Recap of Principals Roundtable on Ownership Transition

Options and Viewpoints Fuel Principals Discussion on AEC Firm Ownership Transition

Six­teen prin­ci­pals rep­re­sent­ing var­i­ous AEC firms from around San Diego Coun­ty shared options, opin­ions, and expe­ri­ences relat­ed to past, cur­rent and upcom­ing AEC firm-own­er­ship tran­si­tions. NV5 host­ed and spon­sored Prin­ci­pals Round­table #3 for the Soci­ety for Mar­ket­ing Pro­fes­sion­al Ser­vices (SMPS) San Diego.

The infor­ma­tive and some­times eye-open­ing ses­sion offered view­points from both sea­soned prin­ci­pals look­ing to retire in the future and a new­er gen­er­a­tion of own­ers that recent­ly rose to the helm.

Beth Bate­man, Prin­ci­pals Round­table Facil­i­ta­tor, opened the meet­ing, shar­ing resources regard­ing the rea­sons for and the best time to plan for own­er­ship tran­si­tion. Var­i­ous tran­si­tion options, such as inter­nal or exter­nal younger staff mem­bers buy­ing-in, struc­tur­ing an employ­ee-own­er­ship plan (ESOP), and merg­ers and acqui­si­tions (M&A) were all on the table.

Car­men Kas­ner, Prin­ci­pal, NV5, shared lessons she learned through­out her career where­in she has expe­ri­enced sev­er­al own­er­ship tran­si­tions, includ­ing NV5’s ongo­ing hybrid involv­ing both organ­ic lead­er­ship devel­op­ment and an active M&A strat­e­gy.

Every­one par­tic­i­pat­ed in the dynam­ic dis­cus­sion, which cov­ered a range of top­ics includ­ing best prac­tices, firm val­u­a­tion, inte­gra­tion of new staff and iden­ti­fi­ca­tion and men­tor­ship of new lead­ers. Oth­er issues includ­ed a process and timetable to relin­quish pow­er and con­trol, as well as set­ting goals, expec­ta­tions and respon­si­bil­i­ties for ris­ing lead­ers. Addi­tion­al dis­cus­sion cov­ered deter­min­ing if re-brand­ing the firm was advan­ta­geous, cre­at­ing a fair deal for both sides, and under­stand­ing gen­er­a­tional dif­fer­ences that may come into play.

Sharon Sin­gle­ton, Prin­ci­pal, KTUA Plan­ning and Land­scape Archi­tec­ture, summed it up nice­ly, com­ment­ing after the event, “The dis­cus­sion proved there are many, many options and opin­ions when it comes to fig­ur­ing out the next gen­er­a­tion for your firm. The shar­ing of ideas was tru­ly enlight­en­ing.”

The SMPS San Diego Prin­ci­pals Round­table is one of the first Prin­ci­pal-lev­el offer­ings on the Chap­ter lev­el. It is free and open to Prin­ci­pals Only with firms that have at least one SMPS mem­ber on staff. Designed by area firm prin­ci­pals, the Round­table series meets quar­ter­ly to dis­cuss firm man­age­ment issues that weren’t cov­ered in AEC col­lege-lev­el design and con­struc­tion degree pro­grams. Dif­fer­ent area firms spon­sor and host the ear­ly morn­ing event. If you are inter­est­ing in host­ing and/or attend­ing a future Prin­ci­pal Round­table or have a top­ic sug­ges­tion, please con­tact one of the Plan­ning Com­mit­tee mem­bers below or vis­it www​.smpssd​.org. The next Round­table is being planned for Feb­ru­ary 2018.

For addi­tion­al resources on lead­er­ship tran­si­tion and train­ing, vis­it the Prin­ci­pals sec­tion of www​.smps​.org.

