Our Mission: To be the premier source for education, information and
resources in marketing professional services for the built and natural
environment.
-
establish methodologies for collecting and
evaluating information, from within the firm and
from external sources, on potential teaming and
business opportunities
-
monitor social, demographic, cultural, and economic
trends for broad-based marketing and business
implications
-
monitor legislative and/or regulatory activities
that could affect the need for services
-
monitor sources of industry-related market
information
-
develop and maintain a network of corporate,
industry, government, municipal, and community
contacts to keep abreast of industry, client, and
competitor activity
-
design, implement, and/or evaluate research studies
of markets, competitors, and/or client prospects
-
analyze research data related to past, current, and
prospective markets and relevant corporate
experience
-
participate in the firm’s strategic planning
-
select target markets based on research results
-
create a marketing plan, including specific goals,
objectives, strategies, action plans, and schedules
for each target market
-
manage implementation of the firm’s marketing plan
-
evaluate and report progress in implementing a
marketing plan and revise goals, objectives, and
priorities as appropriate
-
create a marketing budget
-
manage a marketing budget
-
create business development guidelines and
strategies for pursuing clients or projects
-
screen or pre-qualify client or project leads from
market research, referrals, contacts, cold calls,
and other sources to establish new client
relationships and to ascertain project
opportunities, interest/appropriateness, and
requirements of follow-up calls
-
develop, implement, and monitor contact management
process
-
initiate and maintain ongoing contact with
prospective clients to build a professional
relationship and project opportunities
-
initiate, follow up, and maintain contact with
current and past clients to track client
satisfaction and initiate corrective action, if
needed
-
RFQ/RFP criteria and decision/selection process
-
fee pricing/budgeting
-
federal, state, and local laws and regulations
-
federal, state, and local forms and guidelines
-
architectural and engineering terminology
-
scheduling and tracking systems for individual
proposal elements and status
graphic design and production
-
resources and products for SOQ/proposal production,
including printing and binding
desktop publishing software
-
managing activities of specialized consultants
presentation software
-
visual aids for use in presentations
-
procedures for a post-presentation or post-contract
award debriefing
-
conduct/participate in an RFQ/RFP review and/or
strategy session to analyze a potential client in
terms of target market, project size, probability of
selection, and timing in order to recommend a go/no
go decision
-
develop strategies to produce SOQs/proposals
-
manage the preparation and draft the content of
proposals, SOQs, letters of interest, and responses
to inquiries
-
produce SOQs/proposals, including typing, editing,
graphics, reproduction, binding, and mailing, to
ensure that all RFQ/RFP criteria are met
-
develop a presentation strategy, structure, and
style and assist in selecting a presentation team
-
prepare or assemble written and visual information
for presentations
-
coordinate/coach presentation rehearsals
-
conduct a post-presentation follow-up internally and
with the prospective client
-
conduct post-award debriefings with prospects
regardless of outcome and revise business
development and SOQ/proposal strategies as
appropriate
-
perform contract negotiations, including preparation
of draft, negotiations, and execution of contract
-
interpreting the results of client perception
surveys and image studies
-
communicating the firm’s image and objectives
-
procedures to evaluate the effectiveness of
promotional activity
-
advertising media
-
business/social etiquette and protocol
-
trade show event management
-
industry/media/civic events
-
technical and journalistic publication writing
techniques
-
sources for a press list
-
format and content of promotional publications
-
tailoring promotional materials to a target audience
-
graphic design
-
printing
-
copyright laws and authorized use of visuals
-
web page design
-
information delivery methods
-
slide production requirements and costs
-
production and use of photography
-
techniques to qualify, interview, and select vendors
and consultants
-
awards programs, submission guidelines, and
deadlines
-
special events planning
-
develop image and corporate identity
-
manage promotional program expenditures to ensure
consistency with the budget
-
develop an advertising plan to support the firm’s
marketing program objectives
-
develop corporate entertainment strategies to ensure
maximum exposure
-
represent the firm at media events, civic and
professional group meetings, client industry trade
associations, and community and industry activities
to enhance the image of the company
-
write press releases, journal articles, and/or
newsletters to generate publicity for the firm
-
create written/print promotional materials
consistent with an overall marketing and business
plan and update on a regular basis; create
electronic promotional materials consistent with the
overall marketing and business plan and update on a
regular basis
-
create slide shows for presentations
-
coordinate finished project photography
-
select, manage, and direct the activities of
specialized consultants
-
prepare and coordinate awards competition entries
-
coordinate firm special events
-
management and motivational techniques
-
record management systems for project, personnel,
consultant, proposal, and/or visual information
-
computerized database management systems
-
staff training techniques
-
individual and group dynamics
-
leadership and team-building principles
-
evaluation techniques for design/production
efficiency and quality control
-
promoting and rewarding high-quality team
performance and effective client service
-
techniques for resource management and costs/benefit
analysis
-
manage/supervise the activities of marketing and
support staff
-
coordinate marketing efforts and provide a
communication link across departments, disciplines,
and/or branch offices
-
develop and maintain systems to extract, categorize,
and retrieve information related to consultants,
personnel, projects, prior proposals, boilerplate,
visuals, mailing lists, and promotional items
-
develop and maintain an internal communications
program to facilitate information sharing within the
firm; inform and involve the principals and
technical staff regarding marketing efforts
-
conduct marketing-related workshops/training for the
principals and technical staff
-
attend professional development activities
-
monitor information, resource, and organizational
expenditures to ensure consistency with budget
-
recruit and keep star performers
-
build high-performance teams linked to key client
groups
-
refine the design/production process to improve
efficiency and quality control
