PSMA Commissions National Study;
A/E/C Professionals Invited

The Professional Services Management Association, with the participation of the Society for Marketing Professional Services, has commissioned Cynosure Communications to conduct a new national client study, by region, for the architecture, engineering and contracting/constructing industries. Marcy's first research was on how to gain new projects through winning proposals and interviews. This research is on how to retain the client long after the project is done and be first choice for the next one.

What do clients consider truly exemplary service, and is there anything they consider worth sole-sourcing for? Why will private clients change consultants even when they are happy with the service? How do public clients justify sole-sourcing to someone they are happy with? These and other questions are being researched now, with one-on-one client interviews.

The research is in progress now, through spring 2005. Regional research has been conducted and presented in Chicago and Orlando. Next are Denver and San Francisco. A/E/C professionals are invited to contact Marcy Steinberg if you would like the research to come to your region, or if you have clients and prospects to include in the interviews (anonymously).

Clients On: Proposals and Presentations

The Society for Marketing Professional Services (SMPS) has issued the second edition of Marcy Steinberg's book, The Inside Scoop: Proposals and Interviews from the Client’s Perspective. The book contains her years of research with A/E/C clients on what they really want in a proposal, and what really determines the winner in a selection interview.

Read the Introduction, which explains the research and gives an overview of the book's contents and organization.

See the Table of Contents.

Order the book for your office, or for your university department's library (mail order form).

Steinberg Marketing Education Scholarship

Education scholarships, currently ranging from $500 to $1,500, are available each year from the Tucson American Marketing Association for marketers at any level, for a variety of educational activities, including college courses, seminars, and conventions. To learn more or apply for the next round of scholarships, visit www.tucsonama.com and click on the Steinberg Award link.

During her year as president of the Tucson American Marketing Association (TAMA), Cynosure Communications Principal Marcy Steinberg initiated a certificate in marketing series in partnership with the University of Arizona's Continuing Education program. With the closure of the University's Extended Education program, the Marketing Certificate moved to Pima Community College, where it continues to serve more than 50 people each year, and to provide funds for this scholarship.