AEC Marketeer: Recent Episodes
Keelin Cox
This podcast explores marketing trends and answers your most pressing questions to help you thrive as an A/E/C Marketeer.
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!
What is a strategic plan and do you need one? In this episode Deirdre and I take a high-level look at the strategic planning process 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://calendly.com/daniellegraymba/webinar-how-to-accelerate-your-content-development-process-with-ai-tools/2023-06-14T11:00:00-07:00?month=2023-06&date=2023-06-14 LinkedIn: https://www.linkedin.com/in/daniellegraymba/
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
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/
Are you ready for a crash course on SMPS HQ? In this episode Michael and I dig into how SMPS is organized and the different resources HQ provides to members and chapters alike. We also take a peek at what the next few years look like for HQ. Michael V. Geary, CAE, is the CEO of the Society for Marketing Professional Services and the SMPS Foundation. Prior, he served as the President & CEO of AmericanHort and Horticultural Research Institute, the horticulture industry association and research foundation, and concurrently as the executive of the Ohio Produce Growers & Marketers Association and the Nursery & Landscape Association Executives. Earlier he was the Executive Director of the American Institute of Architecture Students and served in senior staff roles for the National Association of Home Builders. Geary is a graduate of the University of Florida and earned a certificate in Diversity & Inclusion from Cornell University. Links Website: smps.org Michael's LinkedIn: https://www.linkedin.com/in/michaelvgeary/
On today's episode, Amy and I discuss her career and how she went from marketing director to CEO. During this conversation Amy shares the skills she has honed and how her background in marketing has informed her approach to leadership and business. Amy Jones is President/CEO of O’Connell Robertson, a mission-driven architecture/engineering/interior design firm based in Austin and providing creative problem solving and design that positively impacts communities throughout Texas. Amy became the Firm’s fourth president, and the first woman to serve in that role in the Firm’s 70-year history, in 2016. She has been with O’Connell Robertson for 25 years and has been a Principal and Shareholder since 2004. As President, Amy leads corporate strategy & vision, guides talent and people issues, and manages finance and operational activities with the Firm’s Senior Leadership Team. Throughout her career at O’Connell Robertson, she has been involved in and led the Firm’s marketing and business development team and served in a project executive role for various clients. Amy’s focus on client relations, business development & marketing, strategic partnerships, and community engagement has provided a strong foundation for the Firm’s growth over the last decade. Throughout her career, Amy has been engaged in regional organizations and issues supporting youth and education, providing leadership to several local boards, committees and campaigns. She is currently a member of the Austin Chamber’s Education and Talent Council; Big Brothers Big Sisters of Central Texas Advisory Council (also past Board Chair); and a member and Education Chair of the Austin Area Research Organization (AARO). LinkedIn: https://www.linkedin.com/in/amyjjjones/
Are you curious about what your next steps could be after proposals or do you just want to learn more about what a communications role looks like at an AEC firm? In this interview we discuss all that and more. Join us as we discuss Beth's career progression, what her communications role looks like, and how you can make the case for a communications professional at your firm. Beth Shimogawa, CPSM is the Corporate Communications Manager at Coffman Engineers. She is passionate about communication and marketing strategies that bring value to clients and employees through external and internal communication.
