling, motorcycle road
racing, hiking, and restoring/building hot rods

What do you enjoy about SMPS Austin? 
Learning how to better present my company and win more business!

New Member Spotlight: John Dunn

John Dunn
Joeris General Contractors, Ltd

Where do you work and what’s your position? Brief Description of company.
Joeris General Contractors, Ltd. – Austin
I am a Project Executive, working on business development in the Austin area which will also encompass pre-construction services and marketing for commercial construction projects.

Where is your hometown? Where did you go to school?
I grew up in Greeley, Colorado but have lived in Cedar Park, Texas since 1984. I graduated from Colorado State University.

What do you like to do in your free time? Hobbies?
Enjoy family time, traveling, wine and riding my motorcycle around the hill country.

What prompted you to join SMPS Austin
I’ve been a member for some time at my past company and wanted an organization that networks and grows the membership attendance with meaningful subjects.

New Member Spotlight: Debby McCarty

Debby McCarty
Jose I Guerra, Inc.

Where do you work and what’s your position? Brief Description of company.
Jose I Guerra, Inc., Director of Business Development and Marketing

Established in 1973, Jose I. Guerra, Inc., is a full-service, multi-discipline consulting engineering firm, located in Austin, Texas. We provide a comprehensive range of high quality civil, structural, mechanical and electrical engineering services to both private and public sector clients throughout the state of Texas.

Where is your hometown? Where did you go to school?
Palo Alto California is my hometown. I have been in the Austin area since August 2011 and attended FIDM in San Francisco.

What do you like to do in your free time? Hobbies?
Golfing, baking, ccreating Shutterfly photo albums, home décor, gardening

What promped you to join SMPS Austin?
One of my goals in my new position with Guerra is create an effective and strategic marketing plan that will support and assist with our revenue growth plan. In order to do that I need to increase my knowledge in marketing trends as well as continue my education in the marketing field.

Monday, May 13, 2013

SMPS Networking Happy Hour

Please join SMPS Austin for our May happy hour at Blackfinn Ameripub @ The Domain. This happy hour immediately follows the Half-Day Workshop featuring Rich Friedman’s “Succeeding in the New Economy: Creating a High Performing Marketing & Business Development Organization” presentation. Even if you cannot attend the workshop, please join us as we connect with fellow members of the A/E/C community. We look forward to seeing you there.

Note: The event is cash bar.

When: Tuesday, May 14, 2013 5:30 PM - 7:30 PM

Where: Blackfinn Ameripub @ The Domain
Pearl Room
11410 Century Oaks Terrace
Austin, Texas 78758

Event Registration Fees:
Member: Complimentary
Non-Member: Complimentary

RSVP Monday, May 13, 2013

Monday, April 15, 2013

SMPS Workshop - Succeeding in the New Economy: Creating a High-Performing Marketing & BD Organization

One of the biggest challenges professional services firms face is creating a marketing and business development (BD) culture and attendant structure that positions the firm for future growth and prosperity—one that maximizes the potential of its staff and minimizes low-ROI activities and investments. This workshop will explore several key related topics, including:

  • The various types of BD cultures that exist in professional service firms.
  • The business case for organizing marketing and BD along client sectors, what makes a successful client sector leader, and pitfalls to avoid.
  • The Seller-Doer culture: maximizing its efficacy and best practices.
  • Full-time sales people: hiring, their role, how to maximize collaboration
  • Elevate marketing: migrating from transactional to strategic thought leadership.

At this workshop, you will:

  • Learn to determine the effectiveness of your firm’s marketing/BD structure and culture.
  • Build the business case for organizing marketing and BD along client sectors.
  • Identify requisite skills and responsibilities for a Client Sector Leader.
  • Learn 5 pitfalls to avoid in the marketing/BD planning process.
  • Identify strategies for effectively utilizing full-time sales professionals.
  • Discover how to position your firm more effectively and maximize ROI.

