CPSM Certification

CERTIFIED
PROFESSIONAL
SERVICES MARKETER
EXAMINATION
HANDBOOK FOR CANDIDATES

Certified Professional Services Marketer Effective February 2024

An SMPS Certification Program
The Society for Marketing Professional Services (SMPS) is a diverse
community of marketing and business development professionals
working together to move the A/E/C industries forward.

©2024 Society for Marketing Professional Services. SMPS is a registered service mark of the Society
for Marketing Professional Services. All rights reserved. 625 N Washington Street, Suite 302, Alexandria,
VA 22314 | 703.549.6117 | smps.org
Table of Contents
2 CPSM Mission Statement 8 Test Scoring and Score Reporting

2 Purpose of the CPSM Program Examination-Question Analysis

Elevating the Professional Standard Scoring Procedure

2 Administration of the CPSM Program Score Processing and Reporting

3 General Information Re-Examination

Eligibility Requirements Application Process 8 CPSM Certification and Recertification

Testing Windows Recognition of Certification

Fees Recertification

Refunds and Transfers Life Certification

4 Examination Administration 9 General Policies

Scheduling Authorization Release of Information

Scheduling Your Examination Appointment Nondiscrimination

Exam Appointment and Testing Time SMPS Diversity, Equity, and

Inclusion Philosophy & Policy
Rescheduling Examination
Appointments Within a Testing Period 10 Appendices

5 CPSM Examination Information 1: Content Outline

Development and Validation 2: Recommended Reading List

Examination Development 3: CPSM Code of Ethics

Examination Format

Preparation for Examination

Practice Tests

7 CPSM Test Administration Information

Rules of the Examination

Testing Conditions or Examination

Feedback Security Procedures

Testing Accommodations

This handbook contains necessary information about the Certified Professional Services Marketer (CPSM)
Examination. Please retain it for future reference. Candidates are responsible for reading these instructions
carefully. This handbook is subject to change.

Society for Marketing Professional Services 1

CPSM Mission Statement
The Society for Marketing Professional Services (SMPS) is committed to being the premier resource
for education and information in marketing professional services. The Society’s certification program
seeks to enhance the professional standing of professional services marketers with their employers,
their peers, and the public.

The Certified Professional Services Marketer (CPSM) is recognized as an individual who has met a
rigorous standard of experience and expertise in marketing professional services and who agrees
to adhere to the ethics and responsibilities of the profession as outlined in the CPSM Code of Ethics
(see Appendix 6).

CPSM Program Elevating the

Overview Professional Standard
The Certified Professional Services Marketer (CPSM) Candidates who apply for the CPSM designation are taking
designation was developed by SMPS to elevate professional their first step toward joining a distinguished group of
standards, enhance individual performance, and identify professionals who have made a commitment to excellence in
those who demonstrate knowledge essential to the practice career advancement and to an ongoing pursuit of knowledge.
of professional services marketing. Founded in 1999, the
The CPSM examination is intended to test the knowledge
program is a voluntary certification.
of those individuals involved in marketing or business
The CPSM examination is offered solely by the Society development for firms providing professional services.
for Marketing Professional Services. The Society’s specific
This certification is designed to:
responsibilities, in partnership with Professional Testing
Corporation, are the development, administration, and • Raise the professional standards and stature of the
ongoing evaluation of the certification program. professional practice
Test construction and administration services for the CPSM • Encourage self-assessment by offering guidelines for
examination are provided by: achievement in the profession
• Identify and award recognition to persons who have
Professional Testing Corporation (PTC)
demonstrated knowledge and skills of the practice
1350 Broadway, Suite 800
and related disciplines through a test of competency
New York, NY 10018
www.ptcny.com • Increase recognition for the profession and the industry
212.356.0660
• Influence the future direction of the profession
Questions regarding the certification process may be The CPSM Examination is administered during two
referred to Professional Testing Corporation, 212.356.0660, established three-week testing windows on a daily basis,
or www.ptcny.com/contact. excluding holidays, at computer-based testing facilities
managed by Prometric.

CPSM HANDBOOK FOR CANDIDATES 2

CPSM Benefits APPLICATION PROCESS
1. Read and follow the directions on the application and
Professionals who have made a commitment to professional in this handbook. All applications must be completed
services marketing as a career and have earned a CPSM online. The application can be found on Professional
designation report enjoying the following benefits: Testing Corporation’s website ptcny.com/test-
Direct Benefits sponsors/smps/.

