In this episode I'm joined by Ryan Sullivan to talk about the essential financial literacy needed for success in the AEC industry. We explore how businesses allocate their funds and listeners will learn about key financial terms such as revenue, expenses, and profit, and we’ll discuss crucial project-level considerations like overhead, utilization, and billable rates. We also explore how this financial knowledge can inform marketing strategies, focusing on pre-bid work, the go/no-go process, and the importance of ROI. By the end of the episode, you'll have a clearer understanding of how to allocate a percentage of revenue toward effective marketing efforts.

About Ryan:
Ryan Sullivan, PE is the founder and lead financial planner of Off the Beaten Path Financial. Starting his career as a mechanical engineer, he built an engineering department from the ground up before starting his financial planning firm. His focus is on helping architects and engineers build, grow, and use their wealth to accomplish their biggest dreams. He believes cash flow is the foundation of a strong financial position and helps his clients make sure their money is aligned with their values by building systems that provide peace of mind, financial clarity, and ultimately better decision making. With a precision-driven approach, Ryan blends engineering rigor with calculated risk-taking, ensuring stability while empowering clients to confidently pursue financial abundance.

Links:
https://www.linkedin.com/in/ryan-sullivan-pe/
https://www.obpfinancial.com/

In this episode, I'm joined by Katherine Robinette to discuss the challenges of initiating change within organizations, emphasizing the importance of clearly defining goals before embarking on any project. We talk about the process to follow for change management and common scenarios where individuals may feel hesitant to start due to uncertainty or anticipated resistance. We stress the significance of clear communication throughout the process to mitigate resistance and foster engagement. If you want to know how to really get SCHTUFF done right, join us as we uncover strategies for building trust and ensuring everyone feels involved in the journey of change.

About Katherine:
In today’s work environment, it is a struggle to find the time, resources, and energy to make big changes efficiently, effectively, and with wide support. Meet Katherine Robinette, CPSM, keynote speaker and consultant, on a mission to help leaders and managers create positive change for their teams and company. With more than 20 years of experience in marketing and employee engagement, Katherine is a thought leader in effective engagement and organizational change management.
https://KeystoneAndRaven.com
https://www.linkedin.com/company/keystone-and-raven
https://www.linkedin.com/in/karobinettecpsm/
https://www.facebook.com/profile.php?id=61560298193059 (business page)

This episode is part two of my book report on Never Split the Difference by Chris Voss. In this episode I go over mastering "no" and getting to "That's Right".

After 18 years with Stantec, Vice President Kim Austin is responsible for marketing and communications for the regional marketing teams across the company. Her focus? Instilling Stantec's brand within local communities. That means pursuing market strategies and community engagement opportunities that will embed the brand wherever we work and in whatever we’re doing. Our brand isn’t just a logo and a tagline—it’s who we are and what we stand for. It really is a commitment to our communities.

Maisha Hagan is the owner and head coach at Beauty & the Boss, a professional development and career coaching service for women in male-dominated industries. Prior to starting Beauty & the Boss, Maisha's career was concentrated in the AEC (architecture, engineering and construction) as a professional services marketer, Director and member of an executive leadership team for multi-million-dollar companies. She has a passion for people, a mind for business and a gift to teach.

SMPS Webinar Series: Change Management - October 13, 15, 19
https://onlinelearning.smps.org/products/master-this-change-management#tab-product_tab_overview

Connect on LinkedIn
https://www.linkedin.com/in/maishahagan/

Website
https://www.bosslady.coach/

Mercedez believes better writing makes for better business. She teaches reader-focused and succinct writing that drives client behavior, builds relationships, and wins work. First and foremost a storyteller, Mercedez is passionate about finding and sharing a firm's unique stories to connect with clients. As a Proposal Specialist at Michael Baker, Mercedez leads strategy development sessions and translates capture planning into winning proposals for priority pursuits.
https://www.linkedin.com/in/mercedezlthompson/
http://simplywritingblog.com/

Cathy Hutchison, CPSM, LEED AP is the Director of Marketing/Vice President at Idibri –a team of technology designers, acousticians, and theatre planners. Cathy believes that when we ignore our creative spark, it flatlines. Author of The Simple Guide to Visual Journaling and the mastermind behind YourVisualJournal.com, Cathy discovered that learning to think on paper is a big win when it comes to banishing overwhelm, boosting creativity, and living life with intention. She leads the Mentor-Protégé program for SMPS Dallas and regularly writes and speaks on topics related to thought leadership, experiencing more joy in your day job, and developing creative expression. Her IG feed cathy.hutchison is dedicated to sharing her sketchnotes.

For 50% off her new course on teachable, use code AEC50

Andy Piece, Group Strategy Director.

Andy leads the Strategy Practice in Core, and has done so since its inception in 2015.

In that time he has worked on brand and marketing strategy projects for a wide variety of businesses, both large and small. Examples include The National Lottery, Three, The Irish Stock Exchange, The National Broadband Plan, Heineken, Life Style Sports, and AIB among others. He has also delivered award winning insight and brand planning work with The Road Safety Authority, Aer Lingus, Three, Ulster Bank and O2.

Andy has over 15 years’ experience working in marketing, in a diverse range of functions and agencies. He began his career in Research, before moving into advertising. He spent eight years working across three main functions; Media Buying, Media Planning, and Client Service.

Andy joined Core in 2012 and prior to setting up the Strategy Practice in 2015, he spent three years as Head of Planning. His experience consists of some of the best known brands in Ireland, including; Unilever, Diageo, P&G, Aviva, Eircom, BMW, Glanbia, Bord Gais and Supervalu.

Outside of client work he is a regular contributor to and speaker at industry fora and events and is the outgoing Secretary of the Marketing Society of Ireland. He has been a member of its executive committee since 2015.

