July 2017  

President's Letter

Years ago, I was approached by a co-worker commenting about how lucky I was to be in marketing. Before I could enthusiastically agree, the individual followed up with, "I mean, all you have to do is smile and schmooze people, right?" Friends, my jaw dropped! I'm still on the fence as to whether I was more disappointed in him for being so flippantly narrow-minded or in myself for not palpably demonstrating my contribution to the firm.

Instead of blowing up and showing the ugly side of a sharp and calculated marketing tongue, I calmly responded by saying, "I wish smiling and schmoozing was all it took to make you look good." He took it as a joke, and we moved on. Since then, I have grappled with cementing my purpose and worth into the minds of colleagues, while meeting all of the other behind-the-scenes job requirements that come with our profession.

Whether you are a principal, business development professional, technical project manager or entry-level marketer, it is your responsibility to recognize your own worth. Identifying personal strengths and covertly translating them into value positions will help when selling yourself to your superior, colleagues and competitors (yes, a rival recognizing the worth of individual team members is a competitive advantage cornerstone). While that sounds daunting, I suggest you:

  1. Let others' doubt drive you.  If you aren't being as productive or effective as you want, then be grateful for the wake up call. Invest in yourself through professional associations, industry certifications, independent training, etc. No matter what, take the necessary steps to be better and do better.

    On the flip side, if you know your marketing and BD efforts are or will eventually pay off (greatness takes time!), then continue to let your work speak for itself. Don't wallow in ignorant opinions, because they will only slow you down. Use doubt and skepticism as fuel to surpass expectations – including your own.

  2. Understand that value creation is not linear. An hour of work almost NEVER equals an hour of results - at least not in the beginning. You may work for weeks on a pivotal proposal or months on developing a productive rapport with a prospect and never receive so much as a pat the back. While exhausting - emotionally, mentally and physically - it's okay. Keep being a change-maker, and ignoring you won't be an option for long. 

  3. Ask for feedback. This one usually makes people feel uneasy or awkward, but differentiation requires stepping outside of your comfort zone. Who knows, your superior/associate might think you are doing a wonderful job, but may be too busy to effectively verbalize it. Not only does asking for a formal review or informal feedback remind them of your contribution, it also reaffirms that you are a team player who is invested in the future of the company.

  4. Submit your/your firm's work for awards. This one is self-explanatory… Research industry awards programs, and submit your best work. If the honor is not marketing-based, you will still get credit for preparing a top-notch submittal and making the firm look good. Besides, the awards on your desk will speak volumes without you having to say a word.

  5. Accept a complement, but NEVER boast. You never hear truly great practitioners spewing accolades upon themselves. Why? Because others do it for them! The quickest way for your effort to be noticed, appreciated and talked about is to get involved with peer professional organizations (cough cough SMPS). These people know good marketing tactics, solid business development approaches and successful outcomes when they see it. They will challenge you, applaud you and make you a more nimble marketer.

While those are just a few of the many ways to reaffirm your value to a firm or organization, it all starts with knowing your own worth. I may be biased, but A/E/C marketers are among the most knowledgeable, capable and influential professionals out there, so why not ardently show it?

Lindsey Cheatham, (Murphy Group Architects), SMPS President 2016-17

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Lunch and LearnSMPS Kentucky Lunchtime Learning Lab Webinar
Wednesday, July 19, 2017
Noon to 1:00 PM

LinkedIn is a powerful tool for connecting with the professional class. If you want to improve your professional and business networks, LinkedIn is the place to go. Professionals at all levels—entry-level, middle management and executives—use it for networking, keeping in touch with current and former colleagues, and engaging with their broader industry. And those more established in their careers also use it to promote their businesses. LinkedIn is especially important for those in recruiting, marketing/sales and service industries, ranging from financial to health/medical to legal.

This webinar will give you an overview of what LinkedIn has to offer including Marketing, Company Pages and Recruitment and it will take a deeper look into the new 2017 interface. 