• Promotion and/or increased compensation 2. Complete the online application, upload a copy of
your degree or transcript, and pay the appropriate
• Enhanced credibility as a professional
fee. The application fee is a one-time fee. Credit cards
• Increase in responsibility are the only form of accepted payment.
• Improved ability to compete in the job market ū Eligible candidates may select one of two three-
• Firm recognition week testing windows offered to sit for the CPSM
examination.
Indirect Benefits
ū Candidates who fail and wish to retake the
• Peer recognition and respect examination may do so upon submission of a
• Personal prestige new application (no repayment requirement) and
• Increased confidence payment only of the retesting fee.

The CPSM designation is a mark of distinction. In summary,

2025 TESTING WINDOWS
earning your CPSM can:
APPLICATION DEADLINE TESTING WINDOW
ū Demonstrate your skills
February 5, 2025 March 1-22, 2025
ū Show initiative when certification is not required
August 6, 2025 September 6-27, 2025
ū Verify to management and peers that the Society
is effectively validating your skills
ū Keep you valuable and marketable in the event of 2024 TESTING WINDOWS
changeovers, mergers, etc.
ū Differentiate you from peers APPLICATION DEADLINE TESTING WINDOW

ū Expand your professional network February 1, 2024 March 2-23, 2024

August 1, 2024 September 7-28, 2024

CPSM Eligibility
and Application FEES

Information Fees for the CPSM examination:

MEMBER FEES NON-MEMBER FEES

ELIGIBILITY REQUIREMENTS
Candidates must meet the following requirements to be Application: $245 Application: $350
eligible to take the CPSM examination: Examination: $275 Examination: $415

• A bachelor’s degree or higher plus four years of TOTAL $765

TOTAL $520
experience in marketing or business development for
firms providing professional services, or *A
 ll fees are due upon submission of your application
• An associate’s degree plus six years of experience for the CPSM examination.

in marketing or business development for firms

Retesting fees for the Certified Professional Services
providing professional services, or
Marketer examination:
• Without a degree, eight years of experience in
marketing or business development for firms
EX AMINATION
providing professional services
Member Fee: $275
• A pledge to abide by the CPSM code of ethics (see
Non-Member Fee: $415
appendix 6)
All candidates are encouraged to confirm their eligibility
prior to submitting their application.

Society for Marketing Professional Services 3

REFUNDS AND TRANSFERS After you make your test appointment, Prometric will send
• There will be no refund of fees unless applicants are you a confirmation email with the date, time, and location of
ineligible for the examination. your exam. Please check this confirmation carefully for the
correct date, time, and location. Contact Prometric at 800.
• Ineligible candidates will be refunded their fees minus
741.0934 if you do not receive this email confirmation or if
a $75 administrative fee.
there is a mistake with your appointment.
• No refunds will be issued for applying for the incorrect
examination or testing period, for failing to make an NOTE: International candidates may also schedule,
examination appointment, or for failing to appear at reschedule, or cancel an appointment online at
your scheduled appointment. http://www.prometric.com/SMPS.

Please be advised: Prometric does not have the authority to

grant transfers to another testing period or refunds.
EXAM APPOINTMENT AND TESTING TIME
Plan to be at the exam site for 3.5 hours (3 hours and 30
Candidates are able to reschedule their examination minutes):
appointment within the same testing period as long as the
request is submitted within a specific timeframe. For more 0.50 hours (30 minutes) pre-exam check-in
information, please see the Rescheduling Examination
3.00 hours and minutes of SEAT time at the computer
Appointments Within a Testing Period section.
• 2.75 hours (2 hours and 45 minutes) to answer the 150
questions
CPSM Examination • 0.25 hours (15 minutes) of non-exam content: NDA,

Administration tutorial, and post-exam survey

3.50 total hours (3 hours and 30 minutes) at the exam site

The CPSM Examination is administered during two
established three- week testing windows on a daily basis, • The amount of time you will have to answer the
excluding holidays, at computer-based testing facilities questions is 2.75 hours (2 hours and 45 minutes).
managed by Prometric. • You need to arrive at the testing center 30 minutes
before the start of the exam for check-in and security
SCHEDULING AUTHORIZATION procedures.
PTC will send approved candidates an email called the • The exam will begin at your appointment time
Scheduling Authorization. These emails are sent out • The first 10 minutes will be administrative procedures:
approximately 11 weeks before the first day of the testing NDA and tutorial
window. The emails come from notices@ptcny.com.
• The timing countdown will begin when you start the
Candidates may not make an appointment until they receive exam questions.
a scheduling authorization. If you don’t receive your email • The exam has a visible timer that will let you know the
three weeks before the start of your testing window, contact amount of time remaining to answer the questions.
PTC. You may end the test before the 2.75 limit, but if you
end the exam early, you will not be able to return.
SCHEDULING EXAMINATION APPOINTMENTS
• When you end the exam, there is an additional 5
The Scheduling Authorization will indicate how to schedule minutes on the computer to take a survey.
your examination appointment with Prometric as well as the
dates during which testing is available. Appointment times RESCHEDULING EXAMINATION
are first-come, first-served, so schedule your appointment APPOINTMENTS WITHIN A TESTING PERIOD
as soon as you receive your Scheduling Authorization in
Candidates are able to reschedule their examination
order to maximize your chance of testing at your preferred
appointments within the same testing period as long as the
location and on your preferred date. Candidates who wait
request is submitted within the timeframe described below.
until the last minute run the risk of missing out on their
preferred date, time, and testing center. Candidates unable Reschedule within the permitted time frame by calling or
to schedule an appointment will forfeit their fees. going to the Prometric website: www.prometric.com/SMPS.

