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September 2017  

President's Letter

Megan HoganIt’s easy for the A/E/C industry to get bogged down by the “that’s how we’ve always done it” mentality. Sometimes owners, technical staff, and even marketing and business development professionals need to be pushed outside of our comfort zone to ensure continued success. Staying at the forefront of the latest technologies and trends is difficult in this fast paced world. However, if we don’t continually evolve, we and our firms become obsolete. SMPS gives us the opportunity to constantly better ourselves, our firms, and our industry. As the incoming board of directors gathered to plan the 2017-2018 year, we identified opportunities for our Chapter to evolve as well, while focusing on the core values of SMPS: Advocate. Educate. Connect.

We’ve already taken our first step through advocacy. The SMPS Kentucky Chapter is pleased to have joined the Kentucky Qualifications Based Selection (QBS) Coalition in support of maintaining quality based selection in a market that is trending towards price based selection – a process that often sacrifices quality for a perceived lower cost. For more information, see the “QBS in Kentucky” segment in this issue.

We will also be investigating opportunities to educate and connect our membership like never before. Through strategic partnerships and collaborations with other organizations, we hope to bring new and exciting programs to our members that appeal to professionals at all levels and provide opportunities to expand our network beyond the Commonwealth. Our September Class: Engage the Brain – Triggering the Buy, is a great example of this effort. Featured at the 2017 SMPS Heartland Regional Conference hosted in Pittsburgh, Revenue Path Group CEO Bryan Gray will explain the benefits of “NeuroSelling”, and how your prospect’s brain scientifically makes a buying decision. If that’s not future thinking, I don’t know what is!

I know taking on new things can be scary, such as taking the helm as President of this amazing Chapter. But as we journey through this next year, I ask each of you to be open to new ideas, use thoughtful and creative thinking, and support the evolution of our industry and our Chapter.

Megan Hogan [Bell Engineering], SMPS President 2017-18

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SMPS Class

SMPS ClassEngage the Brain
September 19, 2017

During this dynamic session, you will learn how your prospect's brain scientifically makes a buying decision and how to craft brain friendly messages, making your offer easier to understand and digest, which leads to faster and more efficient decisions... in your favor!

SPEAKER BIO
Revenue Path Group (RPG) CEO Bryan Gray has the unique ability to apply the big thinking necessary to help leaders steer their organizations through times of velocity and uncertainty. Having previously led two businesses to the Inc. 500 list of fastest-growing companies, Bryan's group is well positioned to understand today's highly competitive arena and help companies activate their prospects to make better and faster decisions.

RPG integrates the latest applications in brain science with their proprietary persuasion-based messaging model and creative solutions to help organizations leverage their Convincing Advantages™ to drive superior results.

During Bryan's session, you will learn where today's revenue growth traps lie and how to gain advantage over both your competition and indecision. You will learn proven tactics, strategies, and approaches to high-impact, effective sales. Learn to keep the customers you have and attract the ones you want.

AGENDA
9:45 - 10:15 am: Registration & Networking
10:15 - 10:30 am: Welcome & Introduction
10:30 - 11:45 am: Presentation and Q&A
11:45 - 12:00 pm: Closing Announcements

LOCATION
Farish Theater

Lexington Public Library, Central Library
140 East Main Street
Lexington, KY 40507
[Map]

Click here to register!

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Announcements

Lunch and LearnSMPS Kentucky Lunchtime Learning Lab Webinar
Wednesday, September 20, 2017
Noon to 1:00 PM

Don't miss the opportunity to hear SMPS Kentucky's very own Carrie Slack's live international webinar! Graphic design is not one of the first things you think about if you work in the A/E/C industry, nor is it likely something that you have been trained to do. However, as a marketing professional, we all want the best materials to sell our services, communicate with our clients, and win more work. It is often true that graphic design is overlooked in this industry and greatly underutilized. That is not to say it doesn't have a significant degree of importance, though, especially as it applies to client communication. There are many elements of design proven to be beneficial in the A/E/C industry.

