The Value of SMPS for Technical Professional Transitioning into BD Roles
Posted by Communications on Sep. 8, 2021 / Blog / Subscribe 0
Welcome to The Drop – SMPS Philadelphia’s new blog dedicated to sharing education and knowledge with our members from local and national rainmakers. While many may consider SMPS an organization solely for marketers and business developers, in our inaugural post we talk to Robert Fini, CPSM, who shares his journey as a technical professional who transitioned into a business development career path and the role SMPS played – proving how valuable SMPS is for all professionals in the industry.
Rob, thank you taking the time to share your experience with our membership! Can you share your background and what led you to become involved in SMPS?
I have been an engineer for my entire working career and was fortunate to rise to senior positions within the firms at which I was working, and eventually ventured out and started my own business. I quickly found that one of the most important parts of being an owner was bringing in business, so I began attending more industry trade events and seminars to build my network. As I introduced myself and struck up conversations, I started asking about which organizations my peers found relevant or important to know, and a response that I kept hearing over and over was SMPS. The suggestions and real-life testimonials of my peers convinced me to start attending events and subsequently join the organization. Joining SMPS was extremely helpful in getting my business off the ground and becoming known in the A/E/C community. I eventually closed my own business and moved on to business development roles at other firms within the industry. The network and skills I had built through my involvement with SMPS helped me to identify opportunities that fit my professional goals and make this change.
What would you tell a technical professional looking to transition from technical to a marketing and business development career path?
SMPS was a very educational tool for me. Without a formal degree in marketing, my knowledge was what I learned or overheard during my years as an engineer on a technical career path. I thought I had a good understanding, but SMPS opened my eyes and made me consider things I never have before. Getting involved in SMPS, utilizing the educational resources, and taking the time and effort to become a Certified Professional Services Marketer (CPSM) provided me with a wealth of knowledge that impacts how I approach different aspects of the A/E/C industry now that I serve in a business development role.
Additionally, many technical types can be rather introverted and sometimes hesitant to strike up conversations with strangers, but the professionals you meet at SMPS events will pull you into a conversation and make you feel welcome. It is impossible to be a wallflower and not make valuable connections at one of their events! Over time, it became easier and easier to make new friends and build rapport, because SMPS members made it so easy for me. Not only did it help me grow professionally, but it helped me grow personally as well.
How did your involvement with SMPS increase your credibility when seeking business development roles?
As an SMPS member, I take every possible opportunity to attend professional development and educational events, through both the Philadelphia Chapter and the national organization. These sessions have helped me gain a better understanding of best practices for our industry, and as previously mentioned, the ability to meet members at SMPS events has helped grow my network along with my knowledge of other companies and their services in the region.
I also became intrigued by the CPSM certification, and knew that to show my credibility with marketing, business development, and sales when I walk into a room, I needed to attain this designation. I wanted to show that, in no uncertain terms, I have the skill set to bring in business – walking into a room or an interview and saying, “I am a Certified Professional Services Marketer” carries some sway. Becoming certified has opened doors for me; it is an extremely beneficial validation for someone with a technical background who wants to advance into a marketing, business development, or sales career track.
Becoming certified requires a lot of reading and a deep understanding of the Six Domains of Practice. What takeaways do you have from studying for your exam?
Studying the SMPS Markendium for the Six Domains of Practice was a crash course in marketing and business development in the A/E/C industry. A technical professional may think they understand marketing and business development, but until you read each book, you don’t have a full appreciation of the detail, planning, and strategy that goes into everything our marketers and business developers do! In particular, Domain 6 - Management opened my eyes to things I didn’t even know I needed to know for my business – it was extremely helpful! The Domains of Practice also helped me better understand the how to tailor activities based on the size of the firm.
Any final thoughts for technical professionals reading this and thinking about joining SMPS?
My recommendation is this: Don’t just join, get involved! I quickly volunteered and ended up on the Philadelphia Chapter board of directors as the logistics committee chair. In my role, I was responsible for planning the events, using my skills as an engineer to break things down, formulate a plan, and pull together all the pieces needed to have it running like clockwork. As a technical professional, you should identify what your talents are, then offer them. Also, identify the areas you need to improve in and someone in SMPS will definitely lend a hand to help you achieve your goals. Finally, find your network and become deeply involved; it will get paid back, much more than you give.
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