Check Out Procedures

• Contact Natalie Venegas at nmvenegas@gmail.com with the titles of the requested publication(s). Borrower will be required to make arrangements for picking up and returning item(s).
• If necessary, item(s) can be shipped. Borrower shall be responsible for prepaid shipping charges. Send a check payable to “SMPS-Sacramento,” and mailed to Chelsea Pozar, P.O. Box 160371, Sacramento, CA 95816-160371.
• Fines are $.25/day for up to 30 days, after which the item will be considered “unreturned.”
• The Borrower will be invoiced for the full price of any lost, damaged, or unreturned items.

Book Descriptions

The Insider’s Guide to Marketing Green Buildings , Jerry Yudelson, P.E., MBA, LEED AP, 2004

The Insider’s Guide to Marketing Green Buildings contains more than 50 charts, graphs, project photos, figures, and tables charting the past growth and future direction of the green-building industry. Numerous case studies illustrate successful marketing by professional service firms, product manufacturers, contractors, and developers. This book brings contemporary marketing theory and practice together with green-building professional practice, offering data, tools, techniques, strategies, and practical examples designed to encourage more successful marketing of green buildings, developments, and products by industry professionals. Finally, the author provides practitioners with insights and tools to help green-building practitioners ‘make the sale’ to clients.

Blueprint for Marketing - A Comprehensive Marketing Guide for Design Professionals, Susan E. Frost, 1995

This completely revised edition of Blueprint for Marketing is updated for today’s competitive global marketplace. By reading and applying the concepts in this book, you can create a blueprint for your firm. Descriptive guidelines and worksheets are included to prepare a marketing plan, public relations plan, corporate brochure and Web site. Written for the architecture, engineering and contracting firm but the guidelines and marketing principles apply to any business.

SMPS 2000 Marketing Salary & Expense Survey, Society for Marketing Professional Services, 2000

This resource provides offering salary ranges for various marketing positions within the built and natural environment, along with other forms of compensation offered by employers. In addition, data regarding office revenues and marketing expenditures was collected to obtain industry benchmarks.

Proposals - On Target, On Time, Don Safford, 2002

This experienced proposal writer, speaker and lecturer provides a sure-fire method of approaching the proposal process. He shows you how to establish a relationship with the client, develop and refine your project approach, learn about your competition, select the right project team members, develop a proposal budget and more. He emphasizes that you must read the RFP, and you must provide all the information that the client asks for with no exception. In this book, the author helps design firms focus on writing proposals that cannot be eliminated. He provides a systematic approach geared to help you meet your client’s specific needs and manage the separate elements of the proposal writing process. Even when your firm has too little lead time, following strategic steps throughout the proposal process is crucial to winning the job.

Marketing Handbook for the Design and Construction Professional, Society for Marketing Professional Services, 2000

This authoritative volume has articles on major topics in marketing design and construction services written by experienced professionals. Whether it’s business development, communications planning, image building, website development, ISO 9000, international marketing, professional development, proposals, the niche strategy, or winning presentations, you can be certain that the advice comes from an industry leader who has faced this real-world challenge.

Charting your Career Path - Opportunities for Professional Service Marketers in the 21st Century, Sally A. Handley and Sharyn Yorio, 2001

Between advertising, public relations, and marketing, there are many ways to tell the public about your firm’s expertise. But hard-working marketers who bring in the business seem to be the forgotten people, the ones behind the scenes. From the point of view of the marketer, however, this is not a job; it’s a career–one to be nurtured and one which ultimately should bring the greatest level of satisfaction. To make that happen, you need to understand the realities of the marketplace–how jobs are defined, how titles, responsibilities, and salaries vary. This book is an analysis of what’s involved in marketing as a career, what kinds of skills, talents, and experience you need, as well as describing the current marketing “destinations” and the available paths to get there.

Winning New Business: A Guide to Making Great Presentations, Kay Lentz, FSMPS; Mary E. Rauch; James E. Frey; John F. Kelley, III; and Michael J. Reilly, 2001

This publication is a compilation that draws upon the knowledge of successful A/E/C industry professionals who offer insights into their experiences. The guide provides concise, practical tips and suggestions for preparing and making a winning presentation. It has new materials, case histories, examples of projects and how they were won, and suggestions from a variety of sources. This valuable resource is very relevant to the way business is being done today and consists of a tremendous amount of material, all contributed by those who’ve had significant up-to-date experience.

The Inside Scoop - Proposals and Interviews from the Client’s Perspective, Marcy Steinberg, 2003

Have you ever wondered why some proposals make the Short List and others make the Circular File? Wouldn’t it be great to read your client’s minds and give them exactly what they ask for in your next proposal? Author Marcy Steinberg invites you to tap into her extensive client research to find the answer to these and other questions. Through one-on-one interviews with more than 100 public and private A/E/C industry clients, and as an observer on dozens of selection committees, she shares information with you that until now has been the industry’s best-kept secret. Clients reveal what they like, dislike, and simply won’t tolerate from A/E/C firms who hope to win their business. Read this book and gather the competitive intelligence you need to send your firm’s hit rate skyrocketing!

Creating Rainmakers - The Manager’s Guide to Training Professionals to Attract New Clients, Ford Harding, 1998

As every manager of a professional firm realizes, generating leads and landing new clients is one of the most critical operations of a successful venture, and everybody needs to learn how to do it well. But transforming accountants, architects, attorneys, consultants, engineers and other professionals into client-generators is not always easy to do. Creating Rainmakers outlines all the necessary steps you need to turn your professional staff into successful rainmakers who can really drum up business!

Secrets of Superstar Speakers - Wisdom from the Greatest Motivators of our Time, Lilly Walters, 2000

Discover what motivates some of the world’s most famous speakers to develop the messages and skills that have made them successful, influential and rich. Their hard-earned, insider secrets are collected here to help you become a more effective speaker and deliver memorable messages that motivate. Lilly Walters shares these formative life experiences and proven motivational techniques of a wide variety of world-class speakers, including Tony Robbins and Deepak Chopra, Lou Holtz, Anita Roddick and others. You’ll learn how all of these very different personalities discovered their unique sources of inspiration, what methods they developed to motivate others, and how they learned to fine-tune clear, persuasive messages that touch the hears and minds of millions every day. A one-of-a-kind source of inspirational wisdom from the crème de la crème of the speaking world.

Customer Relationship Management, Kristin Anderson and Carol Kerr, 2002

In today’s impersonal, arms-length marketplace, customer loyalty is rapidly becoming a thing of the past. Customer Relationship Management brings it back to the foreground, providing easy-to-apply solutions and strategies for establishing meaningful bonds with your customers and turning them into reliable, lifelong partners. This edition provides key insights for choosing and implementing a CRM strategy, a review of database tools for capturing and managing client data and proven techniques for translating an effective CRM strategy to the e-commerce environment.

Even as markets change, effective customer relationship management remains a question of knowing your customers, understanding their wants and needs, and establishing long-term, mutually beneficial relationships. This valuable resource will show you how to design a CRM approach that is responsive, flexible and personalized to each customer.

Webinars

• Creating Proposals that Win
• Increasing Marketing Effectiveness at Professional Firms

Library Policies

• A maximum of two items can be checked out for a two-week period.
• Items are renewable for one additional week provided no one else has requested them.