Two Locations:

Whittenberg Construction
4774 Allmond Avenue

Shrout Tate Wilson Consulting Engineers
628 Winchester Road

Price: $13 (Includes Lunch from Panera)

Lunch will be provided. Registered attendees will be contacted Tuesday, July 18th, for dining selections, which will be due by 5pm.

Click here for more information and to register!


Annie Nash SMPS Scholarship2017 SMPS Kentucky Scholarship Winner

The SMPS Kentucky Board of Directors is pleased to announce that Annie Nash of Louisville, Kentucky is the 2017 SMPS Kentucky Scholarship recipient! Nash is a Louisville native and is on track to graduate with a BSBA in Marketing from the University of Louisville in May 2018. In addition to being a model student and recipient of various academic honors, Annie’s resiliency, work ethic and entrepreneurial acumen distinguished her from other candidates. We are honored to support her passion for marketing through SMPS Kentucky’s annual scholarship, and are excited to see the mark she makes on the professional world!



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Center Stage

Each month we highlight leadership from SMPS member firms. This month we're hearing from some of the familiar faces you'll see when you drop into the Lexington location of Lynn Imaging.

Lynn Imaging Employees

Faces of Lynn Imaging

Lynn Imaging began in 1946 as Lynn Blue Print and Supply Company.  While the company evolved as a print service provider to now offering software solutions for digital workflows, most of the staff have remained the constant where many of them average 30+ years of service. Lynn Imaging would like to introduce you to some of their stories that are proof of their dedication and loyalty that is the foundation of this company. (Pictured is each story below, left to right.)

Mark Pennington, Director of First Impressions
Lynn Imaging Employee Since January 1981

"I started with Lynn Imaging in the delivery department and we ran blueline prints with ammonia.  As we progress into the digital age, I am able to use my inner geek to learn more. I feel blessed to work for a company that is on the cutting edge of technology, but also values the employees so they can have a long career and grow within the company.  I am a geek at heart, love to build things and spend time with my wife, son and two doxies Newby and Dixie.” 

Cindy Hanks, Production Manager
Lynn Imaging Employee Since March 1981

“I have been working at Lynn Imaging for 36 years. I met a lot of our customers when they were students at UK, when we were known as Lynn Blue Print.  My favorite class was at Garrard County High School Vocational Tech, where I learned how to draw plans on Vellum with pencils and a straight edge.  My first job at Lynn Imaging was working in the camera department. We used a camera process to create originals onto Mylar which were used to produce copies on blueprints. I have grown up at Lynn Imaging and love the people I work with. Our customers are the best and we have built strong relationships.  Something fun about me that you may not know is that I have an Associate’s degree in Interior Decorating from EKU.”

Daniel Groce, Customer Service Specialist
Lynn Imaging Employee Since December 2005

“I’m the guy at the front counter when you walk in the door at the Lexington location. I’ve been with Lynn Imaging on and off for about six years. I enjoy working with customers on a variety of projects. I also really appreciate the people I work with and the family like atmosphere. Something about me is that I started skateboarding again, something I did as a child. I like the energy it gives me and it seems to help keep my mind sharp. I would love to be the first 80 year-old seen cruising down Old Vine Street on my skateboard!”

Connie Moore, Customer Service Specialist
Lynn Imaging Employee Since March 1991

“I appreciate most Lynn Imaging’s commitment to growing and staying on the cutting edge of technology, and the opportunity each employee has to learn and grow. My first job was to operate the Shacoh 36 Mark II copier that was often used to make scaled prints where I embraced the math geek in me. I retired in 2014 and came back to work last year.  I love working with our customers, and I love working with an amazing group of hard-working, dedicated people who never forget how important it is to enjoy what you do and have fun. In my personal time, I am an artist, Licensed Spiritual Adviser and avid cyclist.”

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Member News

Shireman Grober

Welcome to SMPS Kentucky's newest member, Sierra Baumle, Marketing Director/Graphic Designer at Encompass Develop, Design & Construct in LaGrange, KY.

Our congratulations go out to Jeff Shireman (at right, top), SMPS Member and Construction Manager at Shireman Construction, for being named to Louisville's 2017 40 Under 40 list!

