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SMPS Hawaii May Webinar - The Art & Science of Proposal Leadership

SMPS Hawaii Chapter

Wednesday, May 26, 2010 from 11:30 AM to 1:30 PM (HST)

SMPS Hawaii May Webinar - The Art & Science of...

Ticket Information

Ticket Type Sales End Price Fee Quantity
SMPS Member ($10) Ended $10.00 $0.00
AIA Member ($15) Ended $15.00 $0.00
Non-Member ($25) Ended $25.00 $0.00

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Event Details

The Art & Science of Proposal Leadership

There's plenty of advice available to A/E/C professional services marketers on how to write great proposals. We know we're supposed to work ahead, customize it, and differentiate our team. So why is it all too often a painful process? Why is it so difficult to get technical staff to provide the input necessary to produce winning efforts in a timely manner or without a struggle?

In large part, it's because marketers focus on managing the proposal document or proposal system, rather than managing the individuals they must rely on to develop and review quality content. To be successful, marketers must make the leap from managing paper to people--all the while finding ways to inspire and motivate technical professionals over whom they have no authority.

This session offers tools and techniques to develop a proposal "team" where everyone plays together to win using the Four I's: Inclination, Incentive, Information, and Inertia.

Learning Objectives

·         Learn the importance of recognizing and managing the strengths (and weaknesses) of proposal team members

·         Understand the role three groups-technical professionals, marketing/BD staff, and management-play in managing proposals.

·         Understand why it's critical to track and interpret results.

·         Recognize the importance of training and motivation in continued success. 

Who Should Attend

·         Technical staff 

·         Marketing staff

·         Business development staff 

·         Anyone responsible for collecting and maintaining project data

·         Anyone involved in the implementation and launch of a new project database

About the Presenter

Mary Beth Perring, FSMPS, Marketing Director and Associate for Bernardin, Lochmueller & Associates, Inc. 

Mary Beth Perring, FSMPS, has more than 25 years' experience leading the proposal and marketing efforts of A/E firms, both in house and as a consultant. To date, she has led proposal efforts for more than 2,000 submittals. This extensive experience has taught her what works, what doesn't, and why, and how to increase your hit rate while decreasing your stress levels.

A member of SMPS since 1986 and a Fellow since 2003, Mary Beth has been active on a wide variety of committees both at the chapter and national levels.  She has provided workshops on a range of marketing topics for SMPS chapters, regional conferences, engineering associations, and university classes, as well as authoring articles for local and national publications.  

Currently she serves as Marketing Director and Associate for Bernardin, Lochmueller & Associates, Inc., a planning and engineering firm headquartered in Evansville, Indiana, with offices throughout the Midwest.     


This is an archived Webinar, previously conducted by SMPS on January 19, 2010.  Because of this, there will not be any live dialogue between the participants and presenter(s).  However, if there are questions after viewing the Webinar, we will forward them to the presenter(s) and share the answers with all participants.


Payment: $10 SMPS members; $15 AIA Members; $25 non-members; $40 late registration/walk-ins

Registration Deadline: May 24, 2010

Location: Architects Hawaii Ltd. - 'Aina Conference Room | 1001 Bishop St. ASB Tower, 2nd Floor

Parking: No validated parking is available for this event. We recommend parking at Alii Place - $0.75 per 1/2 hour up to 2 hours; $1.50 per 1/2 hour thereafter.

Payment: Credit card payment is strongly encouraged and may be made securely online by completing the form above. If paying by cash or check, please make check payable to SMPS Hawaii Chapter and bring your payment to the event. No shows will be billed.

Copyright Notice: Presentations at all SMPS Hawaii events are subject to US and International copyright laws. Unauthorized videotaping or recording of SMPS Hawaii events is prohibited.

For More Information: Contact Julie Chen: or at 356-5346.

Have questions about SMPS Hawaii May Webinar - The Art & Science of Proposal Leadership? Contact SMPS Hawaii Chapter

When & Where

1001 Bishop Street, Suite 200
Honolulu, 96813

Wednesday, May 26, 2010 from 11:30 AM to 1:30 PM (HST)

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SMPS Hawaii Chapter

The Society for Marketing Professional Services (SMPS) was created in 1973 by a small group of professional services firm leaders who recognized the need to sharpen skills, pool resources, and work together to create business opportunities.  The mission of SMPS is to advocate for, educate, and connect leaders in the building industry.  Today, SMPS represents a dynamic network of 6,900+ marketing and business development professionals from architectural, engineering, planning, interior design, construction, and specialty consulting firms located throughout the United States and Canada.  The society and its 55 chapters benefit from the support of 3,250 design and building firms, encompassing 80% of the Engineering News Record Top 500 Design Firms and Top 400 Contractors.
SMPS offers many benefits and services for its members such as a national marketing and management conference, national seminars and workshops, awards programs, publications, and educational resources to highlight the latest trends and best practices in marketing and business development in the design and construction industries.  

Learn More About SMPS

If you have any questions pertaining to SMPS, membership, or if we can be of any assistance, please visit our web site at

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