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/
This re-cast is one of my favorite early episodes of the podcast. Damion is a person with a very strong personal brand and digs into advice on how to create a personal brand for yourself and why it's important! Damion is a dynamic AEC marketer who partners with principals, project executives, and technical teams to develop compelling content and presentations that win work by connecting with the humans behind each project. He is a Marketing Manager for PCL Construction California Buildings District, where he leads the marketing strategy and activities for PCL’s largest and fastest-growing district at $1 billion in annual revenue. Damion is a Certified Professional Services Marketer (CPSM), a Past-President of the SMPS LA Chapter, and is a contributor to Marketer Online. Damion's LinkedIn: https://www.linkedin.com/in/damionlmorris/
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 n 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 she learned in the gym to more than quintuple her 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. She is passionate about helping her 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/
On this episode Uniqueka and I talk about what prompted her to start Career Conversations, a LinkedIn Live broadcast turned podcast, and the lessons she's learned from her guests along the way. Uniqueka Walcott has a passion for winning and teaching others to win in life. Realizing that she is more than her job title has been a transformative experience. This experience ignited the passion which drives her to create the LinkedIn Live Series and podcast "Career Conversations" Each episode is a peek into the lives of professionals of all ages in a wide variety of careers including, marketers, morticians, recruiters, and mariners for example. Uniqueka is a mentor to young professionals inside and outside of the industry. She is a proud Alumna of Georgia State University, holding a B.A. in Journalism with a focus in Public Relations. She approaches everything with her three ingredients for success: Resilience, Reading, and Relationships. These are her cultural inheritances. Links: uniquekawalcott.com Linkedin: https://www.linkedin.com/in/uniquekawalcott/
While many companies have been experiencing labor and talent shortages throughout the industry, Jennifer and by extension her firm LMS have experienced quite the opposite. Her not-so-secret superpower? Diversity. Jennifer Todd is President of LMS General Contractors, DBE and WBE demolition, and environmental contractor. She is also the Founder of A Greener of Tomorrow, a 501c3 nonprofit geared toward the skill trade advancement of minority youth & young adults. Todd is a 2021 ENR Top 20 Under 40 Professional, 2020 Top 25 ENR Newsmaker, and 2020 CBO Outstanding Women in Construction finalist. Jennifer is an ASU Sandra Day O’Connor College of Law graduate. Links: LinkedIn: https://www.linkedin.com/in/jennifertoddlms/ LMS: https://lmsgc.com/
As a previous Owner and current Executive Director of COAA, Howie knows what makes a good owner and also what makes a good A/E/C teaming partner. In this episode, Howie and I dig into some advice for both owners and consultants to make the best use of their time and pursuit efforts. Howie is an experienced leader and collaborator with a passion for continuous improvement. Thrilled to lead the Construction Owners Association of America and seeking owners, builders, designers, and other industry pros who care about the quality of the built environment and how we go about creating it. COAA website: https://www.coaa.org/ You can also follow COAA on LinkedIn: https://www.linkedin.com/company/construction-owners-association-of-america/
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=sr11?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=sr11?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=sr11?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=pdlpo14t2/259-3964304-4319716?encoding=UTF8&pdrdi=085294134X&pdrdr=ef51e0d1-5727-4817-8ba1-5f008bac03ef&pdrdw=aEZhW&pdrdwg=3uB3v&pfrdp=7b8e3b03-1439-4489-abd4-4a138cf4eca6&pfrd_r=DEJDWQQ7TVQWVGZTXZGJ&psc=1&refRID=DEJDWQQ7TVQWVGZTXZGJ Rory Sutherland https://www.amazon.co.uk/Alchemy-Surprising-Power-Ideas-Sense/dp/0753556502/ref=sr11?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/
Mark and I dig into sales and the account development planning process. We'll go over best practices, along with the why and how of account planning. Mark is the founder and principal of Wainwright Insight, a sales consultancy to professional services firms. Leveraging his 20 years of sales and marketing experience, Mark offers Fractional Sales Management to firms who sell their expertise. He bills himself as "a part-time sales manager to part-time salespeople" like architects, advisors, engineers, analysts, and other consultants who are skilled at their craft but often lack the organization and sales acumen that firms and individuals need to win new work and grow their practice. Mark's Account Development Planning guide is available here to listeners: https://www.wainwrightinsight.com/landing-page-account-development-planning-template/ His blog posts are available here: https://www.wainwrightinsight.com/account-development-plans/ You can find Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ or https://www.wainwrightinsight.com/
