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These reprints are provided
free for your use. My only request is that if they are
distributed or quoted that you provide proper attribution.
Strategy:
The Collaborative Edge
SMPS Marketer:
02.10
The
current economy continues to challenge our organizations to find new
sources of revenue and maintain profitability and efficiencies.
Success in the building industry is often the result of the success
of many collaborative efforts. Learning to maximize the advantages
of inter-organizational collaboration, and focusing your culture on
the benefits of those efforts, can lead to new opportunities and to
increasing customer value—and, as a result, increasing revenues and
profits. These positive results can be built with the tools of
knowledge, trust, and communication that are synergistic and
symbiotic.
read more…
IOMA Principals Report:
01.10
Joan Capelin, Hon. AIA , PRSA, president of Capelin Communications,
talks with some very astute people about how the design and building
industry can—no, will—get through today’s tough times. Here she
talks with Craig Park, FSMPS, vice president and chief marketing
officer at LEO A DALY, about the path firms should take during a
downturn and why marketing and business development are so crucial
to a firm’s survival today.
read more…
System Contractor News:
04.09
There is no question that the global economic slowdown is reducing
the number of projects available for building industry professionals
to pursue. As a result, architectural and interior design
professionals are seeing increased competition and are challenged by
diminishing revenue. Further, it is clear that over the next few
years this will inevitably lead to fewer projects for systems
integrators and consultants. As the architects’ and interior
designers’ workload diminishes, what can integrators, consultants,
and manufacturers do to bolster relationships and win new work?
read more…
SMPS Marketer:
02.09
In
1995, Ken Wilber, one of the pre-eminent American philosophers,
published an essay with a core argument that was to later become the
basis for his book, A Theory of Everything. While Wilber’s
focus starts with individual development, he and his Integral
Institute, based in Boulder, CO, have taken his theories to the
logical next step and applied them to business and institutional
organizational development. The institute’s focus on communication,
collaboration, and sustained connection form the basis for creating
a professional practice that can succeed in any future scenario.
read more…
ProAV:
02.08
Every
project begins with the vision of an ideal outcome: Cool designs;
seamless integration and implementation of state-of-the-art AV
technology; and improved communications for the client, all provided
on time and on budget. Unfortunately, as a project manager (PM), all
too often systems integrators stumble across a land mine. This may
occur because of unstated or unclear goals for the scope of the
project, changes in the budget, or revisions to the schedule.
read more…
SMPS Marketer:
12.07
If you’re a knowledge worker, do you understand how your results
contribute to your company’s success? If you’re a manager or C-level
leader, do you understand why some of your company’s habits may be
restraining your performance?
read more…
System Contractor News:
12.04
Notwithstanding business complexities, how do you know when your
design, integration or manufacturing practice is performing up to
its highest potential? Ask your corporate customers what important
factors they review in their Boardrooms. They will likely tell you,
“Measure what matters. What gets measured gets done.” However, even
if your company has always operated consistently well, you may still
be challenged by a new or more agile competitor if you are not
regularly measuring results and raising the bar on your own
performance.
read more…
SMPS Marketer:
12.04
In this idea-packed publication...
Mr. Park points out a solid
business is built upon the development of three Es outlined in his
subtitle¾expertise,
excellence, and experience¾and
constructs the outline of the book on them as well.
read more…
SMPS Marketer:
06.04
Seth
Godin will deliver the opening keynote address at the 2004 SMPS
National Conference, “Build Business” on August 14 in New York City.
He is a bestselling author, entrepreneur and agent of change. He was
recently chosen as one of “21 Speakers for the Next Century” by
Successful Meetings magazine. Seth was founder and CEO of Yoyodyne,
the industry’s leading interactive direct marketing company, which
Yahoo! acquired in late 1998.
read more… |
Commonwealth
Contractor: 05.10
If you have been to
a recent pre-proposal meeting and seen the teeming masses of
hungry competitors vying for a chance to win the bid, there can
be no question of the importance of staying on top of business
relationships. While it may appear to be a price-driven market,
there is substantial and substantiated value in building,
renewing and
maintaining relationships with your best customers.
read more…
Next Edge: Your Website’s ROI
(Part 2)
SMPS Marketer:
10.07
In
the Part 1, I described a common scenario in which your CEO has
begun to question the investment, impact, and worst of all, trust he
put in you to recharge your old-school Web site, that e-brochure you
put up three years ago because “everyone else has one.” In that
article, I postulated that return on investment (ROI) was dependent
on two related issues. The first issue was causal actions generated
by the design and the content of the site. The second issue was
search-engine optimization. Too often, there is a serious disconnect
between the perceptions of what a Web site can and cannot do to
increase revenue. I also noted that most firms don’t do those things
necessary to drive valuable traffic to the site and keep it there.
read more…
SMPS Marketer:
06.07
Here’s a too common scenario: The CEO charges you and your marketing
team with creating a new Web presence. Your old Web site is stale,
static, and honestly boring; not much more than a bad brochure.
