2010-2011
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O P E R to rem r a e ay
the n i s t c je o r p C E A Recognition for ign and s e d g n i d n a t s t u o r Indianapolis area fo eep K e d i v o r p d e s i a r s construction. Fund for y t i n u t r o p p o e h t l u Indianapolis Beautif . y t i C e h t n i h t i w n o SMPS I tif icati u a e b r e h t r fu ffair ndiana mem A l a t n e m u n o M be together t o revitalize rs and their families working homes in p overty stri cken areas . - Rebuildin g Together
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T R Omember...
TABLE of CONTENTS STATEMENT FROM THE PRESIDENT.....4 SMPS INDIANA BOARD.....................5 PROGRAM / EDUCATION GOALS and PROGRAM DESCRIPTIONS........6-7
MANAGEMENT OVERVIEW AND BENEFITS...........................................8-9 COMMUNICATIONS....................10-11 FINANCIAL HEALTH......................12-13 MEMBERSHIP OVERVIEW.............14-15
When I started in the industry in 1997, my bo ss told me, ‘ The sm artest thing you can do is join SMPS.‘ - Ben Bain
2011
STATEMENT from the PRESIDENT
SMPS is the premiere association for those in a marketing, business development, or strategic information role for organizations practicing in the built environment (A/E/C business sector). It has been an honor to serve as your chapter president during the 2010-11 term year. The Indiana Chapter has a storied history of providing quality educational programs and networking opportunities. In these challenging economic times, we have attempted to make SMPS-Indiana an even greater resource and value to its members. The Marketing FUNdaMentals and the newly established Leadership Roundtable series are provided to qualified members at no additional cost. Combined, these two series represent 10 distinct occasions to learn, network and connect with experts and colleagues in our industry. In addition, each member is invited to our regular monthly programs, community outreach, student scholarship golf outing, annual meeting and holiday party. Truly a year packed with possibilities. I invite you to review the first edition of the SMPS Indiana annual report. As you reflect upon the events hosted by the chapter, I believe you will recall many lessons learned and hopefully just as many fond memories. In September of 2010, the board set out to help you reconnect to those in the industry, refresh your marketing approach, and reestablish your organization’s prominence within the design/ construction market sector! Now that this board’s term draws toward an end, I covet your response as to how we did. Excellence is a worthy goal that often takes time to achieve. Together the 2010-11 Board has accomplished much, yet many areas of growth exist within the chapter. I look forward to helping our members and future leaders as they continue to pursue distinction in the A/E/C Industry. SMPS Indiana is truly a great association because of the people - people like YOU! All the Best,
Brent D. Crum, CPSM President of SMPS-Indiana 2010-11 Board Term
4 STATEMENT FROM THE PRESIDENT
2011
SMPS INDIANA BOARD a year to remember... BRENT CRUM, CPSM - President LYNN BUSBY, CPSM - President Elect SUSAN FLECK - Treasurer
MEGAN SCOTT, CPSM - Communications Chair SUSAN M. GUINDON - Educational Chair MIKE WORLEY - Past President
BEN BAIN, CPSM - Membership Chair SCOTT SCHROEDER - Sponsorship Chair RACHEL WESSELING - Secretary & mysmps.org Coordinator
After 25 years of being in SMPS, as a founding member of this chapter, the thin gs that we have learned and the experiences we have gained and relationships with othe rs, knowledge that is shared, is phenomenal. - Steve Craney SMPS INDIANA BOARD
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PROGRAM/EDUCATION
GOALS and PROGRAM DESCRIPTIONS EDUCATIONAL OPPORTUNITIES 1. Programming for the 2010-2011 year included 8 educational programs, 6 marketing FUNdaMENTALs programs, 5 networking events, an awards gala and 1 philanthropic event. Approximately 40-45 people attended each event with over 375 at the awards gala. Programs featured a combination of guest speakers and panels of local experts to present topics such as Economic Development; Higher Education; Getting Off the Short-List; the Facts, Fiction and Future of LEED Certified Facilities; Right-Brain Thinking and more. 2. The Marketing FUNdaMENTALs Program was designed as an educational resource for our younger/entry level members in the marketing field. SMPS Indiana has found our seasoned members to be a great resource as presenters. The program is scheduled 6 times a year and lasts for 1 hour. The program is open to all members as a FREE educational event and open to non-members for a small fee of $10.00. Attendance has consistently been between 10 -15 people and has been well-received by the chapter. As the program continues to evolve, attendance is increasing and suggestions for future presentation topics are provided by attendees. Topics in 2010-2011 included Brain Storming, Corporate/Holiday Event Planning, Twitter Overview, Professional Photography, Online Research Tools, Creative Writing. NETWORKING OPPORTUNITIES All regular programs have 30 minute networking sessions before the program begins. New members, guests and board members wear a ribbon on their name tag so members can reach out and introduce themselves.
