THE Marketing Event Society for Marketing Professional Services New York City Chapter CPSM - Certified Professional Services Marketer: The Marketer’s Perspective November 9, 2007

PRESENTERS Gina Bedoya, CPSM – (Consultant) President Bedoya Business Strategies, Inc. Patricia Neumann, CPSM – (Partner) Principal Accu-Cost Construction Consultants, Inc. Martha Huguet, CPSM – (Marketing Manager) Associate Mueser Rutledge Consulting Engineers

Gina Bedoya, CPSM – (Consultant)

President

Bedoya Business Strategies, Inc.

Patricia Neumann, CPSM – (Partner)

Principal

Accu-Cost Construction Consultants, Inc.

Martha Huguet, CPSM – (Marketing Manager)

Associate

Mueser Rutledge Consulting Engineers

WHAT IS CPSM CPSM – Certified Professional Services Marketer

CPSM – Certified Professional Services Marketer

BENEFITS OF CERTIFICATION Increase knowledge Widespread recognition Enhanced credibility Career advancement Commitment to professional growth and development Financial Reward

Increase knowledge

Widespread recognition

Enhanced credibility

Career advancement

Commitment to professional growth and development

Financial Reward

SMPS MEMBERS BY CHAPTER 183 Georgia 12 186 Arizona 11 214 Colorado 10 224 Chicago 9 235 Houston 8 236 New York 7 237 Seattle 6 255 D.C. 5 257 Central Florida 4 270 Los Angeles 3 314 San Francisco 2 319 Boston 1 Total Members Chapter Name Number Total Members Chapter Name Number 100 Michigan 24 104 Columbus 23 105 Indiana 22 125 Chesapeake 21 126 Kansas City 20 138 Tampa Bay 19 140 Twin Cities 18 149 Philadelphia 17 153 Sacramento 16 155 Oregon 15 174 Dallas 14 182 San Diego 13

CPSM BY CHAPTER 8.72% 13 149 Philadelphia 12 9.34% 24 257 Central Florida 11 9.35% 20 214 Colorado 10 9.55% 30 314 San Francisco 9 9.79% 23 235 Houston 8 11.11% 14 126 Kansas City 7 11.43% 12 105 Indiana 6 11.59% 16 138 Tampa Bay 5 12.09% 22 182 San Diego 4 13.00% 13 100 Michigan 3 15.85% 29 183 Georgia 2 16.35% 17 104 Columbus 1 % of CPSMs Total CPSMs Total Members Chapter Name No. 4.29% 6 140 Twin Cities 24 4.46% 10 224 Chicago 23 4.66% 11 236 New York 22 4.80% 6 125 Chesapeake 21 4.81% 13 270 Los Angeles 20 5.38% 10 186 Arizona 19 5.75% 10 174 Dallas/ Ft. Worth 18 6.90% 22 319 Boston 17 7.06% 18 255 Washington, D.C. 16 7.20% 17 236 Seattle 15 7.74% 12 155 Oregon 14 7.84% 12 153 Sacramento 13 % of CPSMs Total CPSMs Total Members Chapter Name No.

THE MARKETER’S INSIGHT The Firm Principal The Marketing Manager The Marketing Consultant

The Firm Principal

The Marketing Manager

The Marketing Consultant

ELIGIBILITY REQUIREMENTS Bachelor’s or advanced Degree + 4 years’ experience in marketing or business development for professional services firms Associate’s Degree + 6 years’ experience in marketing or business development for professional services firm No degree, but have 8 years’ experience in marketing or business development for professional services firm

Bachelor’s or advanced Degree + 4 years’ experience in marketing or business development for professional services firms

Associate’s Degree + 6 years’ experience in marketing or business development for professional services firm

No degree, but have 8 years’ experience in marketing or business development for professional services firm

HOW TO APPLY Request application package from SMPS National Fill out form in its entirety Include 3 professional references Submit a copy of your original college transcript or a notarized photocopy of your degree Submit application and fee to SMPS National

