The SMPS Foundation has released its latest research book, A/E/C BUSINESS DEVELOPMENT – The Decade Ahead.
“The SMPS Foundation recognized that there was a need for information on selling professional services, and they were determined to help fill that void,” said Foundation Trustees Scott D. Butcher, FSMPS, CPSM, and Scott Braley, FAIA, FRSA.
The SMPS Foundation conducted primary research to probe the behaviors of both buyers and sellers of A/E/C services. A team of almost 30 marketing and business development professionals—most of whom are Certified Professional Services Marketers (CPSM) or Fellows of SMPS—recently completed a year- long effort to research and analyze the current state of buying and selling and to identify key forces that will impact business development in the A/E/C industry in the coming decade. A/E/C BUSINESS DEVELOPMENT – The Decade Ahead documents the findings of this comprehensive research initiative.
The book offers an informative look at the future of the industry from the perspective of buyers and sellers. The findings and recommendations will aid professional services firms to enhance competitive advantage, deepen business development knowledge and skills, and plan strategically for the future. Business development in the design and construction industry has become a highly specialized discipline. Those intimately involved with business development for professional service firms recognize that people hire people, and understanding the motives and motivations of those who purchase and sell architectural, engineering, and construction (A/E/C) services opens a portal to genuine success.
A/E/C BUSINESS DEVELOPMENT – The Decade Ahead is available in print, Kindle, and PDF formats. For more information, visit http://www.smps.org/Foundation/Research-and-White-Papers/.
About the SMPS Foundation
A not-for-profit 501(c)(3) organization established by the Society for Marketing Professional Services (www.smpsfoundation.org) to advance the body of knowledge on professional services marketing, the SMPS Foundation identifies, researches, and educates the design and construction industry on emerging trends and issues in marketing and business development.
The SMPS Foundation actively promotes recognition of professional services marketing as an essential element of the modern A/E/C business model. It seeks to identify and evaluate evolving marketing practices and to provide marketers with the information and tools needed to achieve effective results in the changing business environment.
To access the Foundation’s research on professional services marketing, visit http://www.smpsfoundation.org and select Research and White Papers from the menu.
For additional information, please contact SMPS Foundation Liaison Molly Dall’Erta at 800.292.7677, x231, or molly@smps.org.
