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Scott D. Butcher FSMPS CPSM

Scott D. Butcher, FSMPS, CPSM, is a marketing and business development consultant, trainer, and facilitator focused on the architecture, engineering, and construction (AEC) industry. He's worked with firms of all types in the areas of marketing strategy, content marketing, business development, seller-doer model, strategic planning, and more. Scott is a past president of the SMPS Foundation and a former director of the Society for Marketing Professional Services. He serves as Director, Strategic Growth Advisory for Stambaugh Ness.

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Why Aren't You Blogging?

August 24, 2015

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I recently had the opportunity to present on the topic of blogging at the SMPS Fellows Leadership Symposium, held in conjunction with the annual Society for Marketing Professional Services Build Business conference. The overall focus of the session was better integrating technology into digital marketing,

Scott D. Butcher FSMPS CPSM

August 12, 2015

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There’s a term in the A/E/C industry that most firms will do anything to avoid, whispering it in quiet rooms as little as possible: sales. Drop the “s” and “sales” becomes a four-letter word. And we too often treat it that way. Instead, as an industry we’ve adopted “business

Scott D. Butcher FSMPS CPSM

August 4, 2015

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A/E/C firms struggle with the best metrics to manage their sales and marketing effectiveness. Which ones make the most sense? Part of that depends upon how you are tracing the performance of departments verses individuals. Part of it depends upon goals outlined in your strategic plans. There are quite a few

Scott D. Butcher FSMPS CPSM

June 8, 2015

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In my new book, Reputation Design+Build: Creating Winning Personal Brands for Engineering, Design, and Construction Professionals, I demonstrate a series of tools that you can use to build or maintain your personal reputation. These are broken down by Baseline Tools and Reputation-Building Tools. The Baseline Tools

Personal Reputation: The New Currency in Marketing Professional Services

Scott D. Butcher FSMPS CPSM

June 2, 2015

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There’s been a noticeable change in the design and construction industry over the past decade. It you’ve spent fifteen, twenty, or more years marketing A/E/C firms, then you probably remember the “Era of Boilerplate.” We had our favorite project descriptions, and we seemed to submit them for

Scott D. Butcher FSMPS CPSM

May 27, 2015

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During my 25 years in the A/E/C industry, I’ve attended a fair amount of client panels. A lot of them. Sometimes they are revealing and provide useful information to help me do my job better. Sometimes they provide a “soft” introduction to a potential client – instead of a “hard” cold

Scott D. Butcher FSMPS CPSM

May 8, 2015

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How does your firm handle business development? The answer varies greatly depending upon who’s answering the question. Maybe it’s a “rainmaker” – often a principal who brings in a lion’s share of a firm’s business, sometimes the president and other times a senior executive or market

Scott D. Butcher FSMPS CPSM

April 24, 2015

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Throughout the past year, I’ve had the opportunity to review books for two PSMJ Resources publications, Professional Services Management Journal and A/E Marketing Journal. During this time I’ve read more than 20 books. And while there were a few duds along the way – that I decided did not even

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