Speaker: Rich Friedman - President, Friedman & Partners

Rich Friedman is President of Friedman & Partners (www.friedmanpartners.com), a marketing and management consulting firm serving the U.S. and Canadian A/E/C and environmental consulting industries. Rich has worked in and consulted to these industries for 20 years— first as an environmental consultant and business developer for Stone & Webster Engineering, and later as a Partner for ZweigWhite. Rich has worked with firms of all different sizes, including numerous ENR 500 organizations.

THE DISCOUNTED PRICE ENDS AFTER MONDAY, MAY 6!!

PLEASE NOTE AGENDA - 1:30 - 2:00 Registration and check in; 2:00 - 5:00 Program

A happy hour will follow, 5:30-7:30, location TBD.

When: Tuesday, May 14, 2013 1:30 PM - 5:00 PM
Where: Norris Conference Center - Live Oak Room
2525 West Anderson Lane, Suite 365, Austin, Texas 78757
Attire: Business Attire
Event Registration Fee:
Member:  $99.00 for a limited time ( $129.00 original price)
Non-Member:  $149.00 for a limited time ( $179.00 original price)

RSVP Monday, May 13, 2013

Tuesday, February 26, 2013

March Luncheon: An Insider’s Perspective to the A/E/C Industry

The SMPS Austin Chapter is pleased to announce its March Luncheon: “An Insider’s Perspective to the A/E/C Industry.” For this special panel Q&A event, SMPS has invited three Owner’s representatives who, prior to their current roles, served on the consulting side as either an architect, engineer or general contractor. Please join us as these industry experts answer your questions and share information they wish they had known as consultants - including lessons learned, best practices, and advice for pursuing future business relationships. We hope to see you there for this informative insider’s view to A/E/C professional practice and business development!

Speakers:
Don Bulloch, Director of Construction, Endeavor Real Estate Group;
Cole Erderly, PE, Facilities Engineer, Samsung Austin Semiconductor;
Edgar Farrera, AIA, NCARB, LEED AP BD+C, Director of Sustainability, Circuit of The Americas

Seating is limited, so register early.

THE DISCOUNTED PRICE ENDS AFTER THURSDAY, FEBRUARY 28TH!!

When: Wednesday, March 6, 2013 11:30 AM - 1:00 PM
Where: University of Texas Club - President's Room
2108 E. Robert Dedman Drive
Austin, Texas 78712

Attire: Business

Event Registration Fees:
Member:  $35.00 for a limited time ($45.00 original price)
Non-Member:  $50.00 for a limited time ($60.00 original price)

RSVP Tuesday, March 5, 2013

Big Brothers Big Sisters Bowl for Kids - AEC Bowl


The 30th Anniversary of Bowl for Kids (BFK) is quickly approaching! This annual event benefiting Big Brothers Big Sisters of Central Texas brings together AEC firms in support of local mentoring efforts. We need your support by forming teams of 5 to raise pledges and bowl with your fellow AEC industry colleagues on Saturday, March 2nd at Highland Lanes.

BFKS has been the largest annual fundraiser for Big Brothers Big Sisters since 1983. It involves more than 800 bowlers, more than 2,500 financial pledges, and reaches hundreds of local companies. For more information contact Cara Lyons at lyons@gscarchitects.com or 512.433.2580. You can also visit the event website by clicking here.

Event Recap: SMPS Austin Communication Awards


Congratulations to our 2012 SMPS Austin Communication Award winners! This is the third annual event for the Austin Chapter and we were pleased to have the most participation yet. A very special thank you to all of our guest jurors: Stacy Armijo, Pierpont Communications; David Dixon, UT System; Larry Jolly, Jolly Design;Julie Loignon, Circuit of the Americas; and Bill Mullane, Austin Community College.