SMPS San Diego Prin­ci­pals Round­table Plan­ning Com­mit­tee:

Co-lead­ers:

Sharon Sin­gle­ton, PLA, Prin­ci­pal, KTUA Land­scape Archi­tec­ture and Plan­ning, Sharon@kuta.com

There­sa Casey, Principal/CEO, On Tar­get Mar­ket­ing & Com­mu­ni­ca­tions, tcasey@on-target.biz

Com­mit­tee Mem­bers:

Eliz­a­beth Bate­man, Mar­ket­ing Direc­tor, SMR-ISD Con­sult­ing Struc­tur­al Engi­neers, Elizabeth@smr-eng.com

Kamala Kures­man, Cor­po­rate Mar­ket­ing Direc­tor, NV5, kamala.kuresman@nv5.com

Karen Tour­naire, Direc­tor of Mar­ket­ing, Sill­man Wright Archi­tects, karen@sillmanwright.com

By There­sa M. Casey, FSMPS, CPSM, SMPS San Diego Chap­ter Cham­pi­on and Prin­ci­pals Round­table Co-leader, Principal/CEO, On Tar­get Mar­ket­ing & Com­mu­ni­ca­tions

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Welcome Letter from Nicole Apel, the New SMPS San Diego Chapter President!

Nicole Apel, SMPS San Diego Chap­ter Pres­i­dent 2017–2018

Hel­lo SMPS San Diego mem­bers and friends!

I am hon­ored to serve as your chap­ter Pres­i­dent for the 2017–2018 fis­cal year. I’m look­ing for­ward to see­ing all of you at the many great events we have planned, includ­ing our first lun­cheon, held joint­ly with Design-Build Insti­tute of Amer­i­ca (DBIA),  on Sep­tem­ber 14. Info here!

I am pleased to announce two big pieces of news for the upcom­ing year: first, Build Busi­ness, the SMPS nation­al con­fer­ence, is com­ing to San Diego August 15 through 17, 2018! We are excit­ed to be the host chap­ter and show off America’s finest city. I haven’t been to a nation­al con­fer­ence since 2006 in Los Ange­les, so I’m curi­ous about all the new fea­tures like MAX talks (sim­i­lar to a TED Talk) and the Dig­i­tal Skills Lab. The call for speak­ers is out now, so feel free to spread the work, if you know of any­one who has some­thing inter­est­ing to present. We’re hop­ing to get San Diego local and chap­ter favorite, Jen­ni Prisk, to the con­fer­ence to share one of her fun­ny and poignant pre­sen­ta­tions with the rest of the coun­try.

The sec­ond piece of big news is the revamp­ing of our chap­ter web­site, smpssd​.org. David Lecours of Lecours­De­sign, will be work­ing with our Com­mu­ni­ca­tions Com­mit­tee Co-Chairs to pro­vide us with a mod­ern look that is eas­i­er to nav­i­gate. We’re look­ing for­ward to a forth­com­ing launch in Jan­u­ary 2018.

Last­ly, I want all of you to know I have an “open door” pol­i­cy for mem­bers and non-mem­bers alike. If you have any ques­tions or con­cerns, or you just need to be con­nect­ed to the right per­son, please feel free to call me at my office (760) 931‑7700 exten­sion 113 or email me at nicolea@odayconsultants.com.

Look­ing for­ward to a great year!

Nicole Apel

SMPS San Diego Chap­ter Pres­i­dent 2017–2018

Mar­ket­ing Coor­di­na­tor,

O’Day Con­sul­tants

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SMPS San Diego Donates $8,000 to Hope for a Cure Foundation

Hope for a Cure Foun­da­tion Board of Direc­tors (L-R) Matt Liedle, Olga Bas­ti­aan­net, Maryjo High­land, and Renae Far­ley

By Olga Bas­ti­aan­net, Asso­ciate Prin­ci­pal, Ran­dall Lamb Asso­ciates, Inc.

On August 24, 2017, SMPS San Diego’s Char­i­ty Part­ner, Hope for a Cure Foun­da­tion, received their check in the amount of $8,000 at the Mem­ber Appre­ci­a­tion end of year par­ty at Fire­side Patio, locat­ed in Lib­er­ty Sta­tion. The check rep­re­sent­ed par­tial pro­ceeds from SMPS San Diego’s very suc­cess­ful Golf Tour­na­ment that took place in June.

Hope for a Cure Foun­da­tion (HFAC) is a small, local orga­ni­za­tion whose mis­sion is to pas­sion­ate­ly advo­cate for San Diego area researchers/physicians who need extra equip­ment to ade­quate­ly con­duct their can­cer research. Since 2004, they have donat­ed over 17 pieces of state-of-the-art equip­ment for influ­en­tial researchers at UCSD Med­ical Cen­ter, Salk Insti­tute, Burn­ham Insti­tute and Sid­ney Kim­mel Insti­tute, among oth­ers. HFAC pur­chas­es the equip­ment direct­ly from the man­u­fac­tur­ers.