CPSM HANDBOOK FOR CANDIDATES 4

 RESCHEDULE
TIME FRAME STIPULATIONS
PERMITTED?
Requests submitted 30
days or more before the Yes None
original appointment

Requests submitted
29 to 5 days before the Yes Candidate must pay Prometric a rescheduling fee of $50.
original appointment PLEASE NOTE:
Canceling your
Requests submitted less Candidates who do not arrive to test for their appointment examination
than 5 days before the will be considered a no-show and all their examinations fees appointment
original appointment No will be forfeited. Candidates may request a one-time transfer will result in a
to a future testing period. A $275 transfer fee will apply.
forfeiture of
examination fees.

Transferring to a New If candidates are unable to attend the examination on the

date for which they registered and elect not to transfer to
Testing Period another testing period, the application will be closed. There
will be no refund of fees.
Candidates unable to take the examination during their
scheduled testing period may request a one-time transfer The transfer fee is based on costs and is not punitive in
to a future testing period. There is a transfer fee of $275.00. nature. The transfer fee must be paid at the time the request
After you have transferred once by paying the $275.00 fee, is approved.
you will need to pay the full examination fee to transfer a
PLEASE NOTE: Transferring your examination only refers
second time; so, please plan carefully.
to instances when a candidate is unable to take their
Please note: Requests to transfer to a new testing period exam during a testing period for which they have already
must be received by the application deadline for the next applied.
scheduled testing period.

Candidates wishing to transfer to a new testing period need

to follow the steps below.
CPSM Examination
1. Go to http://secure.ptcny.com/apply. Information
2. Click “Start New Application.” DEVELOPMENT AND VALIDATION
3. Choose SMPS-CPSM in the first drop-down menu; From its inception, SMPS has been committed to offering a
then choose the new examination period in the valid and reliable certification examination. Working under
second drop down menu and fill out the rest of the expert consultation, SMPS relies on the highest standards of
information on the page. examination development methodology.

4. Fill out the application making sure you answer YES to This methodology is designed to ensure that the resulting
the question asking if you are transferring. examination is valid and reliable. A valid examination
is one that accurately reflects the knowledge and skills
5. When you have finished the application, click “Submit required for competent practice. Evidence for the validity
Transfer Request.” of the CPSM examination has been gathered via two
independent methods. First, a Role Delineation Survey and
6. PTC Support will send you an email letting you know
the resulting Test Content Outline for the examination are
your transfer application was approved and that you
validated by practicing marketers of professional services
can log back into your application and pay the $275.00
across the United States. Second, experts in the field of
transfer fee.
marketing professional services validate all questions in
Call PTC at 212.356.0660 if you have any questions the examination.
regarding the transfer process.