This year's awards reception and networking event took place on January 15th at III Forks in downtown Austin. Again, congratulations to our winners:

Brochure: TTG Goetting

Holiday Piece: Coleman & Associates (pictured above, top)

Website: Pfluger Architects (pictured above, bottom)

Promotional Piece: Coleman & Associates

Also, a special shout out to Deborah Black with Hamilton Associates, and the programs committee for volunteering to coordinate this year's competition. This event wouldn't have been possible without our dedicated volunteers. Thank you and congratulations to all our winners!

Letter from the President

I began my tenure as Austin Chapter President on September 1st, and as I am writing my first letter, I keep asking myself, "Where should I start?" Should I mention the fact that we now have all three platinum sponsor spots filled (thank you to Raba Kistner, TTG Goetting and Haynes Whaley); that we have hosted three highly-attended and well sponsored luncheons the first three months of our fiscal year, including the record-breaking November UT Medical School luncheon that drew over 125 attendees and 10 luncheon sponsors; that we've reached our membership goal to date of 91; or that we've implemented a consecutively sold out educational series? Or, should I talk about new programs that were implemented in the last few years and continue to see growth, such as the mentor protégé program or the communication awards?

Instead, I wanted to take a moment to discuss the changes we've implemented and what is yet to come. At the board retreat in August, we created a strategic plan to become the premier organization for AEC professionals to develop business development and marketing opportunities and skills. SMPS is an organization that covers all spectrums in one room - marketing, business development, executives and owners. We had a frank discussion about what it takes to continue to elevate our chapter to reach this goal and we understand this comes down to a few key elements: quality over quantity and involvement.

We have limited our programs to one major event each month that targets a larger audience. We have also implemented an educational track to focus on the development of the next generation of marketing leaders. This will ensure we're hosting a high quality event that attracts the right audience each time and not host an event just for the sake of meeting a calendar requirement. Also, this will reduce the burden placed on our Chapter leaders and volunteers so they aren't getting burned out and remain dedicated to our success.

Speaking of our volunteers, this brings me to the issue of how do we keep involvement in the Chapter high? I continue to be impressed at the talent, skills and dedication of all of our volunteers, but we need help to continue to elevate the chapter. We need people with good ideas and a commitment to the advancement of the AEC industry. We need an assortment of personalities and job roles to bring new perspectives and ideas, share the workload or have connections in place that are crucial to an event's success. We need you!

Please reach out to me or any of our board members if you are interested in getting more involved. Thank you to our members, volunteers, sponsors and chapter leaders as well as the national staff for your unwavering support and helping us achieve milestones. I look forward to all that we will accomplish together in the coming year!

Tricia Knapik, CPSM
PSM Strategies
SMPS Austin Chapter President

Wednesday, February 13, 2013

Guest Article: The Huge Mistake Most People Make When Writing Proposals


By: Matt Handal

When writing proposals, you have to set your firm apart. So, what do we do? We try everything in the book to convince the client we are better. Our work is better, our people are better, and our customer service is better.

There is just one problem: that’s a huge mistake.

Tying to convince the client that you are better is actually a fool's game. Much of the time, it will be near impossible to successfully convey that your firm is better. Here's why:

You’re Probably Not Better

Yes, I just put it out there. Odds are your firm is not better. In a competition of 10, 20, or 50 firms, there can only be one firm that's better than the rest. Those odds are not on your side. And there is really nothing you can do to make your firm the best in the couple of weeks before the proposal is due.

And let’s just say, for the sake of argument, your firm is the best. Is that going to be so obvious to the client that they couldn’t accidently choose another firm? Is your firm a 10 and everyone else is a 2? Or is your firm a 10 and everyone else is a 9.5? If there is not a huge difference between your firm and others, it’s going to be extremely tough for the proposal evaluator to discern who the better firm is. You can’t assume they’ll pick up on subtle differences. Instead, they’ll focus on obvious differences, like price, to make their decision.

Different is Better Than Better

If you could only eat one of these for the rest of your life, which would you choose: a Mackintosh apple or a Fuji apple? 99% of you have no idea. That’s because it’s a tough choice. For the most part, an apple is an apple.