SMPS San Diego’s 2017 dona­tion ben­e­fit­ted Dr. Jason K. Sick­lick, a physi­cian, researcher, and pro­fes­sor at UCSD Med­ical Cen­ter, who need­ed a bench­top instru­ment for his clin­i­cal lab. The “Dis­so­ci­a­tor” equip­ment sep­a­rates tis­sues into sin­gle-cell sus­pen­sions for his clin­i­cal research on gas­troin­testi­nal and liv­er can­cers. The equip­ment will ben­e­fit oth­er UCSD labs as well.

HFAC is unique in that all of the mon­ey raised goes direct­ly to the equip­ment pur­chas­es. The Board is made up of vol­un­teers who all have busy careers in var­i­ous indus­tries. SMPS San Diego is proud to sup­port such a wor­thy cause.

www​.hope​foracure​foun​da​tion​.org

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Principals Tackle Major Issues at Roundtable

By Beth Bate­man, SMPS San Diego Chap­ter Pres­i­dent, 2016–17
Mar­ket­ing Direc­tor, SMR-ISD Con­sult­ing Struc­tur­al Engi­neers

Prin­ci­pals Round­table @ PRAVA Con­struc­tion Ser­vices

What’s your CRM (Client Rela­tion­ship Man­age­ment sys­tem)?

That was the ques­tion Kamala Kures­man of NV5 posed to a group of prin­ci­pals attend­ing SMPS San Diego’s Sec­ond Prin­ci­pals Round­table last week at PRAVA Con­struc­tion Ser­vices.

The prin­ci­pals at the Round­table rep­re­sent­ed a diverse set of firms in terms of size, num­ber of office loca­tions, and ser­vices offered.  Sur­pris­ing­ly, only four of the firms said they have a CRM, with the most pop­u­lar being Del­tek Vision and Cosen­tial.  Sev­er­al prin­ci­pals said they have devel­oped their own in-house sys­tems in Word or Excel to track pro­pos­als and some mar­ket­ing and busi­ness devel­op­ment efforts, but not nec­es­sar­i­ly to use as a client rela­tion­ship tool.  The prin­ci­pals ques­tioned the val­ue of hav­ing an expen­sive CRM sys­tem because of the lengthy amount of time it takes to input data and keep it cur­rent. As a result of the dis­cus­sion, chap­ter lead­ers at the meet­ing said they will dis­cuss SMPS pro­grams for the upcom­ing year to address the pros and cons of var­i­ous CRM sys­tems cur­rent­ly on the mar­ket.

The sec­ond half of the Round­table was mod­er­at­ed by Roger Ball, Pres­i­dent and CEO of Rick Engi­neer­ing, who focused the dis­cus­sion on Cal­i­for­nia Sen­ate Bill 496.  The bill, which becomes law on Jan­u­ary 1, 2018, pro­vides some relief to design pro­fes­sion­als by bring­ing indem­ni­ty on pub­lic and pri­vate projects to more rea­son­able and insur­able lev­els.  Under cur­rent law, a design pro­fes­sion­al can end up being 100% respon­si­ble for anoth­er party’s legal fees even if that design pro­fes­sion­al did noth­ing wrong.

Prin­ci­pals Round­table @ PRAVA Con­struc­tion Ser­vices

Roger, who has worked for sev­er­al years to bring this leg­is­la­tion into law, pro­vid­ed the group with the his­to­ry of the exist­ing law and hereto­fore unsuc­cess­ful efforts to have it over­turned. There are many nuances to the new law which A/E/C pro­fes­sion­als should under­stand before sign­ing any con­tracts.

SMPS San Diego’s Prin­ci­pals Round­table was formed ear­li­er this year in response to an expressed need for A/E/C prin­ci­pals to dis­cuss mar­ket­ing and busi­ness devel­op­ment issues affect­ing their firms.  The Round­ta­bles are held four times a year at the offices of dif­fer­ent spon­sor­ing firms.  Atten­dance is lim­it­ed 12–15 prin­ci­pals who are SMPS mem­bers or have an SMPS mem­ber on staff.

The next Round­table will be held on Nov. 7. Watch the SMPS San Diego web­site and week­ly e-blasts for more infor­ma­tion about the top­ics to be dis­cussed.

