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19 January 2007

Checking your work

On Thursday, March 1, 2007, I will be presenting "A Review by Any Color" at the ZweigWhite 2007 A/E Marketing Now Summit in Las Vegas.

When it comes to proposal reviews, there are Gold Teams (kick-off meetings), Blue Teams (writing/editorial staff), Purple and Pink Teams (mid-way reviews), Green Teams (cost proposal reviews) and Red Teams (final package review). Each team has a legitimate place in the development of large, complex A/E firm proposals, with some playing more important roles than others. But who should be on which team? When does each team operate? And how does each team contribute to the proposal review process?

This session will give you an understanding of the importance of proposal reviews in A/E firms. You’ll learn how review processes improve your proposals, resulting in better hit rates, more revenue, and increased profitability.

In this session, you'll learn about:

  • Why every proposal needs a thorough review process 
  • What role each team plays in the review process
  • Who should be on each review team
  • When each team should have its say
  • What to do with each team’s input

The Summit will be held March 1-2, 2007 at the Rio All-Suite Hotel & Casino, and includes a number of sessions covering different aspects of marketing within and for the "built environment" community. Information about the complete event is available at the ZweigWhite website, www.zweigwhite.com.

Who's Afraid of Marketing?

On February 9, 2007, I will be presenting my "Who's Afraid of Marketing?" session for the Sacramento chapter of the Society for Marketing Professional Services. This will be a half-day interactive workshop.

Too often, technical folks have such a fear of marketing that they choose to remain on a senior technical track simply to avoid marketing activities.  However, whether you choose that technical track or move onto and then up the management ladder, you usually have to be able to market successfully if you want to become a firm principal.

The purpose of this session is to help reduce anxieties related to marketing by:

  • Talking about things PMs already do every day that are marketing activities;
  • Explaining some “myths” of marketing to see behind the “magic” to the reality;
  • Explaining why “cold calls” shouldn’t happen, and providing ways to “warm up” marketing calls; and
  • Developing the idea of pursuing clients rather than projects, and explaining the contribution that technical folks can make to this effort.

If time allows, attendees can discuss marketing activities they have tried, successful or not, and share lessons learned.

The session will be held at the Holiday Inn - Capitol Plaza. The fee is $100 for members and $125 for non-members. You can RSVP to mmarcotte@markthomas.com or check out the chapter's website, www.smps-sac.org.

04 January 2007

Professional photography

There's been a flurry of SMPS listserve postings about professional photography. The postings are full of terms and conditions that photographers like to have, and terms and conditions that their client firms would prefer to have, and a lot of emphasis toward the idea of hiring professional photographers.

I don't want to steal anyone's work, just as I don't want anyone to steal mine, but I can always find a talented young photographer who is eager to break in, and who will give me the rights I want for a fair price. They get business and exposure at a fair price, and referrals if their work is really top notch, and I get the work I need at a fair price with the right to use the work as I need forever and ever. Having paid the photographer to take the picture, I don't want to have to pay him or her again and again every time I want to use it.

Actually, I worked for a firm that had this kind of deal with a photographer 15 years ago. We paid a slightly higher day rate and he delivered electronic files on CD (already color-corrected, cropped and ready to use), catalogued and indexed, and we just had to copy the CDs and pass them out to our other offices that had marketing staff. We owned all rights and only paid him additional fees if we wanted actual prints, particularly large sized prints that we framed and gave to clients. Part of the deal was that he got every photographic assignment the firm had, regardless of where it was located. Both the firm and the photographer felt they had a good deal.

My problem with professional photographers is that, instead of treating the finished building as an example of the architect's art to be recorded for the client, the design firm's marketing or other purposes, they often tend to use the building merely as a prop to show off their own art. So we get purple sunsets that mask the fact that the facility is a wastewater treatment plant.  Or we get artistic stormy cloudscapes reflected in the building's mirrored exterior, and can't quite make out the actual outlines of the building because of the reflections. These pictures are very artistic, but they are about the photographic arts, and not about architecture.

What is most discouraging is that so many awards seem to be given, as the many posts pointed out, to the projects with the best photography. This means that great photographers win architectural awards while spectacular, ground-breaking designs with original concepts and visions can be overlooked because they don't have the kind of dramatic photography that obscures the actual winning design elements that were so award-worthy in the first place!

One other thing:  the postings hint - and with no subtlety - that ONLY professional photographers can get you that award-winning shot. NOT TRUE. While I wouldn't be surprised to find that the great shot came from a professional photographer, I wouldn't be surprised to find that it came from an amateur either. Many great photographers are hobbyists who just don't have the resources or desire to start their own business. I wouldn't automatically assume their work would always be second or third quality. I've seen too much great photography from people who did other things for a living to make that mistake.

In the long run, no matter how the person earns their paycheck, the work has to speak for itself and resonate with you.