Let’s make that choice easier. If you could only eat one of these for the rest of your life, which would you choose: a Mackintosh apple, a Fuji apple, or an ice cream cone? It’s much easier to choose now, right? It’s easier to choose the ice cream cone because you only have to make one decision: ice cream over apple. If you choose apple, now you have a second decision: Mackintosh or Fuji. It’s easier to choose the thing that sticks out, the choice that is different.

It's going to be easier to prove your firm is different than prove it is better. Different sells. Show that you are different. Different is better than better.

For more valuable proposal secrets, head over to www.helpeverybodyeverday.com.

Tuesday, February 12, 2013

February Lunch & Learn: Email Marketing Roundtable Discussion

We will have a handful of experts to lead the discussion in different options for email marketing services. If you are interested in learning more about what services others in our industry are using or if you have experience that you would like to share, please join us for this discussion.

When: Wednesday, February 27, 2013 12:00 PM - 1:00 PM

Where: DPR
9606 N Mo Pac Expy, Suite 300, Austin, Texas 78759

Attire: Business Attire

Event Registration Fee:
Member: $20.00
Non-Member: $35.00

RSVP Tuesday, February 26, 2013

SMPS Happy Hour & Membership Drive - February 26th!

We want you! SMPS Austin is running a Membership Drive now through April 15th.

New members will receive a $50 rebate if they join our chapter in this timeframe.

Join online at http://www.smps.org/Membership/Membership/

Come catch up with old friends or make a few new ones at the Membership Drive Kickoff Happy Hour on Tuesday, February 26th at Rattle Inn from 5 to 7.

Questions? Email or call Luci Miller (luci@millerblueprint.com or 512.970.6098).

Hope to see you February 26th at Rattle Inn!


Monday, January 21, 2013

New Member Spotlight: Jennifer Morton, LEED AP BD+C

Jennifer Morton
The Brandt Companies, LLC

Where do you work and what’s your position? Brief Description of company.
I work at The Brandt Companies, LLC. as a Business Development Account Manager.  I am a LEED AP BD+C. We are celebrating 60 years in business this year.  We are a commercial and industrial design/build MEP contractor.
           
Where is your hometown?  Where did you go to school?
My hometown is Louisville, KY.  I graduated from Southwest Texas State University with a BA in Interpersonal Communication

What do you like to do in your free time? Hobbies?
I really like sports, especially Football and Hockey.  I like to travel and spend time with my family and friends. 
  
What prompted you to join SMPS Austin? 
Several of my industry colleges are members of SMPS, including some of my coworkers located in different offices throughout Texas. The organization has an excellent reputation and I want to be a part of it and contribute! 

January Lunch & Learn: Design for Non-Designers

An introduction to graphic design fundamentals, this lunch and learn by professional graphic designer Wendy Carnegie will cover file types, color definitions, image selection, paper options, design software, web basics and prepping files for printing.

Wendy founded LewisCarnegie with her partner, Sean Carnegie, in 2006. She specializes in visual communication projects ranging across identity, print collateral, website and environmental graphic design.

When: Thursday, January 31, 2013 12:00 PM - 1:00 PM

Where: DPR
9606 N Mo Pac Expy
Suite 300
Austin, Texas 78759

Attire: Business

Event Registration Fees:
Member:  $20.00
Non-Member:  $35.00

RSVP Wednesday, January 30, 2013

New Member Spotlight: Carter White

Carter M. White, P.E.
Protection Development, Inc.

Where do you work and what’s your position? Brief Description of company.
I am the Senior Fire Protection Engineer/Branch Manager at Protection Development, Inc. (PDI) Austin Branch. We provide Fire Protection Engineering and Life Safety Code Consulting         

Where is your hometown?  Where did you go to school?
Bastrop, Texas; The University of Texas at Austin, Bachelor of Science Mechanical Engineering 1996

What do you like to do in your free time? Hobbies?
Playing with my two girls, 7 & 4; Riding/racing dirt bikes, water skiing, golf and hunting.
  