 

 

 

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Mid-Term Letter from SMPS San Diego President Beth Bateman

beth-bateman

Beth Bate­man SMPS San Diego Chap­ter Pres­i­dent 2016–2017

San Diego is on the verge of a Renais­sance. How do we know? Just take a look down­town and you’ll see con­struc­tion cranes punc­tu­at­ing the sky­line, con­struc­tion fences sur­round­ing plots of land, traf­fic cones warn­ing dri­vers there’s con­struc­tion ahead, and lines of cement trucks wait­ing to pour con­crete.  And that’s just in Lit­tle Italy and down­town!

A new, revi­tal­ized Sea­port Vil­lage is on the draw­ing board, the City Coun­cil approved plans for our first Ritz Carl­ton Hotel at 7th and Mar­ket, and talk is get­ting more seri­ous about a Con­ven­tion Cen­ter expan­sion to accom­mo­date Com­ic-Con and oth­er large groups.  For the first time in many years, the City of San Diego has a strong CIP bud­get – as do San Diego Coun­ty and oth­er local munic­i­pal­i­ties. SANDAG and Cal­trans con­tin­ue to be active with infra­struc­ture projects.  K-12 bond mea­sures passed last Novem­ber, open­ing the door for an array of school projects.  And of course, there’s the Big Q – Qual­comm Sta­di­um. What will hap­pen with that? Will the emp­ty sta­di­um attract a new NFL foot­ball team to town?  Will San Diego State Uni­ver­si­ty take it over for a new com­plex with a foot­ball sta­di­um, class­room build­ings, under­grad­u­ate hous­ing, park­ing, and more?  Or maybe there will be a pro­fes­sion­al soc­cer team tak­ing over the site, or a world-class med­ical research cen­ter.  All of those options are good news for those of us in the A/E/C indus­try, because each option requires a team of A/E plan­ners to help bring those ideas to life so they can win approval from the prop­er juris­dic­tions.

The news keeps get­ting bet­ter and bet­ter because this is just the tip of the ice­berg. There are many more excit­ing projects spring­ing up through­out the region.

And what’s good for the indus­try is good for SMPS San Diego. Each seg­ment of our indus­try has its own pro­fes­sion­al asso­ci­a­tion, but where can you go to meet key peo­ple in all of those indus­try seg­ments? SMPS San Diego, of course! We have archi­tects, civ­il / struc­tur­al / mechan­i­cal / elec­tri­cal / and fire pro­tec­tion engi­neers, gen­er­al con­trac­tors, land­scape archi­tects, envi­ron­men­tal / geot­ech­ni­cal and soils engi­neers, cost esti­ma­tors, plan­ners, pro­gram man­agers, con­struc­tion man­agers, and more.  SMPS San Diego is the one place where every­one in our indus­try can get togeth­er to share ideas, build pro­fes­sion­al and per­son­al rela­tion­ships, net­work, find out about upcom­ing oppor­tu­ni­ties, and learn more about best prac­tices in mar­ket­ing and busi­ness devel­op­ment for our firms.

And the kick­er is, we all have a lot of fun while doing this! At our annu­al plan­ning meet­ing last sum­mer, the incom­ing Board of Direc­tors adopt­ed “Striv­ing for Excel­lence” as our theme.   It sums up who we are in our per­son­al lives, our busi­ness­es, and our Chap­ter – we are peo­ple who are always striv­ing to be bet­ter.

But it doesn’t stop there. We want to strive to be bet­ter and we want to do it with fun and with flair, just as we do with our pro­pos­als, SOQs, and pre­sen­ta­tions. There are many images which reflect the spe­cial city that we are, but we’ve cho­sen only one to incor­po­rate into our mes­sage this year.  Com­ic-Con.

That’s right. Com­ic-Con.  Already we have seen the emer­gence of some Super Heroes as our Board of Direc­tors and their com­mit­tees unleashed their Super Pow­ers over the past six months to bring you the best, “can’t-be-missed” lun­cheon pro­grams, edu­ca­tion­al work­shops, Lever­age Your Bev­er­age events, and oth­er net­work­ing oppor­tu­ni­ties.

Our Super Heroes have an even more excit­ing agen­da for the next six months. Here are just a few of the pro­grams we have lined up for you:

March 23: Lever­age Your Bev­er­age:  Net­work­ing after work at Quart­yard San Diego in the East Vil­lage.

