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Program: Best Practices for Marketing and Business Development in the AEC Industry
When: 10/28/08
Registration: 11:30am
Event Time: 12:00pm - 1:30 pm
Where: 103 West | Map | 103 West Paces Ferry Road - Atlanta, Georgia | 404.233.5993
Registration: Register online through 123 signup
Cost: Members - $45 | Non-Members/ Walk-ins - $65
Domains: 2-Marketing Plan, 3-Client and BD, 5-Promotional Activity, 6-Information, Resources & Organizational Management
CEU Hours: 1
Learn from two past SMPS National Presidents and seasoned marketing and business development executives. Pete Kienle, Chief Marketing Officer of McKim & Creed and Karen Courtney, Chief Development Director of and stockholder of Barton Malow will share “lessons learned” from years in the AEC industry and offer their outlook and perspective going forward in this uncertain economy.
Panelist:
Pete Kienle, FSMPS, CPSM
Chief Marketing Officer
McKim & Creed
Pete Kienle, FSMPS, CPSM, is the Chief Marketing Officer of McKim & Creed, P.A., a 475-person engineering, surveying and planning firm headquartered in Raleigh, NC, and serving the Southeast United States. The firm has 16 offices in Virginia, North Carolina, South Carolina, Georgia and Florida.
Pete was the 2006/2007 National President of the Society for Marketing Professional Services (SMPS) and is a Certified Professional Services Marketer (CPSM) as well as a Fellow of the Society.
He has a BSBA and an MBA from The Ohio State University, and previously served in marketing roles for Moody-Nolan Inc. and NBBJ.
He started his career as an owner’s representative/project manager on over $250 million of building construction, including serving as the chair or committee member on over 100 A/E project selections. In total, he has prepared, coached or participated in over 1,000 A/E interview presentations.
In the last five years, he has made over 40 presentations on A/E/C marketing practices, speaking before AIA, SMPS, PSMA, Zweig White and Engineering Associations, as well as audio conferences for Zweig White, Deltek and IOMA.
Karen Courtney, AIA, FSMPS
Chief Development Director
Barton Malow Company
Karen Courtney, AIA, FSMPS, is the Chief Development Director of Barton Malow Company, a 1500+ person, full-service design and construction firm serving the United States, Canada and Mexico. The firm has 12 offices across the country including an office in Atlanta, GA since 1986 providing construction services to education, sports and entertainment, municipal and industrial markets. In her role, Karen uses her strengths in branding, communications, organizational development and firm management to support and develop Barton Malow’s talent, markets and geography.
Ms. Courtney has been a marketing director and business developer for over 20 years in A/E/C firms ranging in size from medium to extra large, and she is both a registered architect and interior designer. From her work on branding, positioning and public relations, Ms. Courtney has helped firms grow their revenues, build markets in new geographies, change firm image, build brand awareness and develop individuals as market experts. Her work has won many national and regional awards from the Society for Marketing Professional Services (SMPS), International Association of Business Communicators (IABC), Construction Writers Association (CWA) and local ad clubs.
Ms. Courtney has served SMPS in local and national leadership positions throughout her career. Her service to SMPS nationally includes serving as National SMPS President in 2004/2005 and seven years as a board member, with two terms as Secretary/Treasurer. She is a founding member of the SMPS Business Development Institute and has taught BDI classes for three years. In 2006/2007, she was a board member of the Professional Services Management Association (PSMA) focusing on communications, membership development and marketing issues.
Previous to her national SMPS board appointment, she was the national chair for the Marketing Information Reports committee that published white papers about marketing and business development topics. These later became the basis for the first SMPS Marketing Handbook that she helped to edit. She has also written articles for the SMPS Marketer on strategic planning and has been a contributor for articles in Building Design & Construction, Zweig White’s “Revolutionary Marketing” and “A/E Marketing” newsletters, PSMJ‟s newsletter and Architectural Record’s three-part series on marketing professional services published in 2001/2002. Ms. Courtney is also the author of a chapter on “Building Client Relations” in the 2008 AIA Professional Practice Handbook.
Ms. Courtney’s educational background includes a Bachelor of Architecture degree, magna cum laude, from Indiana’s Ball State University and an MBA in real estate finance and marketing from the University of Texas at Austin. She is a member of the AIA and is a national board member of the Construction Writers Association and co-chairs their journalism/photography awards program. Ms. Courtney also leads the Ball State University College of Architecture’s Alumni Governing Board as president for 2007/2008.