During this episode Anders and I dig into what it takes for a firm to efficiently manage their resumes (CVs) and project descriptions (references). For 12 years, Anders has been part of developing Orbit from a small niche system to a well established platform trusted by some of the most influential companies across multiple industries and in his current role as client development manager, he serves as the link between clients and their systems development. He's also a project manager for more than 30 ongoing projects and specializes in CV skill and reference management modules, as well as the sales and tender management modules. Through his work, he has analyzed the workflows and processes for creating and managing tender specific CVS and references and more than 300 companies throughout the last 10 years and is one of the leading experts in this small, but business critical field. LinkedIn: https://www.linkedin.com/in/andersdyrholm/ Orbit: https://www.orbit.online/
The way we do business is changing and therefore how we market to our clients and talent needs to change too. In this episode Matthew and I dig into the role of marketers and business development professionals currently and what that relationship should look like in the future. Matthew Winklestine Matthew has 15 years of leadership experience in Engineering and Construction. His experience includes running multimillion dollar construction projects, building and running a global team in EH&S and launching multiple marketing initiatives that drove customer and employee acquisition. Two years ago Matthew started Engaging Perspectives. An agency focused on helping companies in the AEC space ideate, strategize, execute, measure and report on digital customer and employee acquisition strategies. Outside of business pursuits, his passions are mentorship, mountaineering and personal development. Matthew's LinkedIn: https://www.linkedin.com/in/matthew-winklestine/ Engaging Perspectives: https://www.engagingperspectives.com/
This episode is a re-cast of an interview I did with Matthew over on his podcast the Buyers' Market Podcast. We talk about career journeys, the future of AEC marketing, and go over some tips and tricks marketers can leverage in their work. The Buyers' Market Podcast: https://podcasts.apple.com/us/podcast/the-buyers-market-podcast/id1578467005 Matthew's LinkedIn page: https://www.linkedin.com/in/matthew-winklestine/
Rachelle and I dig into burnout in AEC Marketing, its causes, and what we can do prevent it. Rachelle Ray | Owner/Proposal Management Consultant | RMR Consulting Rachelle has spent more than ten years working on AEC proposals. She founded RMR Consulting after recognizing a need for flexible proposal management to address the ‘ebb and flow’ of marketing needs across the industry. Having battled burnout at various stages of her career, Rachelle has become a passionate advocate for proposal education and increasing process efficiency for marketers. She works with individuals and teams to identify opportunities to improve their marketing efforts, increase communication, and ensure pursuits are given adequate resources in order to prevent staff burnout. https://www.linkedin.com/in/rachelle-ray-marketing/ http://www.rmrconsult.com/
On this very special episode I have a great chat with Stephanie Wood, Marketing and Communications Manager of the Pacific Region at Stantec on how she manages and leads within her team. Stephanie Wood is the Marketing and Communications Manager for Stantec's Pacific Region. She serves on Stantec’s Learning & Development Task Force and participates in Stantec’s Supervisor Development Network.
On this episode, Mary and I talk about the challenges of working in a hybrid organization and how we can manage up in a number of new circumstances. Mary Abbajay, author of the best-selling Managing Up: How to Move Up, Win at Work, and Succeed with Any Type of Boss is the president of Careerstone Group, LLC, a full service organizational and leadership development consultancy that delivers leading-edge talent and organizational development solutions to business and government. As a sought-after author, speaker, consultant, and trainer, Mary helps clients develop the strategies, skills and sensibilities needed for success in the 21st century. Mary is the co-host of the weekly workplace advice podcast, Cubicle Confidential and is a frequent expert contributor for television, radio, and print publications where she provides practical leadership and career guidance. Her work and advice have appeared in the New York Times, Harvard Business Review, Fast Company, Forbes, The Financial Times, The Wall Street Journal, the Huffington Post, Money Magazine, Southwest Airlines Magazine, CNN.com, Monster, CNBC, and the BBC. Email: mary@careerstonegroup.com Phone: 202-965-1144 Twitter: @maryabbajay LinkedIn: www.linkedin.com/in/mary-abbajay-managingup/ Instagram: @maryabbajay YouTube: https://www.youtube.com/user/maryabbajay Websites: www.careerstonegroup.com | www.managingupthebook.com Podcast: http://cubicleconfidential.com
On this episode, we welcome back Gabe Lett to talk about his new book The AEC Professional's Guidebook. Gabe outlines the inspiration behind the book and gives us some of his favorite tips! Gabe Lett, CPSM, FSMPS is a veteran of A/E/C marketing and business development. He has served three consulting engineering firms over a 17-year career. He is a published writer, contributing numerous articles educating and promoting best practices for A/E/C marketing professionals. Gabe also presents for several SMPS chapters and regional conferences on a range of topics. His background as a Licensed Professional Counselor gives Gabe unique insights into the marketing profession. Pre-order his book here: https://theaecguide.weebly.com/about-the-book.html. Start a coversation with Gabe here: https://www.linkedin.com/in/gabelett/
On this very special episode, I talk to my Father-in-Law Dr. Michael Telford about gratitude. I hope you enjoy both his lovely explanation of living with gratitude and your Thanksgiving holiday.
This week Tenille takes over this episode to have a candid conversation about her mentorship relationship and some tips on how you can find a mentor that's a good fit for you!