Date TBD: Prin­ci­pals’ Break­fast Round­table:  A series of break­fasts designed for A/E/C prin­ci­pals from a broad cross-sec­tion of the indus­try to dis­cuss mar­ket­ing and busi­ness issues fac­ing their firms.

April 19: Lun­cheon pro­gram: “Cool Streets” fea­tur­ing retail wiz­ard Gar­rick Brown on the design of shop­ping malls in the future.

May 17: Lun­cheon pro­gram:  The Fed­er­al Mar­ket, fea­tur­ing speak­ers from NAVFAC South­west, the L.A. Corps of Engi­neers, and the Depart­ment of Vet­er­an Affairs.

June 2:  SMPS San Diego Annu­al Char­i­ty Golf Tour­na­ment:  An oppor­tu­ni­ty to boo­gie down with SMPS San Diego for a groovy round of golf at the Vine­yards Golf Course in Escon­di­do – an event not to be missed!

June TBD: Bark-itec­ture:  SMPS San Diego teams up with AIA San Diego for the Sec­ond Annu­al Dog-House Design Com­pe­ti­tion – woof, woof – who let the dogs out?

July 19: Lun­cheon Event:  Our favorite pub­lic speak­ing coach and men­tor, Jen­ni Prisk, shares tips and tech­niques for mak­ing win­ning pre­sen­ta­tions to our clients.

Aug. 24: SMPS San Diego Mar­ket­ing and Com­mu­ni­ca­tions Awards Gala Event:  Par­ty like Rock Stars at San Diego’s  Main Library down­town to cel­e­brate the win­ners of our Bien­ni­al Mar­ket­ing and Com­mu­ni­ca­tions Awards com­pe­ti­tion.

So join the fun. If you are not a mem­ber, sign up right away – many of our pro­grams are for mem­bers only.  If you are a mem­ber – sign up for a com­mit­tee to help out.  Let us know if you want to be con­sid­ered for the Board of Direc­tors – selec­tions will be made in July.

And that’s not all folks – there’s much more com­ing up over the next 6 months and beyond. So join in and have some fun. Stay tuned for updates on our web­site, our week­ly eblast, Face­book, and Twit­ter.

It is tru­ly an hon­or to serve as your pres­i­dent dur­ing these excit­ing times!

 

Warm regards,

 

Beth Bate­man

SMPS San Diego Chap­ter Pres­i­dent 2016–2017

Mar­ket­ing Direc­tor,

SMR-ISD Con­sult­ing Struc­tur­al Engi­neers, Inc.

Please con­tact me: Elizabeth@smr-eng.com

 

 

 

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The Future Ain’t What It Used to Be

By Peter J. Kien­le, FSMPS, CPSM, MBA, and Judy Kien­le, MPH, CPSM, Kien­le Com­mu­ni­ca­tions; and Sean Omitt, MBA, Naval Infor­ma­tion Forces Com­mand

The Jour­nal of Mar­ket­ing Pro­fes­sion­al Ser­vices — Mar­keter — Vol­ume 35, Issue 4