He has also lead several studies into Millennials in Ireland, the over 55’s, the Future of Money, and lead a trended analysis of brand health and image for the largest one hundred brands in Ireland across 2017 and 2018. More recently he has lead the development of Core’s Covid Strategic Planning framework.

Andy is a firm believer in the ability of marketing and advertising investment to deliver real and measurable results through creative thinking – and places huge emphasis on delivering the proof.

He has two young children, and is a passionate rugby fan with a keen interest in current affairs, politics and history. He holds a BA & MA in History from TCD.

Andy's Reading Recommendations:

Byron Sharp – how brands grow;
https://www.amazon.co.uk/How-Brands-Grow-What-Marketers/dp/0195573560

Jenni Romaniuk – Building distinctive assets
https://www.amazon.co.uk/Building-Distinctive-Brand-Assets-Romaniuk/dp/0190311509/ref=sr_1_1?dchild=1&keywords=jenni+romaniuk&qid=1598972960&s=books&sr=1-1

Orlando Wood – Lemon
https://www.amazon.co.uk/Lemon-advertising-brain-turned-sour/dp/0852941471/ref=sr_1_1?crid=3BOBDRB9NDXXK&dchild=1&keywords=lemon+orlando+wood&qid=1598972996&s=books&sprefix=lemon+or%2Cstripbooks%2C144&sr=1-1

Adam Morgan – Beautiful Constraint.
https://www.amazon.co.uk/Beautiful-Constraint-Transform-Limitations-Advantages/dp/1118899016/ref=sr_1_1?dchild=1&keywords=beautiful+constraint&qid=1598972980&s=books&sr=1-1

Field and Binet – The Long and Short of It
https://www.amazon.co.uk/Long-Short-Balancing-Long-Term-Strategies/dp/085294134X/ref=pd_lpo_14_t_2/259-3964304-4319716?_encoding=UTF8&pd_rd_i=085294134X&pd_rd_r=ef51e0d1-5727-4817-8ba1-5f008bac03ef&pd_rd_w=aEZhW&pd_rd_wg=3uB3v&pf_rd_p=7b8e3b03-1439-4489-abd4-4a138cf4eca6&pf_rd_r=DEJDWQQ7TVQWVGZTXZGJ&psc=1&refRID=DEJDWQQ7TVQWVGZTXZGJ

Rory Sutherland
https://www.amazon.co.uk/Alchemy-Surprising-Power-Ideas-Sense/dp/0753556502/ref=sr_1_1?crid=3NXQDK1X6G2HQ&dchild=1&keywords=rory+sutherland&qid=1598973061&s=books&sprefix=rory+suther%2Cstripbooks%2C149&sr=1-1

Mark Ritson
https://www.marketingweek.com/mark-ritson/

WARC
https://warc.com/

Blog – the adcotnrarian
http://adcontrarian.blogspot.com/

Damion Morris is president of SMPS Los Angeles and a Certified Professional
Services Marketer (CPSM). As proposal manager for PCL Construction Services’ California
Buildings District, he oversees all pursuit-related marketing activities for PCL’s largest and
fastest growing district at $750 million in annual revenue.

A leading authority on accelerating revenue growth, Dacia is a Fractional Chief Marketing Officer and the CEO of The Marketing Blender, a B2B sales and marketing alignment agency. She is a member of the Forbes Agency Council and a Forbes contributor. She was also named an American Advertising Federation Shooting Star. In addition to her client work, she writes and speaks on how people can use their work and words to unleash their potential...and change the world.

Connect with Dacia every Thursday at 12:30 pm central on LinkedIn live, so be sure to follow her and send her a connection request.
Find out about her free, but invitation-only, marketing sessions called Coffee with Coffey here: http://coffee.themarketingblender.com.pages.services/coffee-invite-1/
Learn more about The Marketing Blender services at https://www.themarketingblender.com/

Danielle Gray’s overall mission is to remind people what it feels like to be human and connect with others on a genuine level. Known for her reliability and humor, Danielle Gray began her career as a Marketing Strategist composing proposals, writing content, running email campaigns, and generating leads online at a design-build company. She contributed over $150 million in revenue from leads generated from the website in just three years. As owner of DG Marketing Company for just over five years, Danielle speaks around the country discussing content marketing, passion, and personal development in an ever-changing professional environment. More recently, Danielle created [SafeSpace] to help address the personal and professional challenges that both firms and individuals face. Overall, she is devoted to creating genuine, humanized experiences that listen and solve instead of tell and sell.

Danielle is also the owner of CBD Company, Unoia which is a CBD lifestyle company focused on how CBD assists with mental health, self-care and mindfulness. She is also a former Division I Basketball Player at Jacksonville University in Jacksonville, Florida and holds both a Bachelor's in Marketing and MBA from the institution. She now resides in Atlanta, Georgia with her partner and two dogs.

As promised, here are the links to topics mentioned in the podcast
[safe space] https://www.daniellegraymba.com/safespace
Unoia website https://www.worldofunoia.com/
CBD for the Professional on August 13th: https://lnkd.in/dy56mXQ

Leanne is an MBA graduate with over 25 years in leadership roles who has pursued a varied career path from leading the first marketing team at Accenture, to helping rebuild a security company in Guinea (W Africa), to founding and growing Premierehire in San Diego, CA. Over the course of her career she has been a sought-after change agent and leadership coach to help companies reach their full potential. At Xerox she was recognized with the President’s Award for engaging service teams to add millions to the bottom line; at United Way her divisions raised millions and her teams achieved record increases in Leadership giving; at Alive, as the interim President, she lead a re-energized team to profitability and, at a national non-profit, she led 8 divisions as their Senior Vice President. After returning home from Africa (6 years in Guinea, Cairo & Morocco) with her young family, Leanne decided to channel her expertise and passion for helping companies grow by starting a recruiting and leadership consulting company. In all her endeavors Leanne recognized that it was the people she recruited and engaging them well that determined her teams’ success. In 2012, after completing her coaching certification with Birkman, she opened Premierehire and, in addition to leading a team of recruiters, Leanne continues to provide executive coaching and consulting services to serve and support the leaders of emerging to mid-sized businesses.