On this episode we talk about the great resignation/reshuffle and what we as companies, individuals, and managers can do to attract and retain top talent. Bryce Batts is a CAREER COACH FOR WOMEN IN THE AEC INDUSTRY. She’ll support YOU so you can BREAK THE GLASS CEILING and not FALL VICTIM TO THE OLD BOYS NETWORK! She'll help you level up your leadership and management experience with her Design Build coaching program where you will grow your confidence, set and achieve big goals and create a path to senior management. Links: www.brycebattscoaching.com https://www.linkedin.com/in/bryce-batts-careers/ https://www.facebook.com/groups/brycebattscoaching
Sarah and I break down market research, what it is, and why our firms should invest in research. Sarah Kinard, Head Bird at The Flamingo Project, is a strategic visionary who continues to build her career shaping marketing strategy for professional service firms. Known as a change agent, she tackles your challenges with strategy and implementation at a scale you can handle. Sarah's curiosity, fail-forward/fail-fast approach, and desire to have fun in everything she does, are the hallmarks of how she "does it differently". Market Research Consultant with both Elevate Marketing Advisors and Zweig Group. President of SMPS Dallas. Links: https://www.designkit.org/methods/ways-to-grow-framework https://www.maktheway.com/the-growth-matrix/ https://shop.zweiggroup.com/collections/frontpage/products/impacts-of-covid-19-on-the-aec-industry-free-report?variant=39837415800983 https://shop.zweiggroup.com/collections/frontpage/products/2021-marketing-report-of-aec-firms?variant=38845063168151 https://www.linkedin.com/in/sarahwkinard/ www.theflamingoproject.com sarah@theflamingoproject.com
I chat with Mike about how to own your awesome, identify the strengths of your colleagues, and turn a resource shortage into personal growth opportunities. Mike Fiorini is a marketing leader with 22 years of experience helping people, departments, and organizations identify next steps in transforming markets. His ability to identify value and resource gaps enables him to help teammates chart their course and collaborate more effectively. Mike’s big picture thinking allows departments to align with their strategies and elevate company value. Having been involved in all aspects of business processes, he excels at strategy, conceptual analyses, and planning efforts. Most importantly, Mike brings a bold belief in people’s ability to gravitate towards their aptitudes and constant growth mindset.
On this episode, Doug walks me through what a Fractional CMO is, does, and when to look at bringing one on board! Doug Parker, CPSM, FSMPS is the Principal & Founder at Elevate Marketing Advisors and the President of SMPS HQ. Website: www.elevatemarketingadvisors.com LinkedIn: https://www.linkedin.com/in/doug-parker-fsmps-cpsm-2b1a694/
Maisha walks us through how to best leverage and prepare for your performance review. Her advice is absolutely priceless and she has helped hundreds of professionals just like you! 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. Links: search: www.bosslady.coach connect: https://www.linkedin.com/in/maishachristian/ Performance Review Guide: https://www.bosslady.coach/resources.html
Bryon and I dig in to SEO, what it really is, and how to maximize your website for search engines. Bryon McCartney is a managing partner and the Chief Idea Guy at Archmark Architect Branding and Marketing, in Estero, Florida. He has more than 30 years experience in branding and marketing and has led online strategic initiatives for major clients, including Clavin Klein, General Motors, Lipton Foods, and many others. Website: https://www.archmark.co/ Links: SEO for Architects (https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fseoforarchitects.com%2F&data=04%7C01%7Ckeelin.cox%40stantec.com%7Cef554f521dad42d3704c08d95236c7e7%7C413c6f2c219a469297d3f2b4d80281e7%7C0%7C0%7C637631218472493011%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000&sdata=9r%2BaTETFXvsAJtUu4Nql9ijnPugdgx5Mvxf7jkXhPv0%3D&reserved=0) Archmark, in partnership with the Architect Marketing Institute, offers an in-depth, 8-week course for architects and AEC marketers wanting to learn the highly effective Expertise Engine™ system to help you attract ideal, high-value clients and become known as a ‘go-to’ resource in your areas of specialty. Suggested Archmark Blog Articles: Successful Content Marketing For Architects Starts With These 3 Essential Topics (https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.archmark.co%2Fblog%2F3-types-of-content&data=04%7C01%7Ckeelin.cox%40stantec.com%7Cd9ae8e7b248747cf833f08d951f9f0a7%7C413c6f2c219a469297d3f2b4d80281e7%7C0%7C0%7C637630957100325028%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000&sdata=L%2B%2B1%2FVbsxot3Dm30b1oKhZ8jN5%2BmyNNf7fw179s%2FjQM%3D&reserved=0) Does