Recent­ly, we were asked to talk about busi­ness devel­op­ment aspart of a pan­el of A/E/C mar­ket­ing pro­fes­sion­als con­duct­ing an exec­u­tive train­ing pro­gram for SMPS North­east Ohio. With that charge, we decid­ed to poll some of the top A/E/C mar­keters and busi­ness devel­op­ers in the coun­try about the future of busi­ness devel­op­ment. We sent 20 mar­keters this ques­tion, “Give me your opin­ion. What are the three biggest busi­ness devel­op­ment chal­lenges fac­ing A/E/C firms today?” We received 15 respons­es from SMPS Fel­lows, SMPS past-pres­i­dents, SMPS Busi­ness Devel­op­ment Insti­tute (BDI) pre­sen­ters, and senior mar­keters— total­ing more than 450 years of indus­try expe­ri­ence. The infor­ma­tion was price­less. With all the changes in our indus­try over the past 10 years, we think the most notable is prob­a­bly that A/E/C principals/firm lead­ers can no longer make enough rain to main­tain and grow their busi­ness­es them­sleves. Sean Omitt worked with us to dis­till and sum­ma­rize the infor­ma­tion col­lect­ed. The major themes and obser­va­tions were con­sis­tent across the board. In no par­tic­u­lar order, the infor­ma­tion fell into three major group­ings: Differentiation/brand Focus and com­mit­ment Busi­ness devel­op­ment train­ing Differentiation/brand. Accord­ing to Busi​ness​Dic​tionary​.com, dif­fer­en­ti­a­tion is “the result of efforts to make a prod­uct (or ser­vice) or brand stand out as a provider of unique val­ue to cus­tomers in com­par­i­son with its com­peti­tors.” As Ran­dle Pol­lock, FSMPS, suc­cinct­ly put it, dif­fer­en­ti­a­tion is “… stand­ing out from the crowd.” Most firms’ busi­ness devel­op­ment efforts cen­ter around the telling of features—we have this, we do that, we know that. A prospect wants to know more and under­stand how it will ben­e­fit from hir­ing you over the com­pe­ti­tion. Some firms do not even rec­og­nize com­pe­ti­tion, believ­ing instead that no one com­petes with them. If all firms are sim­ply tout­ing fea­tures, the clients see no real dif­fer­ence. Accord­ing to Robert G. Trout, CPSM, “Clients are treat­ing design ser­vices as a com­mod­i­ty, to be pur­chased on price, regard­less of dis­crim­i­na­tors and val­ue that can be brought to a project.” As an indus­try, we have not gone deep enough to artic­u­late and pro­vide dis­crim­i­na­tors on why our firm is bet­ter than anoth­er. In short, we have cre­at­ed this sit­u­a­tion and con­tin­ue to sup­port it. The Amer­i­can Mar­ket­ing Asso­ci­a­tion defines brand as, “A name, term, design, sym­bol, or oth­er fea­ture that iden­ti­fies one seller’s goods or ser­vices as dis­tinct from oth­er sell­ers.” With­out dis­crim­i­na­tors, a brand is prac­ti­cal­ly impos­si­ble to devel­op. Focus and com­mit­ment. Most sell­er­do­ers have a goal of sched­ul­ing 10 per­cent or more of their time for busi­ness devel­op­ment activ­i­ties. In our expe­ri­ence, very few firms reach this goal. The most often cit­ed rea­son is that they are too busy with projects. Michael T. Buell, FSMPS, CPSM, offered anoth­er rea­son, “…it is often just gen­er­al com­pla­cen­cy.”

SMPS

SMPS Lun­cheon

Keep­ing up with sell­er-doer respon­si­bil­i­ties is a mat­ter of pri­or­i­ty. Nan­cy Usrey, FSMPS, CPSM, com­ment­ed, “One of the biggest busi­ness devel­op­ment chal­lenges is sus­tain­ing the effort, includ­ing rela­tion­ship devel­op­ment, dis­cov­ery, posi­tion­ing, influ­enc­ing project def­i­n­i­tion, and pro­cure­ment process­es.” R. Tim Bar­rick, FSMPS, once spent four years of con­tin­u­ous effort with a client in North Car­oli­na before his firm was award­ed its first project. In the case of busi­ness devel­op­ment, patience and per­sis­tence is required. Car­la D. Thomp­son, FSMPS, CPSM, remarked, “The phone will not call your con­tacts on its own. You have to make busi­ness devel­op­ment and reach­ing out to clients and prospects an inten­tion­al part of each week.” Many tech­ni­cal pro­fes­sion­als start sweat­ing when they have to call some­one they do not know. As mar­keters, we can help make it a warm call by tee­ing them up. Then the call becomes less daunt­ing. Busi­ness devel­op­ment train­ing. When we’ve asked archi­tects and engi­neers if they had any mar­ket­ing or sales train­ing in col­lege, almost 100 per­cent say no. One engi­neer­ing prin­ci­pal said the class sched­ule require­ments would not per­mit it. Even if sched­ules per­mit­ted it, we doubt many would have tak­en these cours­es as we often hear, “I did not go to engi­neer­ing school to be a sales­man.” Times have changed. Lit­tle did they know they would need to sell. Scott D. Butch­er, FSMPS, CPSM, said, “We rely on the sell­er-doer mod­el, but don’t pro­vide ade­quate sales train­ing to tech­ni­cal staff with busi­ness devel­op­ment respon­si­bil­i­ties.” Most tech­ni­cal pro­fes­sion­als think sell­ing is telling, where­as mar­keters know sell­ing is lis­ten­ing and then work­ing to meet your prospects’ wants and needs. Busi­ness devel­op­ment best-prac­tices resources are abun­dant. As tech­ni­cal pro­fes­sion­als learn, under­stand, and imple­ment busi­ness devel­op­ment best prac­tices, they build con­fi­dence and steadi­ly improve their rain­mak­ing abil­i­ties. If you have a well-trained busi­ness devel­op­ment pro­fes­sion­al in-house who has a suc­cess­ful sales pro­gram and knows how to train, he or she can do the train­ing for your firm. If you don’t have the in-house resources, hire an expe­ri­enced A/E/C busi­ness devel­op­ment pro­fes­sion­al for train­ing. Since “the future ain’t what it used to be,” be proac­tive and invest the nec­es­sary resources to com­mit to these lessons learned. The pay­off for this invest­ment is in stay­ing ahead of your com­pe­ti­tion and win­ning more work.