Leanne’s passion to help leaders succeed in building strong teams has extended to volunteer activities including mentoring new entrepreneurs. She is currently the Board Chair for Solutions for Change, a North County nonprofit that helps move homeless families from desperation to becoming successful leaders, leading themselves, their children and their community to a better future.

My website:
www.premierehire.com
leanne@premierehire.com
Direct line: 760-448-4730

Christopher Tejeda, CPSM, SMPS Sacramento Past President
Marketing and Business Development Manager
Capital Engineering Consultants, Inc.
Offices in Sacramento, Long Beach, Denver and Portland.

Born in Oakland California but raised in Hawaii, Chris was born into a Marketing family. Chris’ father was
an ol’school “Ad Man” and included him on many photo and video shoots and there the marketing hook
was set.  Chris’ 30+ years of marketing experience is mostly outside the A/E/C world and brings a
marketing-centric view to A/E/C marketing. He has worked for Advertising Agencies, Non-Profit
Organizations, and Tech companies doing all varieties of marketing and public relations. About 10 years
ago he began working for a mechanical contractor which led to his current position with Capital
Engineering.  Capital Engineering is a 73 year old, 60 person, 4 office design firm specializing in
Mechanical Design for the healthcare, government, science, and education markets.

I'm trying something new this year and doing book reports on professional development books I really like. In this episode I'm going through Never Split the Difference by Chris Voss and applying the tactics he discusses to AEC Marketing! In this episode I cover the two building blocks for building relationships and improving communication - mirroring and labeling.

Link to book: https://www.amazon.com/Never-Split-Difference-audiobook/dp/B01COR1GM2/ref=sr_1_1?crid=SW75YBEQRXVL&keywords=never+split+the+difference+chris+voss&qid=1707326308&sprefix=never+spl%2Caps%2C172&sr=8-1

Courtney Kearney, CPSM | Wife, Mom & Data-loving Marketer
As a #DataLovingMarketer, Courtney brings her marketing skills, education and experience to the technical world of databases, processes and numbers. She is a thought leader on the topic of CRM within the A/E/C industry; she has spoken at numerous events, facilitated round-table discussions, led webinars and presented at both regional and national conferences. In her spare time, Courtney serves in a leadership role in SMPS Fort Worth, enjoys spending time with her nurse husband and two amazing daughters.

Courtney is also the owner and founder of CKearney Consulting, LLC, (CKC), a small women-owned business providing companies insight into Client Relationship Management (CRM) and Business Development (BD) Management. CKC provides their clients with quality services to live the working lifestyle they desire, free from the stress of managing a CRM system and social media marketing. Similarly, CKC exists to allow their employees the ability to live the lifestyle they desire. This is the heart of CKearney Consulting, the WHY behind what they do!

To find out more about Courtney and CKC, please www.ckearneyconsulting.com and her LinkedIn page www.linkedin.com/in/courtneykearney .
The link to the let’s talk race page: https://mailchi.mp/1a51c98b5e49/letstalkrace
Link to the original IG post for the poem Courtney ended the podcast with: www.instagram.com/p/CA_CXcBp7Rg/?utm_source=ig_embed

About Maurie:
Maurie Kelly has more than thirty years of professional experience working with, and
developing solutions for, a wide range of organizations from government to industry to NGOs.
Her work includes initiatives with the US Department of Homeland Security, the Federal
Emergency Management Agency, the US Department of State, the National Institutes of Health,
the Pennsylvania Governor’s Office of Administration, the City of Chicago, the Pennsylvania
Emergency Management Agency, and others.

She holds a PhD in organizational development, a masters of information science, and a degree
in history and serves as an instructor at Harvard University Extension School and Penn State
University. Her work at Penn State includes teaching in the Smeal College of Business, as well
as serving as an associate faculty member with the Sustainability Institute, the Institute for
Computational and Data Sciences, and the Institutes of Energy and the Environment. Her
teaching experience includes courses in international business, negotiation, conflict resolution,
strategic management, leadership, and sustainability. Maurie also teaches executive seminars
in negotiation and advanced negotiation for the Harvard Professional Development Program.
In 2019, she received the Harvard University Joanne Fussa Distinguished Teaching Award.
In addition to her work, Maurie is involved with numerous advisory boards, nonprofits, and
humanitarian organizations internationally and locally. She is on the board of advisors for Good
Sun, an organization that engages with communities to develop and deploy energy solutions in
the US and countries such as Rwanda, Uganda, and Kenya and serves as a board member and
volunteer for several animal rescues. In addition, she has served on numerous government
advisory boards and committees across multiple administrations.

She is currently writing about women, negotiation, and leadership and the impact on recent
political and social events.

For more information about Julie Shaffer, please visit shaffercreative.com

Have you ever wondered how to make your website really stand out? Well, in today's episode, Ben and I dive into working with a copywriter when designing a website and the role good copy plays in a successful user experience.

Now, Ben has some serious wisdom to share. He's a firm believer in getting the copywriter involved right from the start. Why? Because thoughtful copy can guide the entire design process and make sure your website speaks directly to your audience. So, if you want your website to not just look amazing, but really hit the mark in delivering your message, stick around.