From left, Ben Bain, Melissa Kleinschmidt, Mike Worley, Terry Caywood of SMPS Pittsburgh, Holly Bolton and Brent Crum at the 2010 SMPS Build Business Awards Gala in Boston, MA.
Annually we host 3 networking events available to our members: 1. Annual Meeting 2. New Member Event 3. Holiday Party In 2011 one of the programs was a ‘Speed Networking’ event in which attendees rotated every 2 minutes to meet and introduce themselves to attendees. The event featured 20 members and 20 nonmembers which provided a great introduction to the organization and an opportunity to quickly meet a lot of new faces. Feedback from the event surveys was very positive and people enjoyed the format of the event. Membership Chair, Ben Bain, also coordinated the chapter’s first ever Prospective New Members Event which was held at Victory Field for an Indianapolis Indians baseball game. Members brought prospective new members to the event to introduce them to the board and benefits of membership.
SMPS Indiana members participated in Rebuilding Together for the 3rd year giving back to the local community. Members volunteer their time to help revitalize neighborhoods in diversified, poverty stricken areas. Tasks often include landscaping, painting and interior home repairs.
6 PROGRAM / EDUCATION GOALS AND PROGRAM DESCRIPTIONS
SMPS Indiana created the Marketing FUNdaMENTALs discussion group to provide an informal session for SMPS marketers to learn about a topic, ask questions and discuss. -Marketing FUNdaMENTALs Brent Crum (left) and Steve Osborn (right) welcome SMPS National President Carolyn Ferguson (middle) as the guest presenter of the January 2011 program, “Getting Off the Short-List”. 65 people attended the event which covered Domains I, III and IV.
MARKETING ACHIEVEMENT AWARD We presented one award last year with the Membership Drive. Susan Guindon was awarded a free annual membership to SMPS for winning the 2010 Membership Drive. Open only to existing members of SMPS Indiana, a member receives an entry into a blind drawing for every new candidate that joins SMPS. The program runs for 6 months and the free membership is donated by National.
SMPS members gear up for go-kart racing at the 2010 annual meeting. PROGRAM / EDUCATION GOALS AND PROGRAM DESCRIPTIONS
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MANAGEMENT OVERVIEW and
BENEFITS NEW GROWTH AND MEMBER RETENTION
SMPS Indiana’s first priority in attracting new and retaining current members is offering outstanding programming. Our selection of monthly program and educational seminar topics is driven by a survey of membership we take each year. Among the questions we ask is what type of programs our membership wants to see. Research has shown that the key to retaining new members is to make them feel welcome and connected immediately upon joining SMPS. To accomplish this we employ our New Member Welcoming Plan. We also hold a New Members Party each year where we recognize new members. It is mainly a networking and social event, but we also set aside some time to highlight each of our committees, explaining to the new members what each committee does. History tells us that getting new members involved in a committee considerably increases the chances of retention.
CHAPTER LEADERSHIP DEVELOPMENT SMPS Indiana appreciates the time and commitment each board member makes not only to our chapter, but to SMPS on a national level. As a thank you to our board members, the chapter pays for each board member to attend regular monthly programs (approximately $280 value). In addition, our chapter pays for our president elect to attend PLS and for both the president and president elect to attend Nationals each year. This serves as a means for ensuring all board members can be present at the programs to interact with the membership at a minimized cost while furthering their understanding of the marketing and business development. NEW MEMBER ORIENTATION The purpose of our New Member Welcome Plan is to help new members feel welcome and connected immediately upon joining SMPS Indiana. New members receive a handwritten welcome note from the membership committee within one month of joining SMPS. They are added to all distribution lists and receive a phone call from a membership committee member to welcome them personally. This provides the new member an opportunity to ask questions and informs them of upcoming events. At events, new members have ‘new member’ written on their name tag to encourage people to welcome them and introduce themselves.
75% successful passing rate in 2010. 2011 Study group began April 2011.
-CPSM Study Group
Past presidents of SMPS Indiana gathered to discuss the direction of the chapter and suggestions for improvement. The event is coordinated by the Immediate Past President to bring recommendations back to the Board of Directors.
8 MANAGEMENT OVERVIEW AND BENEFITS
Attendees networking before the April ‘Building Blocks of Education: Fundamental Values of the Independent Higher Education Market program. 66 people attended the event featuring presenters from Valparaiso University, Franklin College and Marian University.