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October 19th Luncheon Recap: Architecture in San Diego

by Aman­da Eva Jun­gles, Mar­ket­ing Coor­di­na­tor, Delaw­ie

(L-R) Eric Naslund, FAIA of Stu­dio E, Frank Ter­nasky, AIA, LEED AP of Delaw­ie, Ben Dal­ton, AIA of Miller Hull, Jonathan Segal, FAIA, and mod­er­a­tor Mar­vin J. Malecha, FAIA, Pres­i­dent of the NewSchool of Archi­tec­ture and Design.

On Octo­ber 19th, a pan­el of renowned local San Diego archi­tects dis­cussed the trends shap­ing America’s Finest City. Mod­er­at­ed by Mar­vin Malecha, FAIA, Pres­i­dent of the NewSchool of Archi­tec­ture and Design, the pan­elists led the audi­ence of SMPS San Diego Chap­ter mem­bers through brief pre­sen­ta­tions, all of which har­mo­nized on cen­tral themes of com­mu­ni­ty, authen­tic­i­ty and regen­er­a­tion.

The rela­tion­ship between thought lead­ers and var­i­ous voic­es in the com­mu­ni­ty struck a chord with a few pan­elists, as many of them design high­ly vis­i­ble struc­tures that are sub­ject­ed to pub­lic scruti­ny by var­i­ous com­mu­ni­ty review boards and advo­ca­cy groups. This process may inad­ver­tent­ly dimin­ish a design’s authen­tic­i­ty through repeat­ed requests for revi­sions from cit­i­zens who may lack pro­fes­sion­al archi­tec­tur­al cre­den­tials, ulti­mate­ly frus­trat­ing archi­tects pur­su­ing these project types.

SMPS

The pan­elists not­ed that as archi­tects and ulti­mate­ly as stew­ards of the built envi­ron­ment, they should be more authen­ti­cal­ly engaged in the design process, through hon­esty and sim­plic­i­ty.  Malecha believes authen­tic­i­ty should be para­mount, from the way a build­ing inter­acts with its users, to the way it is embraced by the com­mu­ni­ty. The struc­tures that archi­tects design become long­stand­ing and con­tribut­ing land­marks and should be designed as a nod to the val­ues the com­mu­ni­ty mem­bers embrace. The architect’s ulti­mate grat­i­fi­ca­tion lies in see­ing how peo­ple become trans­formed as the build­ing takes shape—from the first pour of the building’s foun­da­tion to the first glimpse of the building’s fea­tures lit at night.

Con­tin­u­ing the dis­cus­sion, Malecha polite­ly request­ed that archi­tects think more about repur­pos­ing and reusing exist­ing struc­tures. He not­ed the change in our val­ues, where we once bull­dozed build­ings instead of pre­serv­ing them. The pan­elists agreed that the catch­phrase “sus­tain­abil­i­ty” has been used to the point of inef­fec­tive­ness and irrel­e­vance. The word “regen­er­a­tive” could be an ami­ca­ble syn­onym for the afore­men­tioned buzz word. Mar­vin end­ed the lun­cheon with a chal­lenge for soci­ety. He said, “per­haps we could be a soci­ety that cleans instead of pol­lutes, a world that gen­er­ates instead of expends. As archi­tects, we must think about nat­ur­al sys­tems and be the fore­most advo­cates for regen­er­a­tive design.”

Don’t for­get to sign up for November’s lun­cheon, Post Elec­tion Wrap-Up: What Comes Next for San Diego and the Rest of Cal­i­for­nia?

Click Here to Reg­is­ter Today!

 

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