About Ben:
Ben Culbreth is a freelance copywriter and content strategist who partners with corporate clients and news publications. He also works with organizations to develop content marketing strategies. Prior to starting his business, Ben held roles in voluntary benefits sales and marketing and non-profit advocacy.

Ben's LinkedIn: https://www.linkedin.com/in/benjaminculbreth/

Website: www.benjaminculbreth.com

In this, the 100th episode of AEC Marketeer, we are taking it back to the basics with a little AEC Marketing 101. Send it to your friends, loved ones, people who might want to get started in this industry, your next door neighbor even!

About Julie:
Julie Shaffer, FSMPS, CPSM, is passionate about helping AEC marketers maximize software tools to expedite content layout without sacrificing good design. After 11 years as an in-house marketer, Julie founded Shaffer Creative in 2012 to offer consulting, training, and creative design services, empowering firms to secure new work and thrive in the competitive landscape. She and her team support 100+ pursuits a year and have worked with over 250 owner agencies and AEC firms across the country on projects across the globe. Through these efforts, Shaffer Creative has helped firms shape their identities, craft impactful marketing campaigns, and empower teams to make the most of their marketing efforts.

Website: https://shaffercreative.com/

A little note from me to you this New Year's.

In this episode, Janki and I discuss the 'pack mule' versus 'unicorn' mentalities and a few tools to help you identify your strengths. We also cover the importance of establishing boundaries to get where you want to be.

Janki DePalma is the Director of Business Development for Kirksey Architecture, with over 20 years of experience in the architecture, engineering and construction industry. She’s a connector at heart who believes there always is room to widen the circle and give people a sense of belonging. Janki is a frequent speaker and writer on topics such as networking, emotional intelligence and women in construction. She is a past-president for the Society for Marketing Professional Services, a board member of AIA Austin and active with ULI and Commercial Real Estate Women. A San Francisco native, Janki cheers loudly for the Warriors, 49ers and Giants.

LinkedIn: https://www.linkedin.com/in/jankidepalma/

In this episode, Donna Corlew, FSMPS, CPSM and I have a great discussion on Doer-Sellers – those remarkable individuals who are responsible for Doing and Selling. Throughout this conversation we explore the significance of the Doer-Seller role, and how their hands-on approach and relationship-building skills grant them credibility. We also discuss different scenarios where firms exclusively rely on Doer-Sellers or adopt a hybrid model based on size and strategy.

Looking to engage Doer-Sellers more effectively? We've got you covered! Tune in as we reveal strategies for how marketers can respectfully approach Doer-Sellers. So, join us and let's dive into the dynamic world of Doer-Sellers!

About Donna:
Strategist. Facilitator. Connector. Coach. Donna works with A/E/C firms to focus strategic vision and market position, grow connections with clients and targets, and train doer-sellers and marketing and business development professionals to thrive and win profitable work. She has trained over 600 technical professionals as effective doer-sellers.
A Certified Professional Services Marketer (CPSM) and Fellow of the Society for Marketing Professional Services (SMPS), Donna is an active SMPS member, including serving as Society President and SMPS Foundation trustee. Donna received SMPS’ highest honor, the Weld Coxe Marketing Achievement Award, in 2019, recognizing career achievements, leadership roles, and lasting contributions to the A/E/C industries.

Links:
Website: http://www.yourconnectedge.com/
LinkedIn: https://www.linkedin.com/in/donnacorlew/

In this episode, I am joined by BJ Kraemer to discuss the importance of elevating the AEC Industry and strategies we can use to make an impact. We aim to highlight ways that will allow us to boost both the reputation and visibility of the AEC Industry.

BJ is the President and CEO of MCFA and the host of the Inspiring People and Places podcast.

Website: https://mcfaglobal.com/
Podcast: https://mcfaglobal.com/podcast/ and https://podcasts.apple.com/us/podcast/inspiring-people-places-architecture-engineering-and/id1561090224

Join Dawn and me as we dive into the fascinating world of intergenerational communication! Discover the secrets to bridging the gap between generations and adapting your internal marketing approach.

Dawn Wagenaar is an unsung hero of professional services marketing. She has dedicated more than 25 years to branding strategy inside firms and as a consultant and owner of Ingenuity Marketing Group, LLC. You won’t see her on a top 100 list, but that’s because she’s never stepped into the spotlight…until now. With multiple generations employed by and leading A/E/C firms, Dawn is bringing context from her many years in marketing to speak about the cultural shifts that will help some firms grow and cause others to fall behind. Immediate feedback and real-time training, flattened decision making, clear career tracks and firm ambassadors are just some of the opportunities for A/E/C firms right now. As a consultant, Dawn is excited to help guide professionals through this new era of brand positioning.

Links:
www.ingenuitymarketing.com

https://www.linkedin.com/in/ingeniusbosslady/

blog post:
https://ingenuitymarketing.com/how-to-communicate-to-five-different-generations-in-your-firm/

Cover Letters are the first impression your client will have of your proposal, so you'd be wise to make it a good one! In this episode I cover a few things to avoid in cover letter writing and more importantly, what a good cover letter should contain.

A common misconception is that the cover letter should focus on you, the consultant. In reality, it should be all about your client, who is the hero of this project. They are investing their valuable time, money, and resources, and the cover letter is an opportunity to recognize their proactive approach in tackling the problem or their solutions-driven mindset in ensuring project success. Listen in to hear how I approach drafting my cover letters!

In this episode, Chemene Phillips explains the differences between branding and marketing, especially for smaller vs. larger firms. We highlight the importance of budget allocation in making these strategies work. Plus, we share how new companies can effectively build their brand and why consistent branding is key to tackling challenges like talent turnover and keeping customer loyalty strong.