Society for Marketing Professional Services 5

EXAMINATION DEVELOPMENT should design their own preparation process, using
SMPS, in partnership with PTC’s psychometric staff, is such reference materials as they deem appropriate and
responsible for examination-question development, necessary. Both knowledge and relevant experience are
examination construction, establishment of a passing point required to complete the examination successfully.
score for the examination, and assurance that the program A list of suggested reading is provided online at:
reflects the trends of the profession. www.smps.org/Certification/Study.
Questions appearing on the CPSM examination have
been subjected to rigorous review. Each question is ONLINE PRACTICE TEST
validated as relevant and important for competency Two practice tests are available to provide candidates
in the designated areas of knowledge for marketers of with a better understanding of what the actual CPSM
professional services. The questions are also reviewed examination is like. Each practice test consists of 50
for potential bias, making sure that context, setting, questions, has a testing time of two hours, and is taken
terminology, and content are appropriate for all segments online available 24 hours a day/7 days a week. The
of the candidate population. practice test is developed according to the CPSM’s test
specifications (content outline).
EXAMINATION FORMAT
After completing the online practice test, you will
The CPSM examination consists of 150 four-option, multiple receive an instant score report showing overall test score
choice questions that were developed in accordance with as well as a score for each content area. The score report
the SMPS Domains of Practice (see Appendix 1). The 150 does not provide correct answers or indicate which
questions include 130 scored items, plus 20 pre-test items. questions were answered correctly or incorrectly. Once
The pre-test questions are randomly distributed throughout the practice test is scored, you cannot return to the test
the examination and do not count towards a candidate’s to review the questions.
score. The pre-test items are being evaluated to determine
if they perform well enough statistically to be introduced as The practice test does not provide diagnostic information.
scored items on a future examination. Only the scored items The results of the practice test should not be interpreted
count towards the candidate’s final score. The minimum as a predictor of performance on the actual examination.
passing score is 93 correctly answered questions. The The scores do not provide a valid or reliable indicator of
Domains serve as the foundation for the CPSM examination. how well you will perform on the actual examination. The
Candidates have 2.75 hours (2 hours and 45 minutes) to purpose of the practice test is to familiarize candidates with
answer the questions. the format of the questions. The PTC Online Testing System
does not demonstrate the testing software used during the
Each question is carefully written, referenced, and validated certification examinations. Those who purchase the online
to determine its accuracy and correctness. There is only one practice test should be aware that they will use a different
answer that is MOST CORRECT for each test question. All testing platform when they take certification examinations at
questions are of equal weight, and it is to the candidate’s designated proctored testing centers.
benefit to answer every examination question.
The online practice test is an optional tool candidates
PREPARATION FOR EXAMINATION may use as they prepare for the certification examination.
The practice test is not a requirement for certification
SMPS does not offer, nor approve/disapprove exam study
eligibility, nor does it contribute in any way to success
groups, however, several SMPS chapters have developed
on the certification examination. There are many
study groups and have curated examination preparation
ways candidates should prepare for the certification
tools to assist candidates gain an understanding of the
examination.
topics covered on the examination. SMPS recommends that
candidates interested in joining a study group connect with 1. Candidates should use a variety of resources and
their local chapter. consider their own education and experiences.

Candidates are responsible for keeping up to date on 2.  eview the content outline and reference materials listed
R
any relevant changes or significant developments in in the handbook for additional exam-related information.
the field of professional services marketing. The CPSM
examination is developed according to the Domains Since the practice test is NOT intended to be a study
of Practice, is not based on memorization, and is not guide nor the sole source of preparation for the actual
linked to specific books or reference materials. The certification examination, candidates are NOT provided
Domains serve as the foundation for the examination. with the answer key, rationales for each question, nor
Candidates are responsible for demonstrating the notification of which specific items were answered correctly
knowledge defined by the Domains of Practice and or incorrectly.

CPSM HANDBOOK FOR CANDIDATES 6

CONTENT INCLUDED IN THE ONLINE PRACTICE ū Candidates are prohibited from leaving the
TEST for the CERTIFIED PROFESSIONAL SERVICES testing room while their examination is in session,
MARKETER (CPSM) with the sole exception of going to the restroom.

• Domain I. Research (6 questions) ū Candidates who take an unscheduled break are

subject to additional security screenings before
• Domain II. Planning (8 questions)
being permitted to reenter the testing room.
• Domain III. Client & Business Development (11
ū Bulky clothing, such as sweatshirts (hoodies),
questions)
jackets, coats, and hats (except hats worn for
• Domain IV. Proposals (9 questions) religious reasons), and most types of jewelry
• Domain V. Promotional Activity (7 questions) may not be worn while taking the examination.
Proctors will ask you to remove such items
• Domain VI. Management (9 questions)
and place them in your locker. Please see
FEE: Prometric’s statement on Test Center Security
for more information.
• Each approved candidate will receive complimentary
access to one practice test. ū All watches and “Fitbit” type devices cannot be
worn during the examination. It is suggested that
• Additional tests: $75 payable by credit card online at
these items are not brought to the test center.
https://secure.ptcny.com/webtest/
ū No food/beverages are permitted inside the
Questions? Please call PTC at 212.356.0660
testing room. Leave these items in your assigned
locker.
CPSM Test ū Candidates will have 2.75 hours (2 hours and 45

Administration
minutes) to answer the 150 exam questions.

