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Foundation Think Tank
APRIL 13, 2012McGRAw HILL coMPAnIes 50TH FLooR, McGRAw RooM 1221 Avenue oF THe AMeRIcAs new YoRk, nY
FOUNDATIONSociety for Marketing Professional Services
Bridging the Gap Between Management and Marketing
7:30 8:30 am Registration and Networking Breakfast
8:30 8:45 am Welcome SMPS Foundation President Donna Jakubowicz, FSMPS, CPSM
8:45 11:45 am CEO/CMO Teams: How to Work Together Panelists:
William J. Gilbane Jr., President and Chief Operating Officer, Gilbane Building Company
Dennis M. Cornick, Senior Vice President, Director of National Sales and Marketing, Gilbane Building Company
Anthony S. Bartolomeo, P.E., President and CEO, Pennoni Associates, Inc.
Melissa D. Rysak, CPSM, Director of Corporate Communications, Pennoni Associates, Inc.
Robert Packard, Assoc. AIA, Managing Partner, ZGF Architects, LLP
Nancy Fishman, Principal, ZGF Architects, LLP
Noon 1:30 pm Luncheon Presentation: Emerging Changes in Organizational Behavior and Other Future Trends Mark Rusty Sherwood, Senior Consultant, FMICenter for Strategic Leadership
1:45 4:15 pm Why Gaps Exist and How to Overcome Them Panelists:
Dana L. Birkes, APR, FSMPS, CPSM, Vice President of Business Development and Marketing, Flintco, LLC
Phil Harrison, FAIA, LEED AP, President and Chief Executive Officer, Perkins+Will
Laurin McCracken, AIA, FSMPS, Chief Marketing Officer, Jacobs Global Buildings NA
Raymond F. Messer, P.E., President and Chairman of the Board, Walter P Moore
4:15 4:30 pm Wrap-Up
*Subject to change
ModeratorHugh M. Hochberg Principal, The coxe Group, Inc.
Hugh Hochberg has consulted with over 800 professional service firms, including some of the mostly widely respected firms in the world. He consults in virtually all aspects of professional practice, and he is passionate about helping firms elevate their creativity and achieving extraordinary results. He has conducted numerous training programs to help professionals improve their skills in such areas as professional development, transition planning, leadership, communications, design process, marketing, selling, presentations, profit performance, and financial management. He has lectured and/or taught at nine universities in the United States and abroad and has conducted programs for numerous professional organizations in the US, Canada, Australia, Hong Kong, and South Africa.
In addition to his work as consultant and speaker, he has written for several publications including Progressive Architecture, Architecture, Design West, Oregon Architect, and Oregon Business. He is an author in the AIA Handbook of Professional Practice and a co-author of Success Strategies for Design Professionals. Hochberg holds a bachelor of science and architecture from Rensselaer Polytechnic Institute and an MBA from Harvard.
Luncheon speakerMark F. (Rusty) sherwood senior consultant, FMI center for strategic Leadership
Rusty Sherwood is senior consultant with FMIs Center for Strategic Leadership. He is committed to building a better future for the global construction marketplace by developing exceptional leaders one at a time. He specializes in strategic thinking and the means and methods by which senior leaders and their teams develop the skills to lead enduring, high-performance organizations.
Rustys industry experience spans 29 years, including 14 years with McGraw-Hill Construction as vice president leading national/global sales and business development teams in the sale and adoption of business intelligence and analytic services. Prior to McGraw-Hill, Rusty spent 15 years developing and leading domestic and international business development and marketing strategy for numerous US and foreign-based construction product manufacturers and wholesale distributors. He is a frequent speaker and featured keynoter on regional, national, and international design and construction economics, industry and business-shaping trends, and the strategic implications of both, by market segment.
His vast industry experience with national and global firms, combined with a fact-based approach to assessing external and internal business drivers, using in-depth market analytics, business intelligence, and research methods, brings clients a seasoned, progressive approach to building organizations and teams with sustainable market competitiveness and unique industry position. Rusty earned his bachelors degree in marketing and international finance from the University of Southern California and his master of business administration from Pepperdine University.