STRATEGIC PLAN Before the 2010-2011 Board Term began, a Strategic Advisory Council (SAC) was assembled to assist in evaluating the chapter’s current strengths and weaknesses. The SAC consists of SMPS Indiana and National SMPS Past-Presidents as well as the current President, President Elect and Immediate Past President of SMPS Indiana to set the tone for the 3-Year Strategic Plan. This plan was completed at the end of the 2010-2011 board term and has created a vision that will be a guiding influence for the chapter through 2013-2014. PROVIDING VALUE TO ALL MEMBERS Rachel Wesseling (bottom right) discusses the benefits of membership in SMPS to prospective members at the 2011 ‘Take Me Out to the Ball Game: Prospective Member Recruiting Event’. 20 prospective members attended and 7 joined in the month following the event.
The 2011-2014 Strategic Plan recognizes the need to address the needs of all members. The document addresses previously introduced as well as established programs. The Strategic Plan provides a guiding influence and sense of direction so these valuable initiatives may be sustained. A few of the programs that our members can take advantage of include: Mentor/Protégé Program: Our initial program was introduced in 2008. This program will be reintroduced in 2011-2012 and will be an 18-month program that repeats every 2 years. Marketing FUNdaMentals Series: This free program series addresses the Six Domains of Practice and focuses on meeting the needs of members that are just getting started in their marketing careers in the A/E/C Industry. Strategic Roundtable Series: This free program series is intended for the more experienced member of SMPS. Each quarterly event introduces a key leader in our industry or community to a small group of members that have either been President of SMPS Indiana or National, have achieved certification as a CPSM or FSMPS, or who have been a member for 15 years or more. Past leaders are a great resource to any organization. SMPS Indiana recognizes this and has intentionally set out to connect our leaders to our current membership. Beginning with the formation of our SAC to an Advisory Board introduced by current president elect, Lynn Busby. The knowledge and experience from these esteemed individuals is invaluable. The 2011-2012 Immediate Past-President, Mike Worley, hosts all the past-presidents of the chapter in a quarterly forum. The Strategic Roundtable Series has also provided a great opportunity for past leadership of the chapter to network and share ideas.
SMPS New Members Party May 12th
MEMBERSHIP DRIVE AND INVESTMENT IN OUR MEMBERS For the past two years, the chapter has held a membership drive. The drive lasts for 6 months with a grand-prize winner receiving a free 1-year membership to SMPS. The Strategic Plan calls for the Membership Drive to continue on an annual basis. In addition to the programs previously mentioned, SMPS Indiana is committed to providing value to our membership through the following: • CPSM Study Group conducted annually at no cost to members and an annual CPSM Scholarship for up to two qualified individuals. The chapter provides the leadership and library resources to assist those participating. • First time guests to regular monthly programs are allowed to attend at no cost. This encourages prospective members to meet our members and to personally observe one of our quality programs.
PROGRAM SPONSOR:
• In June of 2011, our Membership Chair, Ben Bain, introduced the first “prospective member” event at Victory Field resulting in at least 7 new members joining the chapter. Due to the success of this event, the Strategic Plan calls for this to be an annual event. SMPS Indiana is a great value! We encourage everyone to share their ideas and thoughts with the board. With your assistance, SMPS Indiana can become even better! MANAGEMENT OVERVIEW AND BENEFITS
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COMMUNICATIONS CHAPTER NEWSLETTER The Shortlist, is distributed on a quarterly basis to Indiana members. In the past, the newsletter has included industry articles and relevant information. Since members receive the Marketer from SMPS Nationals, the Shortlist has been transitioned as a tool to allow members to learn more about each other, sponsors and the community. It features a spotlight of a board member, new member, past president, sponsor, restaurant reviews and more. MARKETING MATERIALS SMPS Indiana has developed a membership brochure to raise awareness about our
organization. The membership brochure is at the registration table for all events. It is also mailed to new members. In addition, our chapter has developed mini program calendars the size of a business card. They have information about the programs for the year, board member contact information and have been a great way to remind people of upcoming events. WEBSITE During the 2010-2011 year, SMPS Indiana has transitioned to using STAR Chapter to host our website. This allows for the integration of the website to include event registration, calendar, blogging, emails, newsletters and payments through one site.
MYSMPS.ORG New to the Board this year is the position of Secretary. Rachel Wesseling takes minutes at the Board meetings and helps to inform membership about how to best use mysmps.org. She has been communicating with National to identify issues with the site and posts the minutes for the board members on the site for review as well as encouraging Board members to use the site for their committees. For example, we have added a CPSM group to provide CEU forms electronically. MEMBERSHIP SURVEYS After each event, a survey is sent out to attendees for their feedback.