your architecture firm website suck? Here are five steps to fix it. (https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.archmark.co%2Fblog%2Ffive-steps-to-fix-your-architecture-website&data=04%7C01%7Ckeelin.cox%40stantec.com%7Cd9ae8e7b248747cf833f08d951f9f0a7%7C413c6f2c219a469297d3f2b4d80281e7%7C0%7C0%7C637630957100335021%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000&sdata=WGkd13nzzvScUvc%2BdR4UciZru8WMrfJ7kKr9TcyHmFI%3D&reserved=0) Architecture Website Design - 5 Key Factors (https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.archmark.co%2Fblog%2Ffive-website-essentials-for-architects&data=04%7C01%7Ckeelin.cox%40stantec.com%7Cd9ae8e7b248747cf833f08d951f9f0a7%7C413c6f2c219a469297d3f2b4d80281e7%7C0%7C0%7C637630957100335021%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000&sdata=s12%2FUEGLgJg62CzmS4KGi4DTsUfD4E9CJrMKwc7uWMc%3D&reserved=0) SEO Strategy For Architects (https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.archmark.co%2Fblog%2Fhow-to-build-a-successful-seo-strategy-for-your-architecture-firm&data=04%7C01%7Ckeelin.cox%40stantec.com%7Cd9ae8e7b248747cf833f08d951f9f0a7%7C413c6f2c219a469297d3f2b4d80281e7%7C0%7C0%7C637630957100345015%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000&sdata=7T1QweWRYF3sPueoRGGQaZWJ2ytCDCITvhU6d8ddd%2Fs%3D&reserved=0) 5 Website Design Tips for Architects (https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.archmark.co%2Fblog%2F5-things-your-firm-needs-for-a-modern-website-design&data=04%7C01%7Ckeelin.cox%40stantec.com%7Cd9ae8e7b248747cf833f08d951f9f0a7%7C413c6f2c219a469297d3f2b4d80281e7%7C0%7C0%7C637630957100345015%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000&sdata=Sdp2rOOxh1rckiXkZ1UOLYS0Lj45jld1qpI4%2FdiHlwY%3D&reserved=0) How to Get Architecture Projects Online with a Digital-First Strategy (https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.archmark.co%2Fblog%2Fattract-better-projects-with-digital-branding-strategy&data=04%7C01%7Ckeelin.cox%40stantec.com%7Cd9ae8e7b248747cf833f08d951f9f0a7%7C413c6f2c219a469297d3f2b4d80281e7%7C0%7C0%7C637630957100355010%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C3000&sdata=Vlf%2FJer438K%2FtZr2wgOrfOFEpPFBaj3uhYuP597gZa8%3D&reserved=0)
So often marketing falls into the bucket of "non-technical" or "non-billable" work. Through this conversation, Lindsey and I explore how to get marketers out of these buckets and showcase the AEC Marketer's skillsets in ways that resonate with our firms and the industry. Lindsey K. Mathieu is the owner and founding Principal of Golden Egg Concepts. In this role, she provides integrated marketing communications and business development consulting services for clients in the architectural, engineering, construction, development and real estate industries. She was recognized by the Hartford Business Journal as a member of the “Forty Under 40″ class (2014). She is a past member of the Society for Marketing Professional Services’ program committee, and serves as an in-kind sponsor for the Connecticut Chapter responsible for graphic design support. She has been published in Marketer, a bi-monthly journal published by the Society for Marketing Professional Services. She serves on the Business Advisory Board for Three Rivers Community College. She has volunteered in the past with Junior Achievement, and actively volunteers with Northeast Coonhound Rescue and Connecticut Draft Horse Rescue. Links: https://goldeneggconcepts.com/ LinkedIn: https://www.linkedin.com/in/lindseysiragusa/
Alicia and I dive in to her inclusion and diversity initiatives throughout her career and how they tie in to recruiting. Alicia has 18 years of marketing experience in the A/E/C industry. She is a Principal of HRP Associates, Inc., a nationwide environmental consulting firm and serves as the Director of Marketing and JEDI. Her responsibilities include oversight of corporate and client sector branding, proposal development, marketing communications, research and business opportunities, and management of marketing staff. As JEDI Director, she is responsible for developing, promoting, supporting, and engaging diversity, equity, and inclusion in the workplace. Alicia is currently President for the Connecticut Chapter of the Society of Marketing Professional Services (SMPS) and leads their diversity, equity and inclusion taskforce, a Board of Advisor and Communications Chair for the Connecticut Chapter of the National Organization of Minority Architects. Alicia also serves her local community as a Diversity Council member and a volunteer at the Boys and Girls Club. Links: https://linktr.ee/HRPassociates https://hrpassociates.com/ https://podcasts.apple.com/us/podcast/3-12-the-hrp-podcast/id1542073454 https://www.youtube.com/channel/UCMbRuI73VwBpuA-9w-HDJEw
