Pre-Conference Sessions

Building a Seller-Doer Culture

With Donna Corlew, FSMPS, CPSM, and Frank Lippert, FSMPS, CPSM
According to SMPS Foundation research, during the next 10 years over 50% of architectural, engineering, and construction firms are expected to increase their use of doer-sellers. In addition, almost 40% of the firms who participated in the research say they’ve already increased their use of doer-sellers in the previous 10 years. This high-level, interactive session is targeted to mid- and senior-level business developers and marketers looking to create or enhance a doer-seller model in their firm. Participants will learn together through peer discussions, case studies, and presentations featuring best practices providing a foundation to dial up a successful seller-doer culture that fosters strategy, teamwork, accountability, and recognition to drive success and increase revenues.


CRM Learning Lab: Cosential

With Courtney Kearney, CPSM

Optimizing Cosential is the goal of every firm using the system, but some might not know where to start to make that happen. Attend this learning lab focused on helping you develop Cosential to meet your needs. Join industry leader and data-loving marketer Courtney Kearney as she shares her marketing skills and years of experience in the technical world of numbers, data and databases. She’s the founder and owner of CKearney Consulting, a CRM consulting firm focused on helping AEC firms manage client relationships and better utilize their systems and processes. Bring your own device and join this hands-on opportunity to re-energize or enhance your usage of Cosential. 

Participants will:

  • Have access to a live Q&A discussion with a Cosential expert
  • Receive custom training tailored to key modules of Cosential
  • Discover new features, as well as valuable tips and insights
  • Benefit from lessons learned and ways to avoid common challenges

CRM Learning Lab: Deltek Vantagepoint

With Kevin Hebblethwaite, FSMPS, CPSM

Preparing your firm to take advantage of Deltek’s reimagined flagship platform doesn’t have to be stressful, especially if you get informed, plan ahead and clear your Vision! Principal Consultant Kevin Hebblethwaite, FSMPS, CPSM, and the crew at Full Sail Partners have led more than 100 firms through a preparatory benchmark review of their current Vision 7.6 systems. Bring your own device and join this hands-on opportunity to kick-start (or solidify) your plans for Vantagepoint. 

Participants will:

  • Have access to a live Vantagepoint demonstration environment
  • Learn about key enhancements to Marketing & BD Processes in Vantagepoint
  • Gain insight on most common upgrade successes and challenges
  • Review and deploy sample system exercises common in Vantagepoint CRM

InDesign Learning Lab

With Julie Shaffer, CPSM

Breakout Sessions

More information coming soon.