Chemene Phillips, President:
In 2002, Chemene had a vision to help companies build their brand story through the right combination of long-term business strategy, applicable technology and effective design techniques. Assembling a team in various marketing specialties to create a full-service branding firm she launched BRIXBranding (formerly Digital Arts Designs). Chemene and her team specialize in helping businesses achieve growth initiatives through effective strategies and cross platform communication methods. Her “no-nonsense” approach and passion for achieving results, helps companies increase brand awareness, engagement and talent attraction. The BRIX team works closely with their clients nationwide to deliver effective solutions that position them to win in the marketplace. Through identification of long-term business objectives and developing techniques to help clients set themselves apart from their competition, they have successfully helped professional service firms and A/E/C companies grow their brand, double their profits, attract the right prospects, and stay top of mind with their audience. The end result is effective solutions that produce long term results and sustainable company growth.

Links:
https://www.brixbranding.com/
https://www.linkedin.com/in/chemenephillips/
https://www.linkedin.com/company/brixbranding/

What is a strategic plan and do you need one? In this episode Deirdre and I take a high-level look at strategic planning and what that can consist of. Join us as we outline what sets a strategic plan apart from a marketing plan along with several key components to consider in your strategic planning process.

Deirdre Booth is the owner of TankGirl Marketing and lives by the motto Strategy First. She is always thinking about the bigger picture and how we can move goals down the battlefield to the win. She is intimately involved in every project, lending her 23 years of AEC marketing experience across the nation.

LinkedIn: https://www.linkedin.com/in/deirdrebooth/
Website: https://tankgirlmarketing.com/

Have you ever wondered what marketing analytics are and which ones you should be paying attention to? Well wonder no more! On this episode Christina Inge walks us through the latest marketing trends and breaks down a few pillars of marketing analytics we should all know about.

Christina Inge, MS, is a leader in digital infrastructure and outreach. As the founder of Thoughtlight, a Boston-based digital media agency, she empowers marketers to utilize digital media to serve communities, causes, and businesses. Christina is actively involved in the Boston start-up sphere and has won the Fussa Award for Teaching Excellence at Harvard Division of Continuing Education.

Thoughtlight Website: https://thoughtlight.net/

Get ready to up your content game as Danielle and I share the must-know tips on using AI. We'll also point out some common content traps to avoid along the way. Don't miss out on our view of where AI can fit in an AEC Marketer's toolbox!

Known for her relatability and humor, Danielle Gray challenges her audience to reconnect with what make them human. As a keynote speaker and host, she fuses vulnerability with applicable tactics that makes a lasting impression on her audience. Her goal is to empower each person to not just be a better businessperson, but to also be a better human.

Danielle is a former Division I Basketball Player at Jacksonville University in Jacksonville, Florida and holds both a Bachelor’s in Marketing and MBA from the institution. She is the owner of DG Marketing and currently resides in Atlanta, Georgia with her partner and three dogs. She also serves as CEO of the CBD company, Unoia that sells human and pet CBD products.

Links:
Danielle's website: https://www.daniellegraymba.com/
How to Accelerate Your Content Development Process with AI Tools Webinar: https://danielle-gray.mykajabi.com/offers/bFwaQe7g/checkout
LinkedIn: https://www.linkedin.com/in/daniellegraymba/

On this very special episode, Kathryn and I dig into what corporate allyship to the queer community actually looks like beyond a rainbow logo.

As a world-record-holding strongwoman, personal growth expert Kathryn Bennett is a 40 under 40 award winner, celebrated speaker and advocate for developing mental toughness. With a background in change management and Lean Six Sigma process improvement, Kathryn's professional career spans industries including tech, healthcare, and engineering/construction. Kathryn used the mental fortitude and tenacity they learned in the gym to more than quintuple their income in a five-year span, working from an entry-level process improvement role into a director position. Kathryn is a Certified Professional Services Marketer and is nationally ranked as a strongwoman competitor. They are passionate about helping their clients develop the mental tenacity and internal strength they need to succeed, no matter the adversity they're facing.

Links:
Kathryn's LinkedIn: https://www.linkedin.com/in/kathrynbennettwrites/
War Maiden Fitness: https://www.warmaidenfitness.com/ (you can also order her book Productive Pain here)
No Really, Everything's Fine Podcast: https://www.linkedin.com/company/nrefpodcast/
PIE Community: https://proposal-industry-experts.tribeplatform.com/

Hey Marketeers! This week it's just me on the pod talking about how to effectively map your client's organization and how to use that information to inform strategy, win themes, and other marketing materials. I hope you enjoy!

This episode is a re-cast of a great conversation I had with Job about Digital Marketing. It's the first time I had someone really explain how to use targeting in a way that felt relevant and applicable and an episode I go back to often. Enjoy!
Have you been curious what digital marketing could look like at an AEC firm? Jon was too and found his passion using digital marketing strategies to drive revenue. On this episode we explore digital marketing success stories, what these passionate teams look like, and how to make a case for your next digital marketing campaign.

Have you been curious what digital marketing could look like at an AEC firm? Jon was too and found his passion using digital marketing strategies to drive revenue. On this episode we explore digital marketing success stories, what these passionate teams look like, and how to make a case for your next digital marketing campaign.

About Jon:
As Senior Vice President of Water Markets & Strategy for Kiewit, Jon is responsible for Kiewit’s growth in the Water sector. Presently revenues are more than $1B annually with expectations to achieve $3B by 2025. In this role, he leads a team of business development professionals, as well as marketing and proposal professionals that translate Kiewit engineering and construction capabilities into solutions that address client needs around water infrastructure.