What prompted you to join SMPS Austin? 
Tasked with growing our core business into new geographical markets, SMPS made logical sense as a way to network and meet professionals in the A/E/C community and do it in an extremely fun and learning atmosphere.

New Member Spotlight: Todd Bonner

Todd Bonner
EN Inc.

Where do you work and what’s your position? Brief Description of company.
I currently work as the Marketing Manager at EN Incorporated, where we provide MEP (Mechanical, Electrical, Plumbing) consulting engineering services to owners and architects.  EN has been specializing in Multifamily and Mixed Use MEP project design since 1994.

Where is your hometown?  Where did you go to school?
I grew up in Washington State and graduated from Kelso High School (Kelso, Washington) in 1993.  I am close to graduating from the University of Phoenix (Austin Campus) with my Bachelor’s degree in Business Management.

What do you like to do in your free time? Hobbies?
Oddly enough, I truly enjoy reading about many topics related to marketing in my free time.  Marketing gets my brain spinning and my blood pumping, especially that huge and wide open frontier of social media and online marketing in general.

Aside from marketing, I love to play table tennis (I could literally play for hours at a time) and tennis.
  
What prompted you to join SMPS Austin? 
I was first exposed to SMPS Austin just a few months ago and immediately saw the potential value of establishing connections within the group to expand my career knowledge and opportunities and share what I have learned with others.  I hope to meet many good folks as an SMPS member and bring value to the group.

New Member Spotlight: Jennifer M. Finch

Jennifer M. Finch
Kiewit Building Group Inc.

Where do you work and what’s your position? Brief Description of company.
I am the Marketing Coordinator at Kiewit Building Group Inc. Kiewit Building Group provides the commitment to service of a local contractor backed by the resources of Kiewit Corporation, one of Engineering News-Record’s top-five ranked national contractors. 
Where is your hometown?  Where did you go to school?
Hometown: Lake Jackson, Texas

School: Texas A&M University – Bachelor of Environmental Design (2006)
Texas A&M University – Master of Science Marketing (2011)

What do you like to do in your free time? Hobbies?
Tailgating Aggie football, running 5K's, event planning
  
What prompted you to join SMPS Austin? 
To network, make business relationships and stay on top of opportunities within the local Austin A/E/C industry

New Member Spotlight: Jennifer C. Salladay


Jennifer C. Salladay
K Friese & Associates

Where do you work and what’s your position? Brief Description of company.
I work as a Marketing Manager with K Friese & Associates. K Friese offers civil engineering services to public agency clients with a special emphasis on water/wastewater, transportation, drainage, aviation and water supply projects. Founded in 2003, K Friese is registered as a Woman Owned Business Enterprise (WBE) with the City of Austin and Disadvantaged Business Enterprise (DBE) with the state of Texas.

Where is your hometown?  Where did you go to school?
I grew up in The Woodlands, Texas and got to Austin just as quickly as I could. I attended Baylor University, where I earned my BBA in Marketing, and then attended The University of Texas at Austin to achieve a Master of Arts in Advertising.

What do you like to do in your free time? Hobbies?
I have too many hobbies and creative outlets for the little time I have. I own a business on the side with my husband offering marketing design, corporate video production, and wedding videography services, and when I’m not doing that, I can be found sewing up a storm or playing baritone saxophone in a band. I’m also in the process of starting another company on Etsy crafting bridal accessories and event décor. I’m a busy girl who thinks hobbies are the spice of life and a source of great inspiration.
  
What prompted you to join SMPS Austin? 
After taking off a year to pursue technology marketing, I’m returning to my profession in the A/E/C space and the industries / community I love. I thoroughly enjoy the networking opportunities and valuable resources available only through SMPS. Being an SMPS member keeps me more in touch with the issues affecting Austin and the opinion leaders affecting change in the city.