SMPS MEMBER SPOTLIGHT
Published in the SOCIETY FOR MARKETING PROFESSIONAL SERVICES Dec. 2018 Issue
Interviewed by Deborah J. Hodges, M.A.
Company: Jacobs Engineering Group, Inc.
Position: Inside Sales Manager
Years in A/E/C Industries: 18
Years in SMPS: 18
How did you decide to have a career in the A/E/C industries?
After enrolling in the business program in college, I pursued internships and it was pure luck and good fortune to land a paid internship at an architectural, civil, and structural engineering firm in Chicago.
I excelled at marketing and changed my major from business to corporate communications. My first true role was a marketing coordinator and the rapid pace and diversity of projects were exciting.
It also challenged me every week, which I liked, with numerous deadlines, communicating with a large team of people from many firms, and organizing solid proposal packages. I was eager to win my first project.
How would you describe your role/job?
Today, my role at Jacobs includes defining objectives and goals within the group, as well as determining the key factors in each decision that has to be made, not to mention persuading prospects to become clients. My position places me in a strategic, decision-making role. It’s a great opportunity and every day offers a chance to build strong relationships within the company and the A/E/C industries.
What is your favorite part of the job?
I enjoy combining the people-oriented aspects of my job with Jacobs’s three- level approach opportunity analysis. We look at fact-oriented details to prove that our competencies and expertise are right for the project. We conduct a rigorous go/no-go process when looking at each new client and project, and we use our relationship-based approach (RBS) to address this decision. It is a commitment we take quite seriously.
What have been the challenges and rewards of your career?
Most importantly, the rigorous approach at Jacobs serves the client well, and also requires an enormous commitment for the go/no-go process for moving forward with a detailed, professional proposal that brings value and solutions to the overall project. It is very satisfying when it works for all.
What has been your most meaningful project?
It’s hard to cite just one meaningful project—there have been many and at multiple companies. But one of the most memorable was going through a rebranding process including rebranding the name, logo, website, and templates. That experience was invaluable. Another was a mega project pursuit that involved 17 different sub-consultants. It was a challenge to coordinate the full team from the initial steps through the interview stage.
How has membership in SMPS helped you to advance your firm and your career?
SMPS provides a broad platform for learning about A/E/C and the ways it’s changing. The diverse exposure helped prepare me for my current position at Jacobs, where it’s important to be on top of your game. When I first joined SMPS, I made some great connections that helped me with my assignments and later helped me find meaningful positions. Many of these people became close friends or shared their insights and experiences, which offered more ideas and potential solutions. There are people at every level to learn from at SMPS, and it has a great support system.
What has contributed to your success?
Continuing my education and becoming more involved with SMPS (most recently as a past-president of SMPS Chicago) has greatly contributed to my success
in my career. These factors have opened many doors for me, taught me to be resilient and professional, and helped me be seen as a management leader. I was lucky enough to have mentors within SMPS that provided me direction and clarity along the way. Sometimes you have to ask for help, but knowing whom to ask is the first step forward.
What advice would you give to someone who is about to enter the marketing or business development field?
People are the pipeline of my career. I would encourage others entering the marketing or business development field to meet and get to know the diverse members of SMPS. A/E/C is so small; you cannot burn a bridge. It is a huge benefit to learn how to work and connect with many professionals who can help you throughout your career.
What is the best advice you’ve received regarding your career or working in the A/E/C industries?
Take charge of your career path. Our roles and performance are always being evaluated. Some people I came across very early in my career moved into leadership roles as time passed and before I knew it, they were calling me to fill other leadership roles within their companies. I started my role at Jacobs when a colleague remembered and called me after 10+ years.
SOCIETY FOR MARKETING PROFESSIONAL SERVICES Dec. 2018 Issue
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