PSM: Professional Services Marketing – Details, episodes & analysis

This episode marks the transition of longtime co-host Frank Lippert as he steps away to focus on his role as Director of Strategy at Delve Underground. For the past three years, Frank has been a trusted voice for candid, honest conversations about leadership, marketing, and the human side of professional services. His reflections on this journey offer valuable insights on authentic leadership, succession planning, and navigating change — themes that every professional can relate to.

But as one chapter closes, another begins. The PSM Show is proud to welcome its new co-host, Damion Morris, a proven marketing leader from PCL Construction known for his innovative thinking, dynamic presence, and ability to spark meaningful conversations. Together with co-host Deirdre, Damion promises to bring fresh energy, bold ideas, and timely discussions on the topics that matter most to today’s professionals.

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In this episode, Deirdre sits down with Uniqueka Walcott, a renowned writer and speaker, to discuss personal branding, career ownership, and workplace culture. Known as the "Billion Dollar Bid Writer," Uniqueka shares her journey of crafting a strong personal brand through strategic communications and offers insights from her experience to help individuals embrace authenticity and boost visibility. The conversation highlights pivotal career moments, emphasizing self-guidance and the importance of a supportive network. Uniqueka addresses challenges in career ownership, including mindset shifts and actionable feedback, and stresses the necessity of recognizing when change is needed. Strategies for overcoming obstacles and cultivating a workplace culture of mutual respect are also explored. Key takeaways include rejecting disrespect, being discerning with feedback, and embracing proactive change, providing listeners with practical insights to advance their personal branding and career growth.

  Uniqueka Walcott, CPSM, Uniqueka Walcott Communications LLC Uniqueka Walcott is celebrated for her prowess in proposal management and strategic communications. As the founder of Uniqueka Walcott Communications LLC, she empowers others to express their authentic selves. Holding a B.A. in journalism with a focus on Public Relations from Georgia State University, Uniqueka has secured over a billion dollars in government contracts and has been featured in the Baltimore Sun. Her Personal Branding Masterclass is instrumental in helping clients boost their visibility and build meaningful connections, paving the way for their growth.     Music by RomanSenykMusic on Pixabay. www.pixabay.com

In today’s episode, we have a case study on authentic and intentional leadership. Frank and Deirdre talk with Justin Conger, of Conger Construction, about leadership, decision making, culture, brand, and how marketing impacts a firm.   At the helm of Conger Construction Group, Justin Conger stands as a paragon of transformative leadership. His distinct approach, grounded in the principles of servant leadership, has been the compass guiding the company’s ascent in the construction sector. With the conviction that true leadership stems from serving first, Justin continuously places the needs and professional growth of his team at the forefront. This ethos has not only fostered a culture of mutual respect, trust, and empowerment within Conger Construction Group but has also been instrumental in its sustained business expansion. https://www.linkedin.com/in/justin-conger-27636614/    Resource links: Conger Construction: https://www.congerbuilt.com/  Vistage: https://www.vistage.com/  Off Balance, Matthew Kelly: https://www.amazon.com/Off-Balance-Work-Life-Professional-Satisfaction/dp/1942611331  The 5 Disfunctions of a Team, Patrick Lencioni: https://www.amazon.com/Five-Dysfunctions-Team-Leadership-Fable/dp/0787960756   

Ever wonder what it takes to be a leader? Deirdre and Kathryn explore what leadership means, how to become a leader, and what it takes to go beyond a title to truly lead. They also look behind the curtain on how leadership decisions are made. They bring their education, personal experiences, and practical tips to unlock the secrets of good leadership.

As a partner in GO Strategies, Kathryn brings an energy and vitality to the team that significantly promotes the mission of “making everything about marketing and business development easier.” With more than 20 years in the A/E/C industry, Kathryn brings an in-the-trenches perspective for how things work and, more importantly, how things can work better. Her sense of humor is balanced with a sense of getting-the-job done. She is a strategic thinker, an excellent listener, and provides creative solutions that work, not abstract theory that sits on shelves. As a life-long learner, she is a certified professional services marketer (CPSM), certified professional life coach (CPLC), and a 6 Types of Working Genius facilitator. Kathryn is a frequent presenter and facilitator, in both the virtual and in-person environments, presenting at national and regional conferences, and at SMPS chapters Beyond work…she loves to scuba dive and is PADI rescue diver, has been called a gym-rat (rats love cheese!), and enjoys time with her 1-year-old grandson. She served a past chapter president for the SMPS Sacramento Chapter and is currently on a committee for APWA Sacramento Chapter.

