About
COLUMN
10.
CASE STUDY
Value You Can Feel: How The Primestone Group’s Core Values Shape the Client Experience
11.
CASE STUDY
When Values Impart Value: How Culture Creates a Competitive Edge at Lowe Engineers
PRESIDENT'S MESSAGE
From Intel to Impact: Why Insight Fuels Connection
DR. PAULA RAYMOND STAMP, MBA, FSMPS, CPSM
Dr. Paula Stamp is the Founding Principal at Geaux Consulting Group, which is a consultancy practice dedicated to providing strategic guidance and innovative solutions to professional services clients. Dr. Stamp brings a rich background and a proven track record of success with professional services firms such as those in the architecture, construction, engineering, financial services, distribution, and legal sectors. With extensive experience in building and leading high-performing teams and complex project pursuits, she is known for her exceptional leadership skills and ability to foster a culture of collaboration and excellence. Her strong client relationships and commitment to delivering value-driven solutions has earned her a reputation as a trusted advisor and partner.
Marketing and business development success in the A/E/C industry isn't just about the strength of our technical expertise; it's increasingly about our role in elevating the quality of the client experience. While our pursuit strategies often start with a technical framework, the most impactful wins stem from a genuine connection with our clients. This connection is built on a foundation of deep insight.
This insight, a key element of effective marketing and business development, goes beyond simply knowing facts or past projects. It involves proactively understanding clients' challenges even before they explicitly state them. It means recognizing when a standard approach won't resonate and skillfully interpreting the underlying needs within an RFP to develop a truly tailored and compelling response. This approach aligns with the growing emphasis on client-centricity and delivering real value.
This is where marketing and business development truly shine. When we are involved early in the pursuit process, we bring crucial context regarding what clients value, how competitors might position themselves, and what truly differentiates our firms. This isn't just support; it's strategic input informed by a close understanding of the client's perspective. Involvement by marketing and business development professionals is business critical.
Firms are better positioned to execute informed go/no-go decisions, shape core messaging, and produce more effective outcomes when leadership recognizes marketing and business development professionals as strategic partners. This early collaboration also allows us to integrate emerging trends in our business development efforts, ultimately enhancing the client experience.
The SMPS Foundation has commissioned numerous studies that provide insight into everything from artificial intelligence and emerging trends to neuropsychology and resilience. Working with research partners, such as Stambaugh Ness, Client Savvy, and FMI, the data that supports your firm's business strategy is rigorous and within your reach. And here's an added bonus — many of these publications are free to SMPS members.
Ultimately, insight isn't a nice-to-have; it's the essential foundation for relevant, data-driven outcomes and connecting with your clients.
Dr. Paula Raymond Stamp,
MBA, FSMPS, CPSM
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