In this program, we will discuss typography, basic page layouts that direct the reader, electronic file types, color theory, and profile uses. We will take a quick look at the Adobe CC program updates, and you will be provided resources for video trianing and keyboard shortcuts.

Carrie SlackAbout the Instructor
Carrie Slack is a Journalism Graduate with a B.S. in Information Graphics/Mass Communications and a Fine Arts minor from Ball State University. She has developed her marketing and business skills over the course of her 20-year career, working 10 years for A/E firms and 10 years owning her own marketing and graphic design business. Carrie has a passion for marketing, design, art, and photography and brings that to life in her work. Currently, she is a Marketing Manager for K. Norman Berry Associates Architects in Louisville, Kentucky and is a board member of the SMPS Kentucky Chapter.

Two Locations:

LOUISVILLE
Henderson Services
4502 Poplar Level Rd
Louisville, KY 40213

[Map]

LEXINGTON
LYNN Imaging
328 Old Vine Street
Lexington, KY 40507
[Map]

Price: $13 (Includes Lunch from Panera)

Click here to register!

 


Race for the Cure with Amanda's Army of Angels

Join Amanda's Army of Angels on Saturday, October 21st, as we run or walk to beat breast cancer! Click here to register!

Amanda's Army of Angels


Crafts for a Cause
Crafts for a Cause

Join SMPS Kentucky as we raise money to beat breast cancer and network with A/E/C’s finest!

WHERE:
Lexington, Kentucky (location details will be announced at our September / October programs and on www.SMPSKentucky.org)

WHEN:
Thursday, October 19th from 4:30pm – 6:30pm

WHY:
To support our fellow SMPS member and two-time breast cancer survivor, Amanda Schoonover, while networking with friends!

* Purchase tickets at the event for a chance to win a gift basket worth more than $500! Can’t attend the event, click here to make a direct donation and help fight breast cancer.


 

Well Workshop Kentucky

Join the USGBC Kentucky for their first ever all-day WELL Workshop at Harshaw Trane on Friday, September 15.

The WELL Building Standard (WELL) is a performance-based system for measuring, certifying, and monitoring features of buildings that impact human health and well-being through air, water, nourishment, light, fitness, comfort, and mind. The full-day workshop is designed to introduce the intent, development, key elements, and requirements of the WELL Building Standard. Additionally, participants will hear from the project team for Kentucky's FIRST WELL Project, The Institute for Healthy Air, Water, and Soil. Also discussed will be the connections between the WELL Building Standard and LEED.

Cost*
USGBC Member Rate ($40)
Non-Member Rate ($50)
* Both ticket types include all sessions and lunch, plus six hours of Continuing Education.

Reserve your ticket by visiting https://usgbcky-wellworkshop.eventbrite.com

Event Sponsors
Ross Tarrant Architects
Institute for Health Air, Water, and Soil
CMTA Consulting Engineers
Harshaw Trane


2017-18 SMPS Kentucky Sponsorship Opportunities

Sponsorship packages will be made available soon. Please be on the lookout for an email later this month regarding sponsorship opportunities!

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Articles

QBS in Kentucky

Chartered by the American Council of Engineering Companies of Kentucky, the American Institute of Architects of Kentucky, and the Kentucky Society of Professional Engineers, the Kentucky Qualifications Based Selection (QBS) Coalition is working to educate Owners around the Commonwealth on the importance and value in selecting professional services based upon qualifications and good design rather than price.

“The public interest is best served when architects, engineers, and related professional technical consultants are selected for projects through qualifications based selection (QBS) procedures. Basing selections on qualifications protects public safety, encourages creativity and flexibility, improves delivery of services, increases value, and minimizes the potential for disputes and litigation.”

In addition to the organizations listed above, the American Society of Landscape Architects of Kentucky and SMPS Kentucky are proud to support this effort. For more information regarding this effort or to view the QBS Manual, please visit www.qbs-ky.org.

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Center Stage

Each month we highlight leadership from SMPS member firms. This month we're talking to Chris Farmer, Senior Principal Engineer at Bacon Farmer Workman Engineering & Testing, Inc.

