Clinics & Seminars

The Coxe Group, Inc. is registered with the American Institute of Architects' Continuing Education System and is committed to developing quality learning activities in accordance with AIA/CES criteria.

List of Upcoming Seminars

For further information on upcoming seminars, please call The Coxe Group in Seattle at 206/467-4040, or send an e-mail message to:

Clinic for Marketing Professionals

Qualifies for AIA Continuing Education Units

The Clinic for Marketing Professionals evolved from the Clinic for Marketing Coordinators, the first program of its kind specifically designed to train people to meet the marketing needs of design firms. In 18 years we have trained over 1,000 people, yet each Clinic is individually focused on the specific needs of the participants.

For marketing personnel new to the role, the Clinic will serve as the equivalent of six to twelve months of trial and error. For experienced marketing professionals, the Clinic will provide direct access to solutions to current, specific problems in the organization and operation of the marketing effort, without diverting months of energy from other work.

The Clinic combines learning, consulting, and action planning into an intense experience. Attendees spend time in personal skill assessment and development, and in solving individual work problems. Attendance is limited, enabling participants to make a rapid advance in their effectiveness.

The instructor is Sharlene Silverman, a consultant of The Coxe Group, Inc. who holds a Bachelor of Arts in Architecture with Honors from the University of California at Berkeley and a Masters in Business Administration from the University of California at Los Angeles. In 1992, she was awarded the Leonardo Award for excellence in marketing by the Los Angeles Chapter of the Society of Marketing Professional Services. Ms. Silverman has taught several courses and lectured on professional practice and marketing in architecture at USC, UCLA, Cal Poly San Luis Obispo, and the University of Arizona. In addition, she has led seminars for the American Institute of Architects, the Society for Marketing Professional Services, and the A/E/C Systems National Convention. In addition to her expertise in marketing, she provides consulting assistance in general management, strategic planning, executive search, and marketing.

If you would like to receive an announcement regarding the Clinic, please call The Coxe Group in Seattle at 206/467-4040, or send an e-mail message to:

Advanced Marketing Workshop

The Advanced Marketing Workshop offers principals and senior marketing professionals the opportunity to explore strategic and day-to-day issues in the context of today's factors and trends, and with the perspective of peers and the workshop leaders. The specific curriculum results from input that participants provide in advance of the program, and consequently, the topics and emphasis are highly personalized.

The two workshop leaders are Hugh Hochberg and Sharlene Silverman. Hugh Hochberg, as a partner in The Coxe Group, has consulted with over 400 firms, with most assignments having a direct or indirect component in marketing. He has led training programs for the Society for Marketing Professional Services (SMPS), the American Institute of Architects (AIA), the American Consulting Engineers Council (ACEC), and many individual practices. A co-author of Success Strategies for Design Professionals and a contributor to the AIA Handbook of Professional Practice, his writings have also appeared in numerous professional journals including Progressive Architecture, Design Intelligence, Architecture, and Design West. He has lectured at many Universities including Harvard, Cal Poly/Pomona, and Rensselaer Polytechnic Institute.

Sharlene Silverman brings to the workshop years of practice in the architectural industry as a marketing strategist, and as a principal of the Los Angeles office of Ove Arup, widely recognized as the world's most innovative international engineering firm. She was Director of Professional Services at Universal Studios, responsible for overseeing the procurement of all architecture, engineering, specialist consultants, and construction services for new projects worldwide. Now a principal consultant in The Coxe Group, her perspective and experiences in all aspects of marketing assure that participants will bring success-generating ideas and plan back to their practices. In 1992, she was awarded the Leonardo Award for excellence in marketing by the Los Angeles Chapter of SMPS.

If you would like to receive an announcement regarding the Workshop, please call The Coxe Group in Seattle at 206/467-4040, or send an e-mail message to:

Effective Negotiations

"Effective Negotiations" introduces individuals to the fundamentals and techniques of interest-based negotiations--an alternative to the conventional, adversarial process. What are the principles and procedures associated with an effective agreement? And what are the serious but common pitfalls of pursuing a "win-win" deal?

Participants will learn how to increase the size of the "pie" before it is cut, and how to obtain optimal results for all parties. They will see how these principles apply to most of the activities in your firm, as well as to projects.

The session is interactive with an early concentration on presentation and brief participatory exercises that illustrate fundamental principles. The format then focuses on role playing hypothetical and real negotiating situations, including scoreable games. Throughout, there is emphasis on questions, answers, and group discussion. In addition the session discusses the common and uncommon, subtle and blatant personal biases that influence good negotiation results.

If you would like information regarding this two-day course, please contat Hugh Hochberg at:

Securities Building, Suite 229, 1904 Third Avenue
Seattle, WA 98101-1194
Phone 206-467-4040 - FAX 206-467-4038

Copyright © 1996 The Coxe Group, Inc.