You want compelling, engaging, and creative—reflecting the great
work of your design, engineering, consulting, or contracting
practice. You want it to have cutting-edge graphics, to be visually
and content dynamic, database-driven, easy to navigate, and easy to
update and have multiple reasons for users, clients, and potential
clients to return, again and again.
read more…
SMPS Marketer:
02.07
Sometimes the technology you need isn’t the latest client
relationship management database or presentation graphics program,
but a technology your firm needs to adopt if it is going to stay
competitive. There is a sea change going on today in our industry so
great that it stands to revolutionize the practice of architecture,
engineering, and construction, while having a dynamic impact on how
you compete, who you team with, and how you will succeed with
clients.
read more…
SMPS Marketer:
12.06
Successful building or construction projects address the strategic
facilities or infrastructure needs of a client and the client’s
business model in ways that help them gain competitive advantage,
improve productivity, and sustain growth. This applies equally to
both private sector (for-profit) companies and public-sector (non-
or not-for profit) institutions, which also face competitive
challenges in their particular market sector. For the professional
services marketer, the challenge is understanding these
client-focused strategic needs and helping your firm develop
appropriate communications, proposals, and in turn, solutions.
read more…
SMPS Marketer:
10.06
By
now almost everyone has heard of client relationship management
(CRM)—at least if you’ve been regularly reading this column. These
advanced data-driven systems help marketers and business developers
mine the collected knowledge about their clients (and potential
clients) to help strategically and tactically target their responses
to requests for qualifications and proposals.
read more…
SMPS Marketer:
04.05
In
the past few years, client relationship management (CRM) has emerged
as a powerful business trend. In virtually every major business
magazine and trend-watching web site, you will find articles
dedicated to its theory and practice. Numerous vendors are ready to
tell you (and sell you) the features, benefits, and effectiveness of
their CRM tool. Solid evidence, however, is harder to find.
read more…
System Contractor News:
08.04
Audiovisual, information technology, and telecomm equipment has
rapidly become a commodity, available through open bid, office
supply superstores, and even EBay™ auctions. For the most part,
AV/IT/TC design and installation services are indistinguishable from
provider to provider the inexperienced customer. Many client
requests for qualifications and/or proposals for projects have
become virtual cattle-calls, where the qualified and the marginal
compete on equal footing.
read more…
Building Connections:
02.03
What does today’s smart architect, interior designer, or building
systems specifier need to do in the planning and budgeting process
for technology? How can you make sure the latest, cutting edge AV
and IT systems are successfully designed for and installed?
read more…
System Contractor News:
01.02
Regardless of the meeting type, multimedia technology can enable
effective group interaction between distant participants. Whether
audio teleconferencing, videoconferencing, or a web-conferencing
application is selected as the medium and distribution method of
choice, the processes of equipment selection, room configuration,
procurement, installation, training, content development, and user
orientation, requires careful study, planning and logistics
management.
read more… |
SMPS Marketer:
06.10
One of
the most effective brand builders for an A/E/C firm is developing
and promoting leadership within your practice. That leadership can
manifest in several different ways, and it can be measured and
promoted for the benefit of your firm and staff.
read more…
Strategy:
The Collaborative Edge
SMPS Marketer:
02.10
The
current economy continues to challenge our organizations to find new
sources of revenue and maintain profitability and efficiencies.
Success in the building industry is often the result of the success
of many collaborative efforts. Learning to maximize the advantages
of inter-organizational collaboration, and focusing your culture on
the benefits of those efforts, can lead to new opportunities and to
increasing customer value—and, as a result, increasing revenues and
profits. These positive results can be built with the tools of
knowledge, trust, and communication that are synergistic and
symbiotic.
read more…
SMPS Marketer:
06.08
Mergers and acquisitions (M&As) are important aspects of corporate
management, finance, and marketing strategies that allow a company
to grow rapidly without having to create another business unit.
Instead, by buying, selling, and/or combining different companies,
they maximize market share and stakeholder value.
read more…
SMPS Marketer:
06.08
To
learn more about M&As and the current economic climate, I spoke with
Scott Lindsay, vice chairman of Credit Suisse and co-chairman of
Global Mergers and Acquisitions in the firm’s Investment Banking
division, based in New York.
read more…
SMPS Marketer:
12.07
If you’re a knowledge worker, do you understand how your results
contribute to your company’s success? If you’re a manager or C-level
leader, do you understand why some of your company’s habits may be
restraining your performance?
read more… |
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