Nick Morgan STWChris Farmer, Senior Principal Engineer
Bacon Farmer Worman

Do you have any pets? If so, what are their names?
I have a seven-year-old miniature Australian Shepherd named Bella.

What’s the most interesting thing about you that we probably wouldn’t guess or know? 
I am a photography enthusiast and love taking landscape, wildlife, and portrait photographs.

Why landscape architecture? What inspired you to pursue this career?
My father was a machinist in an aluminum diecast company and I would accompany him occasionally to work during the summer. I was fascinated with the math and problem solving that went into the diecast process. Later in high school, I was offered a summer job on a survey crew in a small civil engineering firm and I was hooked.

The whole process of research, field work, mathematics, and drawing creation was very  intriguing to me. As I learned more of the engineering field, I knew that Civil Engineering was the very avenue that would allow me to use problem solving skills, mathematics, and technology in a very honorable and satisfying career.

How has the profession changed since you started? How do you see the field changing over the next ten years?
As many have stated before, my first answer is quite simply: Technology. The amount of engineering analysis that can be conducted on a PC is incredible. In addition, the number of electronic tools available and their connectivity such as 3D scanners, mobile programs, and Cloud technology has allowed engineering firms to do a lot more with less manpower.

However, in my years as an engineer, I personally believe the biggest change in the industry is the current public view of our services as a commodity instead of a professional service. It appears that as a profession we have helped to perpetuate this belief through the increasing aggressive bidding processes and low-bidder mentality. I believe that our profession has suffered in the process.

In the future, technology in engineering will provide us more and more data to analyze; however, I am not sure that increasing amounts of data will provide the same increase in solutions. I believe that, given the current state of infrastructure, the role of Public/Private Partnerships will be on the increase.

What advice do you have for aspiring engineers?
Strive to be a "well-rounded" person instead of just being tech savvy. It's evident that today's youth are into technology, especially aspiring engineers. However, engineering is so much more than the latest new tech. Allow yourself opportunities to grow in other personal aspects in addition to just technical skills. Learn to communicate properly with people by improving interpersonal, telephone, and writing skills. Many engineers interact with the non-engineering public every day and must be able to communicate technical concepts in a clear manner with the public.

What do you believe sets Bacon Farmer Workman apart?
Our belief in utilizing the most up-to-date technologies, forming long-term client and community relationships, as well as remaining entirely accessible to both the client and/or end user. Our commitment to the community and environment we work in is the hallmark of our success. How we work starts with who we are.

How do you approach your projects?
A successful project begins with an acute awareness of our clients' needs and expectations. These needs and expectations are met through teamwork, integrity, and fairness.

What is your ultimate goal when it comes to your work?
I strive to provide the best possible engineering solutions to my clients by understanding their needs and through personal integrity and professionalism.

What is the number one challenge you face in marketing your firm?
Branding! The changing nature of branding and how we are adapting. We must build trust and relationships in the marketplace. We all can "deliver on time" and "on budget," but what draws the client like a magnet to our firm is branding.

How does membership in SMPS benefit Bacon Farmer Workman Engineering & Testing Inc.?
SMPS allows our marketing and business development personnel to stay attuned to the latest trends and developments in the A/E/C industry. Associations like SMPS are vital to the continued success not only of the individual employee, but the firm as well.

Is there anything we have not covered that you would like to tell us about yourself or Bacon Farmer Workman?
Thank you for allowing me to share!

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Job Postings

Marketing/Business Development
Staggs & Fisher Consulting Engineers, Inc. is seeking a part-time or full-time Marketing Professional for a Business Development position. Industry experience is preferred but not necessary. Please send resume to Wayne Thomas at wtomas@sfengineering.com.

Marketing/Proposal Coordinator
Bell Engineering is seeking a marketing/proposal coordinator to assist with marketing, proposal coordination and business development activities to support our growing firm. This full-time position reports to the Director of Marketing. To apply, please visit http://www.hkbell.com/index-4.html.

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Member News

Don't miss the opportunity to share your successes or highlight your firm's recent accomplishments! If you have new member or firm news, click here to submit and be published in our newsletter!