Ann and I take this time to dig in to the A3 proposal, where it came from, what it is, and where it's going. ANN M. LEINER is the President & Chief Connection Officer at Stacey & Associates For 30 years, Ann has facilitated capital projects that have changed the face of communities and institutions. After leading business development efforts for design and construction firms, she founded the Stacey & Associates consultancy in 2004 to assist AEC industry professionals in their pursuit of new and expanded business opportunities. Her firm represents architects, engineers, and construction companies that range from as small as 13 to as many as 1300 employees. Ann routinely engages with building owners throughout the Mid Atlantic to consult on capital project planning and professional selections. Known for her creative problem solving and networking abilities, she is often sought after to connect facility owners, designers, and construction professionals with the right projects. Recognized as one of the “Top 50 Women in Business in Pennsylvania”, Ann holds leadership positions with several non-profit organizations at the local, state and national level. She earned degrees from Albion College in Michigan and The Pennsylvania State University. Ann resides with her husband and two sassy shiba inus in Harrisburg, PA. Her website is: https://www.staceyandassociates.com/ LinkedIn: https://www.linkedin.com/in/ann-leiner-7645a19/
Salem comes on the podcast this week to talk about sustainability and what that means for the City of Costa Mesa, what our firms can do to help our clients reach their sustainability goals, and what to keep an eye out for in the future. Salem Afeworki, LEED GA, ENV SP, EcoDistricts AP is the Energy and Sustainability Services Manager at the City of Costa Mesa. She is passionate about climate action, renewable energy technologies and community empowerment, and is responsible for developing and implementing all citywide sustainability programs and initiatives that build a safe, resilient, livable and inclusive city for all residents. Her goal is to make Costa Mesa a leader in Sustainability and is committed to working with diverse stakeholders to make that happen. https://www.linkedin.com/in/salemafeworki Sustainability page - Costa Mesa Sustainability | City of Costa Mesa (costamesaca.gov) Annual Sustainability Report - ANNUAL SUSTAINABILITY REPORT (costamesaca.gov) Earth Day ‘what does sustainability mean to you’ video - Costa Mesa Celebrates Earth Day 2021
Matt and I sit down to talk about all things marketing training - what to look for, why to invest in your people, and why to invest in yourself. Matt Handal provides marketing and business development strategies that actually work. He has helped firms 10X their proposal results and realize significant growth. He is the author of Proposal Development Secrets, Contributing Editor of SMPS Marketer, and leads the Construction Owners Association of America’s Communication Committee. He has appeared in Engineering News Record, The Architect's Handbook for Professional Practice, and other industry publications. To download Matt Handal's Proposal Management Training Checklist, please visit: https://www.helpeverybodyeveryday.com/aecmarketeer
On this episode, I ask Emily all my pressing questions about AEC Photography and the best way to work with an AEC photographer. Emily Hagopian is a national, award-winning architectural photographer based in San Francisco. Photographing projects for design, manufacturing, and hospitality clientele throughout the United States, Emily prides herself on working seamlessly with her clients, creating beautiful imagery and strong relations with the project team. Her keen eye for compelling composition and lighting allow her to capture interiors and structures in a manner that exemplify their essence and the flow of humanity within them. To find out more about Emily Hagopian Photography, please visit: https://www.emilyhagopian.com/
Julie is back to talk about data and how marketers can use it to make better, informed decisions! Julie Huval is the Head of Marketing at Beck Technology. She leads a team of marketers and helps drive demand for the company’s preconstruction technology offerings. Julie earned an MBA from The University of Texas at Arlington and is a self-described “data nerd”. She is part of her company’s five-member leadership team. Additionally, Julie is a Certified Professional Services Marketer.