Jon's email: jon.gribble@kiewit.com
Jon's LinkedIn: https://www.linkedin.com/in/jon-gribble-9923228/

Join Melinda on a journey of curiosity and determination as she tells her career story in this episode. From her beginnings at an PR agency to her success as the founder of Studio PR, Melinda shares her insights on becoming an entrepreneur. She emphasizes that anyone can cultivate an entrepreneurial spirit in their workplace, no matter their role or title. Discover how Melinda's willingness to learn about business and marketing has been the key to her success.

Melinda Hepp is the founder of Studio PR, a professional services PR and communications agency based in the San Francisco Bay Area. She leads a team of five professionals to create and direct campaigns that help her clients achieve market-leading positions. She is very passionate about advancing the marketing profession in AEC and particularly advocating for women and the challenges we face in the workforce. She also loves to share her entrepreneurial journey and advice with others.

Links:

Melinda’s LinkedIn profile: https://www.linkedin.com/in/melindahepp/

Studio PR company website: www.studiopr.com

Studio PR social media pages:
LinkedIn: https://www.linkedin.com/company/yourstudiopr/
Instagram: https://www.instagram.com/_studiopr_/
Facebook: https://www.facebook.com/studioprcomm/

Getting the perfect shot takes expertise, trust, and vulnerability. In this episode, Tyler and I dive into the wonderful world of visual storytelling and the impact a good team fit can have on a great photo.

Tyler Chartier is a Commercial photographer/director/videographer by day + father by night. For work, Tyler shoots architecture and people for local, national and international companies – and he shoots almost anything for fun. Combining a passion for the process of photography and his intense fascination with marketing, Tyler helps his clients tell stories to create strong connections with their people.

When he’s not telling stories with his camera, Tyler spends as much time as he can with his wife and two boys. Together they love Bananagrams, backpacking, Mario Kart and making music.

Website: https://tylerchartier.com/

Is your firm struggling to find new candidates or do you have clients that "just don't get it"? Well, my AEC friends, it may be time for a good 'ol rebrand! In this episode, Perryn and I dig into what a healthy brand does and how to know if you're ready for a rebrand or even a brand refresh!

About Perryn:
Perryn Olson, CPSM, CCMP leads the marketing team at REX Construction, REX Engineering, and REX Technology, which includes SuperDroid Robots. Previously, Perryn was My IT’s Chief Strategy Officer, leading the marketing strategy and sales team while providing client relations. Before My IT, Perryn led the construction marketing firm, The Brand Constructors, and became a nationally recognized thought leader. Perryn then worked with Hinge Marketing, a national professional services marketing firm that specialized in high-growth professional services firms.
He is a certified marketer with SMPS and the Construction Marketing Association, past president of SMPS Southeast Louisiana, and past co-chair of SMPS Southern Regional Conference. He has spoken and written extensively within the build and tech industries, and in 2014, he wrote the Construction Executive’s Guide to Brand Marketing and is quoted in numerous marketing publications.

Website: rex.one
LinkedIn: https://www.linkedin.com/in/perryn/

In this week's episode I get to chat with singer/songwriter Stacy Chaney about the parody song that is music to the AEC Marketer's soul! Stacy cleverly created Update Your Resume Pronto to the tune of We Don't Talk About Bruno and takes this creative approach to her work as an AEC Marketer.

Stacy Chaney, CPSM, is a Senior Marketing Specialist with Farnsworth Group and brings over 15 years of experience in the AEC industry. Stacy is also an accomplished musician, vocalist, and songwriter and has sung the National Anthem for the St. Louis Blues, the Milwaukee Admirals, and the Milwaukee Brewers. She is the current President of SMPS Wisconsin and serves on the Heartland Regional Conference Board of Directors.

Links:
website: https://www.stacychaney.com/
Update Your Resume Pronto Video: https://www.youtube.com/watch?v=guW57dR98nE
Stacy's LinkedIn: https://www.linkedin.com/in/stacyingramchaney/

This mini episode is quick rundown on listening and how to be a good listener. Hope you enjoy!

Do you have incredible thought leaders but aren’t sure how to translate their knowledge into successful marketing materials? This episode is for you! Thought leadership doesn't have to be a daunting, complicated task and my hope is through this episode you'll have the tools to simplifying thought leadership at your firm.

About Keelin (Me):
Keelin is a creative thinker and problem solver with a focus on thoughtful interactions throughout the A/E/C industry. She is invested in marketing efforts that produce smart strategies and help teams serve their communities. She is the owner of Adiuvo Marketing and the host of the AEC Marketeer podcast that explores A/E/C marketing and beyond.

Erik Huberman has built one of the most successful marketing consultancy agencies in the United States and through his book the Hawke Method he outlines three pillars for marketing success. In this interview, we discuss those three pillars and how to apply them to the AEC Industry.

CEO & Founder Erik Huberman launched Hawke Media in 2014. Now valued at over $150 million, Hawke Media is the fastest growing marketing consultancy agency in the United States. As a serial entrepreneur and marketing expert, Erik has been recognized by his industry peers through honors and awards including, Forbes Magazine’s 30Under30, CSQ’s 40Under40, and Inc. Magazine’s Top 25 Marketing Influencers just to name a few. Erik is the author of the Hawke Method and is a contributor for Forbes.

website: https://hawkemedia.com/

Do you know what style is and how it fits into your brand? If not, this episode is for you! Kristen and I dig into style, grammar, and how all of this fits in to your outward facing brand.

For more than a decade, Kristen Ruiz has served as a professional writer and editor across multiple industries, from non-profit and academia to technology and film. While pursuing her master’s degree, Kristen taught rhetoric- and research-based writing at the university level. She has also worked in publishing, where she contributed editorial work to more than 20 titles. In the AEC space, she has grown from a proposal manager and proposal operations specialist, to a leader and mentor of bid management teams, providing guidance on effective messaging, document development best practices, and public speaking.