TESTING CONDITIONS OR EXAMINATION

Information FEEDBACK
Any candidate who feels that the examination effort was
RULES OF THE EXAMINATION
negatively impacted by the test center conditions should
ū You must present your current driver’s license, notify the proctor immediately. The situation should also
passport, or U.S. Military ID at the time of your be reported to PTC at www.ptcny.com/contact within
scheduled appointment. Temporary/paper IDs will 3 business days of the test appointment. Any comments
not be accepted at the testing center. Candidates about the test itself should also be reported to PTC at
without their valid ID or with temporary paper www.ptcny.com/contact within 3 business days of the test
IDs will NOT be permitted to test. appointment.
ū No Electronic devices that can be used to
record, transmit, receive, or play back audio, SECURITY PROCEDURES
photographic, text, or video content, including No individuals other than the candidates are permitted
but not limited to, cell phones, laptop computers, near the testing room at any time. Upon completion of their
tablets, Bluetooth devices; wearable technology examination, candidates are required to leave the testing
(such as smart watches), MP3 players (such as area immediately. Areas around the testing room will be
iPods), pagers, cameras, and voice recorders are monitored throughout the administration of the examination
permitted to be used and cannot be taken in the for security purposes.
examination room. Prometric provides lockers for
your personal items Candidates are not permitted to leave the testing room
ū No papers, books or reference materials may be to use a telephone while their exam is in session. Lockers
taken into or removed from the examination room. are provided to candidates. Accessing cell phones and
electronic devices at any time while you are taking the
ū No questions concerning content of the exam is prohibited. You can only remove snacks, drinks,
examination may be asked during the examination medications, or personal healthcare items from your
session. The candidate should read carefully the locker. No backpacks, bags, pocketbooks, or clothing
directions that are provided on screen at the can be removed while your exam in in session. ,Excessive
beginning of the examination session. requests to use the restroom and prolonged leaves of

Society for Marketing Professional Services 7

absence from the test administration room will be noted
by the proctor on the test center reports submitted to Test Scoring and
Prometric and SMPS.
Score Reporting
Any candidate who gives or receives assistance from
another candidate or is found to be using unauthorized EXAMINATION: QUESTION ANALYSIS
materials or aids during the test administration will be SMPS, in accordance with PTC, will evaluate the statistical
required to surrender all examination materials immediately properties of all questions on the examination. Any items
and leave the testing area. In these circumstances, the demonstrating potential questionable statistical properties
candidate’s examination will not be scored and the are flagged and reviewed by SMPS content experts.
situation will be reported to SMPS.

SMPS reserves the right to prosecute or take any other SCORING PROCEDURE
action deemed appropriate against any individual who The passing score for the CPSM examination has been
removes or attempts to remove examination material by any reviewed and approved by SMPS and has been determined
means from the test center. using a criterion-referenced methodology.

Any candidate who violates security will not have his or her
SCORE PROCESSING AND REPORTING
examination processed.
Candidates will be notified via email by PTC within four
weeks of the close of the testing period whether they have
TESTING ACCOMMODATIONS
passed or failed the examination. Scores on the major
SMPS and PTC support the intent of and comply with the areas of the examination and on the total examination
Americans with Disabilities Act (ADA). PTC will take steps will be reported. A failing candidate can find information
reasonably necessary to make certification accessible about their performance by studying the Area Scores. The
to persons with disabilities covered under the ADA. Area Scores shows a candidate where their strengths and
According to the ADA, an individual with a disability is weaknesses are by domain. This information can guide
a person who has a physical or mental impairment that candidates in their future examination preparation. Failure to
substantially limits a major life activity (such as seeing, receive the report of the results should be reported to PTC
hearing, learning, reading, concentrating, walking) or a at 212.356.0660.
major bodily function (such as neurological, endocrine,
or digestive system). The information you provide and Candidates are not eligible to use the CPSM credential until
any documentation regarding your disability and test their official passing score is received.
accommodations will be held in strict confidence. To receive your scores without delay, be sure to notify PTC
All approved testing accommodations must maintain the of any changes to your email address.
psychometric nature and security of the examination.
RE-EXAMINATION
Accommodations that fundamentally alter the nature or
If a candidate fails to achieve a test score equal to or greater
security of the exam will not be granted.
than the minimum passing score of 93 upon their initial
Testing arrangements may be made upon receipt of attempt, the candidate may elect to retake the exam. A
the application, examination fee, and a completed and new application must be submitted online at www.ptcny.
signed Request for Special Needs Accommodations com and the retest fee (only) must be paid. The original
Form, available from www.ptcny.com/PDF/PTC_ application fee stands and is not required to be submitted.
SpecialAccommodationRequestForm.pdf or by calling PTC
The CPSM examination may be taken as often as desired.
at 212.356.0660.
There is no limit to the number of times the examination may
This form must be uploaded with the online application no later be repeated; however, candidates may not retest during the
than 8 weeks prior to the start of the chosen testing period. same testing period/window