Request application package from SMPS National

Fill out form in its entirety

Include 3 professional references

Submit a copy of your original college transcript or a notarized photocopy of your degree

Submit application and fee to SMPS National

FEE SCHEDULE $415 $250 Online Exam Fee $300 $150 Recertification Fee $440 $275 Paper Exam Fee $350 $195 Application Fee Non-Member Member

RE-CERTIFICATION Renew certification every 3 years Earn 50 CEUs (continuing education units) Choose within the 6 Domains of Practice One CEU is rewarded for each hour of instruction Maintain a portfolio with CEU documentation Send recertification application along with documentation

Renew certification every 3 years

Earn 50 CEUs (continuing education units)

Choose within the 6 Domains of Practice

One CEU is rewarded for each hour of instruction

Maintain a portfolio with CEU documentation

Send recertification application along with documentation

CPSM CODE OF ETHICS As a Certified Professional Services Marketer: Advance your knowledge of professional services marketing Continually seek to raise the standards of excellence Actively encourage the highest level of ethical standards within the profession Practice in a manner without discrimination Uphold all laws and regulations of your firm

As a Certified Professional Services Marketer:

Advance your knowledge of professional services marketing

Continually seek to raise the standards of excellence

Actively encourage the highest level of ethical standards within the profession

Practice in a manner without discrimination

Uphold all laws and regulations of your firm

BODY OF KNOWLEDGE THE 6 DOMAINS OF PRACTICE 1. Market Research 2. Marketing Plan 3. Client & Business Development 4. SOQs / Proposals 5. Promotional Activity 6. Information, Resource & Organizational Management

THE 6 DOMAINS OF PRACTICE

1. Market Research

2. Marketing Plan

3. Client & Business Development

4. SOQs / Proposals

5. Promotional Activity

6. Information, Resource & Organizational Management

THE 6 DOMAINS OF PRACTICE 1. Methodologies and information sources to aid the development of research reports. 2. Planning, creating and implementing strategic, business and marketing plans. 3. Develop and maintain client relationships to secure new and ongoing business. 4. Tools for the development of qualifications/proposals. 5. Internal and external promotion methodologies, promotion production management and measurement metrics. 6. Tools and resources to manage marketing/sales organization structure and performance metrics

1. Methodologies and information sources to aid the development of research reports.

2. Planning, creating and implementing strategic, business and marketing plans.

3. Develop and maintain client relationships to secure new and ongoing business.

4. Tools for the development of qualifications/proposals.

5. Internal and external promotion methodologies, promotion production management and measurement metrics.

6. Tools and resources to manage marketing/sales organization structure and performance metrics

EVALUATION 1. MARKET RESEARCH………. 15% 2. MARKETING PLAN………….. 16% 3. CLIENT & BUSINESS DEV…. 20% 4. SOQs / PROPOSALS…………18% 5. PROMOTIONAL ACTIVITY…..16% 6. INFO, RESOURCE & ORGANIZATIONAL MGMT…..15%

1. MARKET RESEARCH………. 15%

2. MARKETING PLAN………….. 16%

3. CLIENT & BUSINESS DEV…. 20%

4. SOQs / PROPOSALS…………18%

5. PROMOTIONAL ACTIVITY…..16%

6. INFO, RESOURCE &

ORGANIZATIONAL MGMT…..15%

STUDY MATERIALS

STUDY TIPS Obtain reference materials Gap Analysis Know yourself and your study habits Form a study group Establish realistic meeting schedule Use the Study Guide Do all the reading!

Obtain reference materials

Gap Analysis

Know yourself and your study habits

Form a study group

Establish realistic meeting schedule

Use the Study Guide

Do all the reading!

THE EXAM On Line test available Proctor needed 3 hour test Nothing on desk & no breaks Timed Must achieve a 75% score Different versions of the test

On Line test available

Proctor needed

3 hour test

Nothing on desk & no breaks

Timed

Must achieve a 75% score

Different versions of the test

YOU CAN DO IT!