Distinguished PanelistsAnthony s. Bartolomeo, P.e. President and ceo, Pennoni Associates, Inc.
Anthony S. Bartolomeo, P.E., is the president and CEO for Pennoni Associates, an ENR Top 100 multi-discipline engineering firm. Tony is a civil engineering graduate of the University of Pennsylvania. He joined Pennoni in 1986 and has more than three decades of experience in environmental engineering, coupled with broad experience in the relationship development among the federal, state, and local government levels, all of which have a stake in the success of major civil infrastructure projects. He has integrated the engineering and financial aspects of major projects into the legal, regulatory, and community objectives, to the benefit of Pennonis diverse client base.
Tony serves as a member of the board of directors for a number of not-for-profit organizations in the Delaware Valley. He was appointed by Mayor Michael Nutter as one of four co-chairs for the Philadelphia Council for College and Career Success, as well as being appointed to the Philadelphia Workforce Investment Board. In addition to his focus on education, Tony has a strong belief in corporate responsibility to our environment and serves as a leader in several organizations devoted to conservation and management of critical natural resources. He is chairman of the Pennsylvania Environmental Council and served on the Governors Marcellus Shale Advisory Commission for the Commonwealth of Pennsylvania.
Dana L. Birkes, APR, FsMPs, cPsM vice President, Business Development and Marketing, Flintco, LLc
Dana is corporate vice president of Flintco, LLC where she provides oversight for the business development, marketing and communications functions. She reports directly to the CEO of Flintco, a privately held, Native American-owned construction firm that works nationally from eight offices and has annual revenues in excess of $1 billion.
Dana is a Certified Professional Services Marketer (CPSM) and is accredited in public relations. She is a member of the College of Fellows of both SMPS and the Public Relations Society of America. She served as national president of SMPS in 200708 and is currently a trustee and incoming president of the SMPS Foundation. Dana also serves on the board of ABC Services Corporation which provides management oversight for Construction Executive magazine, is a member of the national executive board of The Associated General Contractors of America, and is affiliate director for the American Institute of Architects of Eastern Oklahoma.
Thank you to the Think Tank Task Force for organizing todays program:
Scott Braley, FAIA, FRSA, Braley Consulting & Training William Long, P.E., FSMPS, CPSM, TN Ward Company
Lisa Roberson, CPSM, Newcomb & BoydWilliam Viehman, AIA, LEED AP, Perkins+Will
Rhodes White, FSMPS, CPSM, White ConsultingRonald Worth, CAE, FSMPS, CPSM, SMPS National
Rachel Yoka, LEED AP, BD+C, CPSM, Timothy Haahs & Associates
Dennis M. cornick senior vice President, Director of national sales & Marketing, Gilbane Building company
Dennis Cornick has worked in the A/E/C industry as a business developer for more than 30 years. He has been with Gilbane for 22 years and has served as senior manager of business development, regional business development manager, for multiple Gilbane offices and most recently as the director of the national sales and marketing services department. He is now implementing dynamic sales strategies and goals he developed in the Northeast region throughout Gilbanes 10 other regional offices and various business units.
Dennis provides hands-on leadership to all of Gilbanes business development teams and collaborates with regional management of the business development function. He serves as the liaison to the Executive Management Team on sales activities and is the executive liaison to the Regional Business Development Managers Peer Group. He ensures that the companys business development priorities are closely aligned with the companys commercial strategies. He oversees the Gilbane University sales training program and works with each region in business development manager recruitment and development. He is currently leading all efforts on the implementation of a companywide CRM program and directs Gilbanes Center of Excellence leaders in various market segments.
As the director of the national sales and marketing department, Dennis is also personally engaged in direct sales on a select group of clients, including some national accounts. He combines the very best that sales and marketing have to offer, resulting in the delivery of a quality, customer-focused product that is consistent across the organizational footprint.
nancy Fishman Principal, ZGF Architects, LLP
Nancy Fishman joined ZGF in 1984 as a marketing coordinator, supporting business development and public relations activities for the then-60-person architecture firm based in Portland, Oregon. Currently a principal in the firm, her position has evolved over the past 28 years into one with firmw