Only those requests made and received on the official Request

for Special Needs Accommodations Form will be reviewed. CPSM Certification
Letters from doctors and other healthcare professionals
must be accompanied by the official form and will not be
and Recertification
accepted without the form. All requests must be made at RECOGNITION OF CERTIFICATION
the time of application. Accommodations cannot be added
to an existing exam appointment. Candidates who pass the examination will be entitled
to use the CPSM designation after their name. A digital

CPSM HANDBOOK FOR CANDIDATES 8

CPSM badge and certificate will be provided to each SMPS NONDISCRIMINATION
certified candidate. The digital badge will include SMPS SMPS endorses the principles of equal opportunity.
contact information, certification date, expiration date, Eligibility criteria for examination and certification under the
link to SMPS website, and description of competencies CPSM program are applied equally to all applicants.
addressed in the certification exam. Certificants can
download a standard PDF certificate if desired. Upon
SMPS DIVERSITY, EQUITY, AND INCLUSION
request, SMPS will notify the candidate’s firm principal/
PHILOSOPHY & POLICY
employer of the candidate’s outstanding accomplishment.
SMPS recognizes, respects, and values the dignity of all
RECERTIFICATION people. We are united in our stance against all forms
of injustice and inequity. SMPS commits to actively
The CPSM designation is valid for a three-year period. To
champion diversity, equity, and inclusion (DEI) within our
maintain certification, the candidate must accumulate a
organization, the firms we represent, the communities
minimum of 50 continuing education units (CEUs) within
we serve, and the architecture/engineering/construction
each subsequent three-year period. CEUs for recertification
(A/E/C) industries. We are intentionally working to increase
may be accumulated in a variety of ways, through SMPS or
participation in our organization and the A/E/C industries
other organizations offering educational content that relates
by underrepresented groups; advocate for recruitment and
to the SMPS Domains of Practice.
retention of professionals of all backgrounds by creating
Failure to accumulate the minimum 50 CEUs, to submit a inclusive and welcoming environments; and promote
recertification application, and to submit recertification equality and opportunities for advancement in the
fees will result in revocation of the CPSM designation. Society and industry overall. Together, we can transform
Effective January 1, 2025, deactivated CPSMs will be our businesses, enhance membership experiences, and
required to apply for, sit for, and pass, the current CPSM influence change in our communities.
exam to reactivate.
We recognize that our diversity is reflected by our different
Following are the guidelines for calculating CEUs: One people and firms. We believe our varying ethnicities,
CEU is awarded for each contact hour of instruction. A cultures, religious beliefs, genders, sexual orientations,
contact hour is defined as one hour of interaction between ages, levels of experiences, physical abilities, and other
a learner and an instructor. Program content must be based differences benefit us as individuals and as an organization.
on, or cover, SMPS Domains of Practice. For purposes of In SMPS, we will organize and promote programs and
calculating CEUs, breaks, meals, or social/networking time activities that espouse our beliefs and increase awareness,
cannot be included in the contact time. A presentation understanding, recruitment, and participation of diverse
during a meal function can be counted for the length of persons and firms.
the presentation only. Meeting time devoted to business or
committee activities may not be counted.

LIFE CERTIFICATION
Certified Professional Services Marketers who maintain
their certification throughout their careers will be certified
for life upon reaching the age of 65. No further reporting
is necessary except for notifying SMPS on meeting the
age requirement.

General Policies
RELEASE OF INFORMATION
SMPS will release CPSM status verification, but not
scores, upon request. Requests should be directed to
knowledge@smps.org. SMPS maintains a current listing of
Certified Professional Services Marketers.

Society for Marketing Professional Services 9

Appendix 1

Content Outline
The SMPS Domains of Practice serve as the foundation for the CPSM Exam. The content outline for
the current CPSM examination was developed using the results of a 2021 role delineation survey
conducted by SMPS in cooperation with Professional Testing Corporation. This content outline lists
the percentage of questions on the test that assess knowledge associated with performance of each
of the practice domains. Under each domain, there is a sample listing of the areas of knowledge that
a marketer must possess in order to demonstrate the skills under that domain. Each domain is listed
with a descriptive set of skills associated with that domain. For example, questions on Research may
relate to such skills as forecasting trends and monitoring federal, state, and local regulatory matters
and requirements. Preparation for the examination should be focused on both domains/skills and
knowledge requirements to demonstrate those skills.
To evaluate readiness for the CPSM exam, CPSM candidates • Design research studies (i.e., post-occupancy
are encouraged to review the Knowledge Areas and Skill studies, etc.)
Sets to assess their knowledge in each of the six Domains of • Gather research data
Practice for Professional Services Marketing.
ū Online lead subscriptions (free or paid)
1. No understanding or experience ū Interviews
2. Some understanding or experience ū Surveys