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Membership

Do you enjoy reading our monthly newsletter, but haven't taken the dive to become an SMPS member yet? Membership in SMPS bestows a myriad of benefits, including:

  • Networking opportunities
  • Visibility for your firm
  • Maintaining relationships with clients and prospective clients
  • Providing a pipeline for industry news
  • Continuing education programs to help you expand your skills
  • Publications like MARKENDIUM, the SMPS Body of Knowledge online, a subscription to Marketer magazine, and access to research and white papers funded by the SMPS Foundation
  • Leadership opportunities


The Kentucky Chapter of SMPS does not charge separate dues, so your membership in National SMPS includes membership in SMPS Kentucky. Membership rates are as follows:

New Member: $390 + $50 origination fee
Renew Membership or Reinstate a Previous Membership: $390
Student Member: $25
Retired Member: $30

In order to attend SMPS Kentucky programs at the member rate, only one representative per firm needs to be a member on the National SMPS level.

So are you ready to take the plunge? Click here to join!

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Mark Your Calendar!

September 15 | 8am to 5pm | WELL Workshop at Harshaw Trane. Click here for more information and to reserve your ticket.

September 19 | 9am to Noon | SMPS KY Class: NeuroSelling with Bryan Gray. During this dynamic session, you will learn how your prospect's brain scientifically makes a buying decision; how to craft brain friendly messages; and how making your offer easier to understand and digest can lead to faster and more efficient decisions... in your favor. Lexington, KY. Click here for more information and to register!

September 20 | Noon to 1pm | SMPS Lunchtime Learning Webinar with SMPS Kentucky's Carrie Slack: Graphic Design Basics for the A/E/C Professional. Two Locations: Lexington and Louisville. Panera Lunch is included in the cost. Click here to register!

October 19 | 4:30 - 6:30pm | Crafts for a Cause! Support our fellow SMPS Kentucky member and two-time breast cancer survivor, Amanda Schoonover, while networking with friends! Location details forthcoming, so check the SMPS website for updates.

October 21 | 7:30am breakfast, 9:00am race | Join Amanda's Army of Angels Komen Race for the Cure team! Park at Lynn Imaging's back lot the morning of the race and enjoy a light continental breakfast inside. Then proceed as a team to the starting line for the 2017 Susan G. Komen Race for the Cure which begins at 9:00am. Registration information will be available on the SMPS Kentucky website soon!

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CPSM Corner

CPSMTake your marketing career to the next level!
The Society for Marketing Professional Services (SMPS) offers a credential that recognizes your achieved marketing expertise, the Certified Professional Services Marketer (CPSM).

The CPSM credential is a voluntary certification designed to elevate the professional standards in marketing and influence the future of this vital field. Furthermore, the CPSM designation serves as a mark of distinction for professional services marketers and business developers, raising their standing with their employers, peers, and the public. SMPS Kentucky even has a reimbursement program for members that take and pass the CPSM Exam. We will reimburse the testing fee for up to two members each year that successfully pass the exam. It's first come, first served, so what are you waiting for?! Click here for more information.

Are you ready to take the CPSM exam? Every month we're going to let you test the waters with a sample question. Here you go!

Q: Which of the following is an example of quantitative research? 
A)   A business publication conducting surveys to determine growth potential of a project delivery method.
B)   A firm conducting a focus group to determine their clients perception of the firm s services.
C)   A business development professional meeting with a prospective client to determine when an RFP will be issued.
D)   A marketing professional calling government agencies to determine funding availability for a municipal project.

Find the answer below the SMPS contact information toward the end of the newsletter.

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List of Officers

President
Megan Hogan [Bell Engineering]

President-Elect
Dwayne Rice [Henderson Services]

Treasurer
Jamie Draper [CMTA, Inc.]

Secretary
Ashley Gibson [Vaughn & Melton]

Click here for a complete list of officers and their contact information.

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Contact Us

SMPS of Kentucky
P.O. Box 910833
Lexington, KY 40591
www.smpskentucky.org

CPSM Sample Question Answer: A

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