In this episode I chat with Lindsay about business processes in AEC firms including the similarities and differences between the firms that she works with. Lindsay Diven, CPSM Senior Consultant, Full Sail Partners Founder, Marketers Take Flight Lindsay is a marketing professional serving the A/E/C industry for more than 15 years. She currently is a Senior Consultant with Full Sail Partners. In this position, she works with clients to implement Deltek’s CRM system as well as the Blackbox Connector that brings your CRM data to systems like Constant Contact, MailChimp, and HubSpot. She is the founder of Marketers Take Flight, an A/E/C-industry specific marketing and business development training company and is the creator of The Proposal Pro Course. In her most recent position, she served as the Marketing and Business Development Director and a Board of Director for a 300-person A/E firm. In this role, she was a member of the executive team responsible for leading the firm’s marketing and business development strategy, oversaw six market lines with a team of 16 sales and marketing professionals. She is a Certified Professional Services Marketer (CPSM) who is active with the SMPS Central Florida Chapter and the Southeastern Regional Conference. Outside the of work, she is married to an amazing man, has two kids, and a labradoodle; attempts to work out regularly; and enjoys a glass of wine. She’s addicted to real estate investing and her beloved Florida Gators. Links: Marketers Take Flight: https://www.marketerstakeflight.com/ Full Sail Partners: https://www.fullsailpartners.com/ Lindsay's LinkedIn: https://www.linkedin.com/in/lindsaydiven-deltekvisioncrm/
I have the opportunity to chat with Kathryn Bennett about all things automation software, its benefits, application, and the future role of proposal managers. Kathryn Bennett, CPSM, is a veteran professional services marketer and Director of RFP Excellence at Loopio, a proposal automation software company. During her time as a Loopio user, she cut production time on RFPs by 35 percent and completed 150+ enterprise-level RFPs as a team of one in a single year. Kathryn believes that no proposal writer should ever have to work another 80-hour week, and she has dedicated her career to preventing burnout on RFP response teams. Links - Benchmarking Report - https://loopio.com/resources/2021-rfp-response-trends-report/ Loopio main page - https://loopio.com/ LinkedIn - https://www.linkedin.com/in/kathrynbennettwrites/ Loopio RFP Academy - https://academy.loopio.com/
Julie and I chat about company culture, how to grow it, and how to maintain it, all while still facing COVID-19. Julie Huval is the Head of Marketing at Beck Technology. She is part of the five member leadership team for the fast growing preconstruction tech company. When Julie started with her company in 2012 there were 12 team members and she was the first marketing hire. Now the company has surpassed 60 employees and live out their core values of passion, innovation, and caring on a daily basis. LinkedIn = https://www.linkedin.com/in/juliehuval/ Beck Technology website = https://beck-technology.com/ Beck Technology Twitter = https://twitter.com/becktechnology
Rebroadcast of the most listened to episode of the AEC Markteer. 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/
I sit down to talk with Rachel about her career and working in her home state of Hawaii. Rachel is an experienced marketer that quickly moved up the corporate ladder to become the Chief Operating Officer for one of Hawaii’s largest construction cost consulting firms. Starting her career in the AEC industry as a Marketing/Project Coordinator in 2016, Rachel quickly advanced to become the firm’s Business Development & Marketing Director in 2018, followed by being elevated to Chief Operating Officer in 2020. In her current role, Rachel oversees all non-technical operations of the company, including marketing, human resources, accounting, information technology and administration. In addition to her AEC career, Rachel is also the founder and owner of Sun Stage Music, a Hawaii-based music production studio that provides publishing, production, clearance and music administration services. Together with husband Jordan, Rachel assists clients and musicians with helping to get their audio creations produced, published, and managed. Rachel received a Bachelor of Fine Arts degree in Recorded Music from New York University’s Tisch School of the Arts, with a minor in Computers & Web Programming. She is very active with SMPS Hawaii, having served as Chapter President in 2018-2019 and currently as a Director at Large. She is also a member of the Association of Independent Music Publishers. J. Uno & Associates: https://j-uno-associates.com/
Leslie and I chat about case studies and why our firms should be writing them. Leslie Blaize of Blaize Communications is a freelance writer specializing in Architecture/Engineering/Construction. She’s certified as a professional services marketer and case studies specialist. To find out more about Leslie and her work, please visit: Website: www.blaizecommunications.com LinkedIn: https://www.linkedin.com/in/freelance-writer-architecture-engineering-construction/ Case Study Win Guide: https://mailchi.mp/a0360b95822b/case-study-win-guide
Tenille and I sit down to talk about her career in the AEC industry and her new podcast Death by Architecture. Tenille Bettenhausen is a business developer serving the Los Angeles market for the American Institute of Steel Construction. She earned her BS degree in Architecture from Arizona State University in 2000. After graduation, Tenille started her career in architecture at various local Orange County firms, where she worked on a wide variety of projects including design rollout projects for Nordstrom, Washington Mutual Bank and various healthcare projects. She has 18 years of previous experience as an architectural project designer, project engineer in construction, and for the last four years, has been the Business Development Manager for a local architecture firm. She is heavily involved in her local chapter of the AIA and is currently the co-chair for the Women in Architecture committee. Tenille is also a podcaster for her new show Death By Architecture, a podcast that marries her two loves of design and true crime. Using her other passions of marketing and building design, she finds business development and relationship building of the utmost importance and is also what makes her a great marketer (marketeer).