 

Resources:

Adam Grant, Think Again (available on Amazon)

Patrick Lencioni, The Ideal Team Player (available on Amazon)

Edgar Schein, Humble Inquiry (available on Amazon)

Six Types of Working Genius: https://www.workinggenius.com/ 

 

Connect with Kathryn Ness: https://www.linkedin.com/in/kathryn-ness-cpsm-6a08928

 

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What if your project summaries could proactively win work for you? Leslie Blaize, CPSM, is a case study specialist. She's sharing the secrets to making a compelling case study document that speaks to your company, your client, and prospective clients with her 1 case study = 3 wins techniques.   Resources: American Writers and Artists Institute - https://www.awai.com/  Casey Hibbard - https://www.compelling-cases.com/  SMPS Pacific Regional Conference - https://smps-prc.org/    Connect with Leslie Blaize: linkedin.com/in/freelance-writer-architecture-engineering-construction/     AEC Connect newsletter: Subscribe on LinkedIn  https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6947590700544704513    Website: blaizecommunications.com/    blaizecommunications@gmail.com   Music by RomanSenykMusic on Pixabay. www.pixabay.com 

Did you resolve to be better organized or have better follow-through in 2024? Frank and Kate share their tips for staying on top of email, scheduling, and to do items in practical, low key ways.   Music by RomanSenykMusic on Pixabay. www.pixabay.com  

As another year comes to a close, Deirdre and Frank recap highlights of 2023 and expectations for 2024. It's a meaningful look at their professional and personal journeys. There's a little arm-chair market forecasting, a little lessons learned, and a lot of fun in this episode.   Music by RomanSenykMusic on Pixabay. www.pixabay.com  

This is part two of a two-part series on interviews and interview coaching. Professional services marketers work with a team to position for a big pursuit, write a killer proposal and get shortlisted to interview. It’s the last step in the process to winning the pursuit… and, honestly, it can be a lot of fun and/or a lot of work. There are multiple personas involved, lots of moving parts, and lots of pressure. Deirdre Booth and Kathryn Ness are interviewed by Frank Lippert to help marketers set the stage for success with this important job function.   Music by RomanSenykMusic on Pixabay. www.pixabay.com 

This is part one of a two-part series on interviews and interview coaching. Professional services marketers work with a team to position for a big pursuit, write a killer proposal and get shortlisted to interview. It’s the last step in the process to winning the pursuit… and, honestly, it can be a lot of fun and/or a lot of work. There are multiple personas involved, lots of moving parts, and lots of pressure. Deirdre Booth and Kathryn Ness are interviewed by Frank Lippert to help marketers set the stage for success with this important job function.   Music by RomanSenykMusic on Pixabay. www.pixabay.com 

Not sure what retirement holds for you? Or maybe you know someone that's just a little uncertain about what's next for them as they retire from professional services marketing? This podcast is for you. Frank talks to his friend and mentor, Laurin McCracken, who went from professional services marketing legend to one the top watercolor painters in the world in his retirement. This is a fun conversation about figuring out what to do in retirement, how to find fulfillment, and how to put your best professional services marketing skills to use for YOU!   In his first career, Laurin McCracken, FSMPS, was a renowned marketing and business development expert and a transformative leader in the Society for Marketing Professional Services (SMPS). Today, Laurin McCracken, AWS, NWS, is a realist watercolorist. His approach to still life painting emulates that of the Dutch and Flemish still life painters of the 16th and 17th centuries. He is a signature member of more than a dozen watercolor societies including the American Watercolor Society and the National Watercolor Society. His paintings have won multiple awards and have been included in competitive and invited exhibitions around the world. His paintings are in the permanent collections of the Watercolor Museum, Fabriano, Italy, The National Museum of China in Beijing, The Museum of the University of Mississippi and other institutions.   Resources: https://www.federalreserve.gov/monetarypolicy/publications/beige-book-default.htm    Music by RomanSenykMusic on Pixabay. www.pixabay.com