3. Working understanding or experience ū Focus groups

• Analyze and document research results
4. Strong understanding or experience
• Stay abreast of marketing research trends and tools
5. Mastery understanding or experience
• Conduct client perception studies
Once you have completed and assessed your ratings, you
can set your professional development goals by focusing DOMAIN 2: PLANNING (16%)
on the areas where you have the highest score differences. Knowledge Areas
• Strategic Plan Components
DOMAIN 1: RESEARCH (12%)
• Business Plan Components
Knowledge Areas • Marketing Plan Components
• Research Design
• Marketing Budget Management
• Market Research Techniques
• Organizational and Management Principles
• Data Gathering/Analysis Techniques
• Appropriate Communication Techniques
• Federal, State, and Local Regulations
• Federal, State, and Local Regulations
• Industry Terminology
• Industry Terminology
Skill Sets • Management of Third-party Service Providers
• Monitor social, demographic, cultural, and economic • Advertising Media
trends
• Social Media Management
• Maintain a network of contacts to keep abreast of
• Digital Marketing Management
relevant markets and trends
• Monitor federal, state, and local regulatory matters Skill Sets
and requirements • Interpret market research results
• Read publications/online resources for industry- • Incorporate industry competitive intelligence data
related market information into marketing planning
• Forecast how trends will affect business trends • Analyze firm’s historical and current data
• Set up methodologies and systems for collecting and • Define and analyze relevant markets
evaluating information

CPSM HANDBOOK FOR CANDIDATES 10

 • Lead market strategy sessions • Build and maintain a network of industry relationships
ū SWOT (Strengths, Weaknesses, Opportunities, • Pre-qualify a client
Threats) • Pre-qualify a project
ū SOAR (Strengths, Opportunities, Aspirations, • Maintain a contact database
Results)
• Measure client satisfaction throughout project and as
ū Other types of analysis post-project debrief
• Identify key performance indicators (KPIs) and • Identify client hot buttons
establish benchmarks to review progress
• Identify and recommend teaming partners to meet
• Conduct and document planning exercises client requirements
• Align annual marketing and business development • Address issues from client satisfaction survey
plans with strategic plan
• Represent firm at external events
• Create a marketing and/or a business development
• Develop client-specific capture plans
plan
• Develop project-specific capture plans
• Create and manage a marketing and/or a business
development budget • Create client development plan
• Evaluate industry marketing cost data for planning • Monitor capital budgets/capital improvement
purposes programs (CIPs)
• Manage implementation of a marketing plan and
DOMAIN 4: PROPOSALS (19%)
revise as necessary
Knowledge Areas
• Conduct a cost/benefit analysis and ROI of marketing
efforts • Business Operation Financials
• Marketing Budget Management
DOMAIN 3: CLIENT AND BUSINESS
• Appropriate Communication Techniques
DEVELOPMENT (21%)
• Federal, State, and Local Regulations
Knowledge Areas
• Industry Terminology
• Strategic Plan Components
• Creative Design Elements and Principles
• Business Plan Components
• Media Law and Copyright Principles
• Marketing Budget Management
• Contract Components
• Appropriate Communication Techniques
• Negotiation Techniques
• Contact Management Systems
• Management of Third-party Service Providers
• Federal, State, and Local Regulations
• Personnel Management
• Industry Terminology
• Group Dynamics and Team-Building Principles
• Contract Components
• Business Etiquette and Protocol
• Negotiation Techniques
• Client Relationship Management
• Management of Third-party Service Providers
• Presentation Techniques
• Training and Motivational Techniques
• Proposal Management
• Group Dynamics and Team-Building Principles
Skill Sets
• Event Planning
• Determine firm’s capability to perform requested
• Business Etiquette and Protocol
project
• Client Relationship Management
• Determine value of the project to the firm
• Presentation Techniques
• Identify firms for teaming/partnering
• Finding Leads
• Conduct RFQ/RFP strategy sessions
Skill Sets • Lead a go-no go discussion
• Create business development strategies
• Understand fee structure and participate in pricing
• Research prospective clients and client industries discussions

Society for Marketing Professional Services 11

Appendix 1

• Develop and coordinate proposal compliance plan • Strategize, research, and prepare award competition
• Manage production of a proposal entries

• Develop strategy and prepare for interview • Evaluate effectiveness of promotional plan, including
presentation all types of media and analytics

• Understand contract terms and participate in contract • Manage expenditures consistent with budget
negotiations
DOMAIN 6: MANAGEMENT (19%)
• Track proposal schedule and criteria elements
Knowledge Areas
• Conduct post-award debriefing regardless of
outcome • Strategic Plan Components