Kristen’s mission is to help communicators tap into their values and make deliberate choices to connect with their most important audiences. She is multilingual, a former competitive ballroom dancer, and a proud supporter of the Oxford comma.

Kristen’s LinkedIn profile: https://www.linkedin.com/in/kristen-ruiz-533013158/
Kristen’s MA thesis, Creating Effective Style Documents: A Practicum in Trade Publication (includes background about style in writing for organizations, things to consider when building a house style guide, important categories a style guide should have, and an example of a style sheet for a real company) https://digitalcommons.kennesaw.edu/mapw_etd/30/
PIE: https://proposal-industry-experts.tribeplatform.com/

In this episode Sean draws parallels between his psychology background and how to leverage that information in professional services marketing. We talk about warmth and competence, why storytelling is important, and the means end theory.

Sean has 20 years of service marketing experience, 15 years of which have been in the architecture, engineering, and construction industry. Sean has worked firms both large and small in a variety of roles including proposal writer, proposal manager, and marketing director. He has Master of Science degree in Applied Psychology from USC where he focused on consumer psychology. He has conducted research on how visual cues unconsciously influence service provider selection and focuses on how to apply principles in consumer psychology and behavioral economics in proposal development and marketing professional services.

Currently Sean is the marketing manager with Ghirardelli Associates, a construction management firm specializing in the transportation sector.

Book and Video Recommendations:
The Human Brand by by Chris Malone and Susan Fiske
Nudge: The Final Edition by Richard Thaler and Cass Sunstein
Storytelling with Data: A Data Visualization Guide for Business Professionals by Cole Nussbaumer Knaflic
Melissa Marshall TED talk: Talk Nerdy to Me

Sean's LinkedIn: https://www.linkedin.com/in/sean-stewart-marketingstrategy/
Sean's email: seanstewart1979@gmail.com

This week I have the absolute privilege of talking with Danielle Gray about her career story and the decisions that got her to where she is now and where she's going in the future. From her work at a design-build firm to the Keynote and Host of SMPS Amplify, Danielle has stood out for her ability to lead with authenticity.

Known for her relatability and humor, Danielle Gray challenges her audience to reconnect with what make them human. The way she fuses vulnerability with applicable tactics makes a lasting impression on her audience. Her goal is to empower each person to not just be a better businessperson, but to also be a better human. Danielle is a Brand Strategist with over nine years of industry experience composing proposals, writing content, running email campaigns, and generating leads online. Along with developing proposals, she helped her former design-build firm grow website visits by 88% and contributed over $150 million in revenue from leads generated from the website in just three years. Now, Danielle is the owner of DG Marketing Company, a professional services marketing firm and co-founder of Unoia, a CBD company. She also speaks around the country about marketing, branding, passion, inclusion and joy.

Danielle is a former Division I Basketball Player at Jacksonville University in Jacksonville, Florida and holds both a Bachelor's in Marketing and MBA from the institution. She now resides in Atlanta, Georgia with her partner and three dogs.

Links: https://www.daniellegraymba.com/
Limitless Authenticity: https://danielle-gray.mykajabi.com/offers/qvb2z4E3/checkout
LinkedIn: https://www.linkedin.com/in/daniellegraymba/

As we approach the holiday season, there are going to be so many wonderful opportunities to connect with coworkers, industry colleagues, friends, and family. No matter the gathering, understanding how to intentionally network and connect with one another is essential. In this episode, we'll cover some common networking roadblocks, what to do when you walk into a room and don't know anybody, along with some top tips for intentional networking.

Today's guest, Patti DeNucci, believes that the quality of your conversations and connections is a highly accurate predictor of your success, happiness -- and even your health and longevity!

Patti is a highly acclaimed corporate and conference speaker, workshop facilitator,consultant, and award-winning author of two books. These include:

• The Intentional Networker: Attracting Powerful Relationships, Referrals & Results in Business and her brand new book
• More Than Just Talk: The Essential Guide for Anyone Who Wants to Enjoy Better Conversations.
  Based on a lifetime of observation, experience, and research, Patti has learned that socializing well is critical to us as humans. We are wired to connect and be in community.
  And nearly ALL of us can make improvements in this area!
  

Patti DeNucci
Author - Corporate & Conference Speaker - Consultant - Artist

Links:
IntentionalNetworker.com
PattiDeNucci.com

In this episode Jen and I look into what makes a boring boilerplate proposal go from compliant to compelling. We dig into win themes, go/no-go discussions, and so much more!

Jen McGovern, CPSM, senior regional marketing manager, oversees the marketing efforts for VHB’s Mid-Atlantic region. With a background as an editor and copywriter, Jen fell into the A/E/C industry in 2012 and found a passion for proposals and infrastructure projects. A prolific author and presenter, Jen is a past president of the Society for Marketing Professional Services (SMPS) Washington, DC, chapter and was named the 2022 SMPS Chapter President of the Year. She also serves on the Editorial Committee for Marketer, SMPS's national journal, as well as the national Certification Committee.

In this episode, Tennile and I dig into brand vs performance marketing, marketing metrics, some examples of great marketing campaigns, and the marketing methods and platforms we all need to be paying more attention to (hint:TikTok!).

Tennile runs a copywriting business appointed She is Epic and is the needed jolt to your marketing and messaging. After running her business full-time for 5 years and launching an e-commerce venture fund for historically excluded and underfunded founders, she became the single award-winner of the 2021 New Establishment: Innovators by Strategy Magazine—Canada’s national marketing community and named a rising marketer by Adweek in the same year.

Tennile has led brand and customer marketing in non-profit to tech organizations over the last 8 years to help them crank up their sales without needing a new budget, more time, or a miracle. In her free time, she has enabled the launch of 50+ businesses as a mentor for entrepreneur hubs within 3 municipalities, built her own business by curating an online presence and rallies others to do the same. You can follow her marketing memes and insights on LinkedIn.