SMPS Indiana created a Facebook page in 2011. Events are announced via the page to encourage people to attend. Photos are placed on the site after an event for viewing and comments. Become of fan of ‘SMPS Indiana’ today and stay up to date with current activities!
Each year the communications committee works with the programs committee to develop a ‘snap shot’ overview of the upcoming programs for the year. This is distributed to membership at events and via email.
10 COMMUNICATIONS
The best thing about SMPS is the relationships I have developed and the friendships I have continued to foster. -Brent Crum
The SMPS Membership Brochure is provided to prospective new members and new members to highlight the features of SMPS and our chapter.
The SMPS mini calendar is the size of a business card and opens up to show the calendar for the year and contact information for all the board members. These have served as a great way for people to carry the calendar with them in their wallets and stay current with program dates.
The biggest benef it I have gotten from SMPS has been the ability to gather marketing intelligence. I have the opportunity to meet with architects, engineers, othe r construction professionals and owners who can tell me what is going on, who has been selec ted for projects and about project opportunities. This can lead to future work for our comp anies. -Molly Burns COMMUNICATIONS11
FINANCIAL
HEALTH PROGRAM SPONSORSHIPS
SMPS Indiana has a variety of sponsorships available for companies to utilize. There is a tiered corporate level sponsorship, program sponsors, food and beverage sponsors, communication sponsors and in-kind sponsors. Sponsors receive both verbal and print recognition for their sponsorship. A display board is at the registration table of each event thanking the sponsor of the event and sponsors are given the opportunity for premium seating and a few minutes to speak at the start of the event. SCHOLARSHIP PROGRAM The SMPS Indiana Scholarship Program is funded through our annual golf outing. Local colleges and universities receive a call for applications and each year either one or two scholarships are awarded. Scholarship winners are invited to attend all regular programs free of charge in addition to the monetary scholarship. The 2011 Scholarship winner was Daniela Klaz of IUPUI.
One of the greatest resources is having mentors to nurture you along the way. - Mike Worley
Jeff Mader (left), Jill Hall of ReproGraphix, our Allied Sponsor (middle) and David Werking (right) enjoyed the 2011 SMPS Hawaiian Golf Outing.
12 FINANCIAL HEALTH
After 25 years of being in SMPS, as a founding member of this chapter, the things that we have learned and the experiences we have gained and relationships with others, knowledge that is shared, is phenomenal. -Steve Craney Program sponsors are featured on a display board at the registration table and receive verbal and written acknowledgement for their sponsorship.
ses funds to provide i ra g n i ut O olf G na a di In The SMPS eting, commurk ma g n yi ud st ts en ud st ge scholarships for colle an interest in entering ve ha o wh ld e i f ed lat re a nications or eme each year th a s ha g n ti ou lf go e Th . ry the AEC indust rtaining day. as well to provide for an ente ing -SMPS Indiana Golf Out
Corporate Level Sponsorships include one time access to the SMPS database for target marketing use. Boost Media video taped the events of the 2011 Golf Outing and took advantage of their Corporate Level Sponsorship by emailing SMPS Indiana the video and information about themselves.
FINANCIAL HEALTH13
MEMBERSHIP
OVERVIEW
The SMPS Indiana chapter currently has 115 members with 13 CPSMs. It is one of the top 20 largest chapters in SMPS which features 59 chapters. The SMPS Indiana chapter is proud to say that over 50 members serve on committees to help run the chapter smoothly and plan the events. To get involved, contact a board member to volunteer today!
PRIMARY FUNCTION SMPS Indiana is predominately Business Developers, with the other primary functions fairly evenly distributed. Our chapter features a wide variety of functions ensuring quality networking opportunities for all members at each event.
PRIMARY DISCIPLINE
The above graphic shows a breakdown of the SMPS Indiana chapter by the primary discipline of their respective firms.
*Data is from the July 8, 2011 membership report. 14 MARKETING PIECES
Architecture Architecture/Engineering Construction Management Construction/Contracting Design/Build Engineering Geotechnical Engineering Marketing Consultant Other Reprographics/Audio/Visual Sales Trade Association NA
12 15 8 21 1 22 3 1 19 5 1 1 6
Total
115
Business Developer
49
Consultant
2
Coordinator
14
Director
11
Manager
10
Other
4
Partner/Principal
12
President/CEO
9
Vice President Total
4 115
YEARS
INVOLVED The SMPS Indiana chapter is proud to say members of the chapter maintain their membership. The value provided in continuing education, networking and new business leads has resulted in sustained growth of our chapter. 0-2 Years
39
2-5 years
40
5-10 years
17
10-20 years
11
20+ years
8 115
MARKETING PIECES15
2011
AL ANNU T
Rber... Ra yEearPtoO remem
Produced by Boost Media