• Track and report proposal win rates • Business Plan Components

• Implement a proposal close-out process • Marketing Plan Components

• Business Operation Financials
DOMAIN 5: PROMOTIONAL ACTIVITY (13%) • Marketing Budget Management
Knowledge Areas • Organizational and Management Principles
• Marketing Budget Management • Appropriate Communication Techniques
• Appropriate Communication Techniques • Contact Management Systems
• Contact Management Systems • Federal, State, and Local Regulations
• Federal, State, and Local Regulations • Industry Terminology
• Industry Terminology • Contract Components
• Creative Design Elements and Principles • Negotiation Techniques
• Media Law and Copyright Principles • Management of Third-party Service Providers
• Management of Third-party Service Providers • Personnel Management
• Event Planning • Training and Motivational Techniques
• Advertising Media • Group Dynamics and Team-Building Principles
• Social Media Management • Business Etiquette and Protocol
• Digital Marketing Management • Client Relationship Management
• Client Relationship Management
Skill Sets
• Crisis Communications Management
• Supervise marketing and support staff
Skill Sets • Communicate across department and/or branch
• Manage third-party service providers offices
• Develop appropriate strategies to effectively • Effectively use information management systems
communicate corporate brand • Develop an internal communications program
• Incorporate unique value proposition into external • Conduct marketing and business development
communications training for staff
• Plan and implement trade show strategies and activities • Promote a firm-wide business development culture
• Develop a promotional plan and maintain media • Create professional development plan for staff
relationships
• Recruit and train marketing personnel
• Develop and implement communications plan,
• Work with HR departments on recruiting programs
incorporating traditional, digital, and social media
• Evaluate marketing processes to improve efficiency
• Prepare leadership and senior staff to interact with
media, including crisis communications planning • Comply with business and accounting principles
• Develop and implement advertising plan • Effectively use and maintain customer relationship
management (CRM) system
• Develop entertainment strategies
• Develop/monitor marketing and business
• Coordinate firm special events
development KPIs

CPSM HANDBOOK FOR CANDIDATES 12

Appendix 2 Appendix 3

Recommended CPSM Code of Ethics

Reading List As a Certified Professional Services Marketer
(CPSM), it is the Society’s intention that you will
Because this exam is a criterion-based exam,
aspire to adhere to a Code of Ethics. It recognizes
you will NOT find the answers to the questions
your integrity and obligation to maintain high
in any one textbook. Preparation for success on
standards of individual professional behavior, as
the exam requires that you read abroad range of
well as your responsibility to promote these same
resources, integrating the innovative thinking and
standards within our industry.
espoused best practices into your thinking.
As a Certified Professional Services Marketer:
SMPS recommends the following resources to prepare for
the CPSM exam: • I will maintain and advance my knowledge of
professional services marketing, respect the body of
MARKENDIUM: The Essentials (Volume 1-6), by Society for
Marketing Professional Services (SMPS Publications: 2023), marketing knowledge, and contribute to its growth.
available at Amazon.com • I promise to continually seek to raise the standards of
excellence in professional services marketing.
SUPPLEMENTAL READING • I pledge to pursue my professional activities with
1. A/E/C Marketing Fundamentals, by Holly Bolton, Julie honesty and fairness, to demonstrate the highest
Huval, Stephen Jones, Kevin Miller, David Shelton, and standard of personal conduct, to actively encourage
Ronald Worth, (SMPS Publications: 2015), available at the highest level of ethical standards within the
Amazon.com profession, and to report unethical behavior to the
2. [re]wired: Selling Your AE Services in a Post-Recession Society for Marketing Professional Services.
World, David A. Stone, Gail • I promise to practice in a manner that supports the
3. MARKETER Journal: The Society’s award-winning rights of employers, employees, and clients and will
bimonthly journal, reporting on current business not discriminate because of race, sex, age, religion,
development and marketing practices, issues, and national origin, sexual orientation, or disability.
trends • I recognize my responsibility to uphold all laws and
regulations relating to my firm’s policies and activities.
• I promise to be loyal to the firm that employs me and
pursue its objectives in ways that are consistent with
the public interest.

Society for Marketing Professional Services 13

About the Society for Marketing Professional Services

BUSINESS TRANSFORMED THROUGH MARKETING LEADERSHIP.

The Society for Marketing Professional Services (SMPS) is the only organization
dedicated to creating business opportunities in the A/E/C industries. SMPS provides
leadership and professional development programs, industry research, business-
building events, and vital marketing resources. Through SMPS, A/E/C professionals
in North America tap into powerful networks to form project teams, secure business
referrals and intelligence, and benchmark performance. The Society is committed to
validating the practice of marketing and business development as essential to the
success of all professional services firms. Learn more about SMPS at smps.org.