SMPS Bookstore Releases New Publication
SMPS National announces the release of its latest publication, "Principles for Principals: Insights & anecdotes about what makes professional services firms thrive," by Joan Capelin, FSMPS.

Principles for Principals: Insights & anecdotes about what makes professional services firms thrive by Joan Capelin, FSMPS (ws-562, $35) Forewords by Weld Coxe, FSMPS, emeritus founding principal, The Coxe Group, and by C.E. Vick Jr., P.E., founder, Kimley-Horn & Associates, Inc.

Highly honored by the design and construction industry, including the prestigious SMPS Marketing Achievement Award, Capelin reveals the secrets she has used to train hundreds of business leaders to achieve success in their management and marketing. Each anecdote-filled chapter is packed with revelations and solutions to the problems that plague any enterprise.

Define "Success": If your firm is hired to advance your clients' goals, how do you learn what those are and how to achieve them? Try asking! Immediately after winning a job, debrief with the client to learn why you were hired for the project, and why some other firm wasn't.

Play by Your Client's Rules: Naturally, every firm wants its client's endorsement. But do you have permission to advance your firm by associating your work with their project and name? Some clients insist on keeping a low profile. Negotiate this issue thoroughly to avoid costly misunderstandings.

Deal with Problems NOW: No principal wants to deliver bad news to a client. Yet it's not the news they'll remember; it's the way you handle the situation. Clearly explain the facts and how they affect your client, offer a solution, and produce a plan of action. You both must firmly believe, "Everything is under control."

If You Don't Ask, You Don't Get: Many firms miss out because they didn't ask for something they deserved: a higher fee, a change in the consulting team, better terms on reproduction costs for marketing materials, an evergreen contract. Very often, Capelin finds, the answer may be "yes!"—but you have to ask.

FUBB (Follow Up Beyond Belief): In the A/E/C industry, the slightest oversight could affect lives and safety. In the marketing department as well, following up, which should be equally automatic, requires a coordinated, united effort. Did the package with the proposal arrive on time, for instance?

Here's what industry experts have to say about this dynamic new publication:

Robert Ivy, Editor in Chief, Architectural Record: "For both the novice and the experienced principal, Principles for Principals is a highly useful guide to managing a successful practice."

F.M. "Chunky" Latham, President, Design Teams Incorporated: "This 'why-to' book is a must-read."

Joan Gerner, SVP, Bovis Lend Lease LBM, Inc.: "Follow Joan Capelin's valuable insights and your business will become much richer, in many ways."

Gary Gordon, Gary Gordon Lighting, LLC: "...a whole new way of looking at business relationships..."

To order your copy of Principles for Principals, visit http://store.yahoo.com/marketing-resource-center/ws-562.html, then click on "order" under the book's description to add the item to your shopping cart. To order by phone or if you need assistance, please call our Customer Service Department at 1.800.292.7677, x229.

MEET THE AUTHOR! Stop by the SMPS Bookstore in the Exhibit Hall at Build Business, the SMPS/PSMA National Conference, on Thursday, August 12, from 3:35-4:05 p.m. to meet Joan Capelin and have her autograph your copy of Principles for Principals! [ return to top ]