Congratulations also to Lisa Grober of Tate Hill Jacobs Architects (at right, bottom) for passing the Architect Registration Exams. Now you can put away the study materials and enjoy the summer sunshine, Lisa!

CMTA Consulting Engineers' Guaranteed Energy Services Contract division was recently honored to be one of only 15 Energy Services Companies in the United States to be accredited by the National Association of Energy Service Companies (NAESCO). The NAESCO accreditation process is a rigorous review of a company's business practices and is only granted to companies that demonstrate the technical and managerial competence to develop comprehensive energy efficiency projects. Congratulations, CMTA!

Don't miss the opportunity to share your successes or highlight your firm's recent accomplishments! If you have new member or firm news, click here to submit and be published in our newsletter!


SMPS June Program: Brew at the Zoo

Holly Bolton, owner of 3chord Marketing in Indianapolis, led an engaging presentation and discussion on the results of "Sell. Do. Win Business," the SMPS Foundation's joint research initiative to explore how A/E/C firms are handling business development. Afterwards, attendees headed to the Louisville Zoo's Hillside Gazebo for Happy Hour.

SMPS Program

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Do you enjoy reading our monthly newsletter, but haven't taken the dive to become an SMPS member yet? Membership in SMPS bestows a myriad of benefits, including:

  • Networking opportunities
  • Visibility for your firm
  • Maintaining relationships with clients and prospective clients
  • Providing a pipeline for industry news
  • Continuing education programs to help you expand your skills
  • Publications like MARKENDIUM, the SMPS Body of Knowledge online, a subscription to Marketer magazine, and access to research and white papers funded by the SMPS Foundation
  • Leadership opportunities

The Kentucky Chapter of SMPS does not charge separate dues, so your membership in National SMPS includes membership in SMPS Kentucky. Membership rates are as follows:

New Member: $390 + $50 origination fee
Renew Membership or Reinstate a Previous Membership: $390
Student Member: $25
Retired Member: $30

In order to attend SMPS Kentucky programs at the member rate, only one representative per firm needs to be a member on the National SMPS level.

So are you ready to take the plunge? Click here to join!

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Mark Your Calendar!

July 19 | Noon - 1:00 pm | SMPS Lunchtime Learning Lab: How to Maximize LinkedIn Resources. Locations in Louisville [Whittenberg Construction] and Lexington [Shrout Tate Wilson Consulting Engineers]. Lunch from Panera is included in the $13 admission. Registered attendees will be contacted Tuesday, July 18th, for dining selections which will be due by 5pm. Click here to register!

August 15 | Afternoon | SMPS KY Class at Shaker Village: Historic Preservation. Panel discussion moderated by Holly Wiedemann, founding principal and President of AU Associates. Details will be published on the SMPS Kentucky website as they become available, so click here for updates and to register! Shaker Village, Harrodsburg, KY.

September 19 | Time TBD | SMPS KY Class: NeuroSelling with Bryan Gray. Mark your calendars because you're not going to want to miss this one! Details to come, so check the SMPS website as the date draws nearer. Lexington, KY.

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CPSM Corner

CPSMTake your marketing career to the next level!
The Society for Marketing Professional Services (SMPS) offers a credential that recognizes your achieved marketing expertise, the Certified Professional Services Marketer (CPSM).

The CPSM credential is a voluntary certification designed to elevate the professional standards in marketing and influence the future of this vital field. Furthermore, the CPSM designation serves as a mark of distinction for professional services marketers and business developers, raising their standing with their employers, peers, and the public. SMPS Kentucky even has a reimbursement program for members that take and pass the CPSM Exam! What are you waiting for? Click here for more information.

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List of Officers

Lindsey Cheatham [Murphy Group Architects]

Megan Hogan [Bell Engineering]

Jamie Draper [CMTA, Inc.]

Terri Albert [Whittenberg Construction]

Click here for a complete list of officers and their contact information.

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Contact Us

SMPS of Kentucky
P.O. Box 910833
Lexington, KY 40591

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