LinkedIn: https://www.linkedin.com/in/tennilecooper/
Website: www.sheisepic.com
TikTok: @mememuggin

Today there are so many new and exciting ways to get things done and AEC marketing is no exception. On this episode, Ayo Abbas of Abbas Marketing walks me through several marketing models you might not have considered. Specifically, we look at groups/online programs, freelancers/consultants, and collectives.

Ayo Abbas is a built environment marketing consultant from the UK. She has over 20 years’ experience working in B2B marketing and has worked for major firms including Arup, Mace and Ramboll In February 2020, Ayo founded her own consultancy business Abbas Marketing and offers marketing strategy and content creation services for built environment firms and organisations. She enjoys working with companies who are passionate about what they do and aren’t afraid to challenge our somewhat traditional sector. Ayo is a fellow of the RSA and a committee member for Build Up! - a built environment marketing networking group. She also hosts her own podcast The Built Environment Marketing Show.

Here's her series on the marketing models:
Collectives: https://www.abbasmarketing.com/mitc-podcast/ep32-marketing-collectives
Consultants, Freelancers, and Independents: https://www.abbasmarketing.com/mitc-podcast/ep31-marketing-consultants-freelancers
Groups and Online Programs: https://www.abbasmarketing.com/mitc-podcast/ep30-marketing-group-online-programmes

Website: https://www.abbasmarketing.com/
LinkedIn: https://www.linkedin.com/in/ayoabbas/

If you're enjoying the show, please give us an good 'ol five stars and a review! This helps me get more guests in the future.

In this episode, Steve lays out the framework for successful business development and how to position you and your firm as a consultant rather than a vendor.

Steve Gavatorta, owner of the Steve Gavatorta Group, specializes in empowering individuals and organizations in identifying, developing, and exceeding performance goals. Steve’s had the privilege of coaching and training thousands of high performers across an array of industries. From small businesses on the move to Fortune 500 companies, Steve collaborates with organizations to build foundations, set goals, and eclipse their highest potential.

Steve is a Certified Professional Behavioral Analyst (CPBA) and Certified Professional Values
Analyst (CPVA), a certified Myers-Briggs practitioner, and accredited to coach and train for Emotional Intelligence (EQ). He is a two-time published author, and his new book In Defense of Adversity: Turning Your Toughest Challenges Into Your Greatest Success won Richter Publishing’s Amazon Best Seller Award for 2018.

Links:
website: http://www.gavatorta.com/
email: Steve@gavatorta.com

In this episode, Bryce Batts outlines what the labor market looks like right now and the best ways to attract and retain talent. This includes how marketing can improve the processes in place to align new employees with company culture and attract top talent using marketing best practices.

Bryce has been a recruiter in the AEC industry for 15+ years and is a certified Career Coach and Speaker. She met her husband in college, and they have two daughters and a Bernedoodle. She attended NC State University for her bachelor’s degree and received her MBA at Nova Southeastern. She was a college dancer and cheerleader and loves to cheer professionals on as they gain clarity and confidence when it comes to their career goals. She's the co-CEO of Career Collective, an AEC recruiting and coaching firm and podcast host of Wine After Work. Career Collective was founded with a Singular Vision: Providing Both Candidates and Employers with Premier Access to the Best in AEC Industry Opportunities. Guided by Bryce Batts and Edwin Powali, Career Collective stands at the forefront of AEC recruitment. Bryce's passion for career coaching and dedication to enriching both the careers of individuals and the teams of employers they serve is truly inspiring.

LinkedIn: https://www.linkedin.com/in/bryce-batts-recruiter/
https://www.mycareercollective.com/

If you're interviewing for your next position, it's important to find the right fit for YOU. On this episode, Frank and I brainstorm how to ask the right questions during a job interview to learn what you actually want to know.
Frank Lippert is a partner in Go Strategies, LLC. A certified professional services marketer, he specializes in helping firms win important projects with effective, strategic pursuit management. He also teaches and coaches architects, engineers, and contractors on best practices and evolving practices in marketing and business development.

Frank's Interview Questions:
Tell me about your last go/no-go?
Can you give me the minimum and maximum number of proposals that on average a person does in a given timeframe in your shop?
What do people typically say when they're exiting the company?
Could you describe your day yesterday? Not a minute by minute but an hour-by-hour
Can you describe the career path for a marketer in your company? How much time does that take for really good people?
Describe the overtime experience to me. How flexible can you be with the time when we're waiting on other people to give us a deliverable? Can I go home and come back when they're ready? Can I clock off and clock back on later?
How do your technical and professionals prioritize marketing?

Links:
LinkedIn: https://www.linkedin.com/in/frank-lippert-fsmps-cpsm/
Website: https://go-strategies.com/
PSM Show: https://psm.show/

On this episode, Kristina and I talk about a range of topics from marketing budgets and guerilla marketing to DEI and women in construction. Kristina has a wealth of knowledge that all seems to point in a similar direction, avoiding random acts of marketing. In this episode you'll learn some new marketing tricks along with her approach to humanizing marketing.

Kristina is a motivational construction industry thought-leader with over 20 years of experience in team leading, marketing strategy, workforce development, and operations know-how. She is a strong collaborator with a successful track record of forming powerful relationships, discovering and capitalizing on opportunities, and shining a light on the blue-collar industry. She is both professionally and personally driven to have a positive impact in the world.

Links:
Greiner Construction: https://www.greinerconstruction.com/
Kristen's Linkedin: https://www.linkedin.com/in/kristinamahler/
Crew Collaborative LinkedIn: https://www.linkedin.com/company/crew-collaborative/