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
Monday, May 20, 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:
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:
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.
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
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.
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
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.
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
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
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.
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
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
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
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