In this episode I sit down to talk with Megan about how her yoga practice has helped her cope with constraints introduced during this pandemic. While these are great tips for working from home, I also believe they are great practices to carry with us long after this pandemic is gone. Megan is a creator, curator and curiosity advocate. Storyteller with a focus on people-power engagement and long-term growth. Content structuralist, podcast host, visionary producer and written word worker. You can find the MYA podcast here: Website: https://www.myyogaaudio.com/ Instagram: https://www.instagram.com/p/CFXR4TWFFA5/?igshid=qgooquqb1djf LinkedIn: https://www.linkedin.com/company/mya-my-yoga-audio Facebook: https://www.facebook.com/MyYogaAudio/
In this episode I talk to Shiloh about how we as AEC marketers and business developers should be building business while we (still) find ourselves in this pandemic. Shiloh Swanson, FSMPS, CPSM is a Senior Principal and National Sales Manager at Stantec.
I have gotten quite a few questions lately on podcasting and so I've done my best to answer the most common ones in this episode. I hope it's helpful!
I sit down to chat with Cricket about her career, what she's learned along the way, and suggestions for others trying to navigate their own career paths. With nearly 25 years of marketing experience in the AEC industry, Cricket Robertson, FSMPS, CPSM, develops brand messaging and works with all levels of company leadership to create experiences. She is a marketing professional with the ability to conceptualize solutions and implement successful processes. Cricket’s passion is communications and branding, and being able to tell the story to create connections. Her skills include writing, designing, and producing quality materials. Cricket has worked in all AEC sectors, giving her a comprehensive understanding of our companies work together.
Gabe and I chat about his experience as a counselor and how those skills have translated into the world of AEC marketing. Gabe Lett, CPSM, FSMPS is a veteran of A/E/C marketing and business development. He has served three consulting engineering firms over a 16-year career. He is a published writer, contributing numerous articles educating and promoting best practices for A/E/C marketing professionals. Gabe also presents for several SMPS chapters and regional conferences on a range of topics. His background as a Licensed Professional Counselor gives Gabe unique insights into the marketing profession. You kind find Gabe on LinkedIn or via email at gabe.lett@amce.com.
In this episode I talk with Jamie about her experience working in the public sector and what we could do better as consultants when working with and marketing to public agencies like the City of Yorba Linda. Jamie has over 20 years experience in the public and private sector and has a diverse public works background in development services, traffic, transportation, planning, construction, roadway and freeway design, transit facilities planning, and operation & maintenance. She also has extensive experience working on large scale commercial and residential developments, transportation facilities such as the Anaheim Regional Transportation Intermodal Center (ARTIC), and fostering partnerships with public utilities, neighboring cities and agencies. Jamie is focused on excellent customer service and working as a team to achieve results. The City of Yorba Linda currently has many exciting projects such as their recent completion of the Yorba Linda Town Center and upcoming completion of their new Public Library and Cultural Arts Center. Prior to joining Yorba Linda, Jamie worked at the City of Anaheim, Orange County Public Works and the private engineering sector. She received both her Bachelor’s degree in Civil Engineering and Master’s degree in Civil Engineering, specializing in Transportation Planning, from the University of California, Irvine. She is a licensed Professional Civil Engineer in the state of California.
I want to send this thank you note, in podcast form, to all my listeners and guests from 2020. It has been an absolute privilege to do this podcast with you all and I am really looking forward to a 2021 filled with equally remarkable people and conversations. Thank you. Keelin Cox
In this episode, I am interviewed by David LeCours about my experience with small, medium, and large AEC firms. This is Part 2 of our AEC Markteer and PSM Show collaboration.
David Lecours is Principal at LecoursDesign based in San Diego but working nationally. LecoursDesign is a branding and digital marketing agency helping AEC firms attract clients and talent. In October LecoursDesign was awarded the top honor for external websites at the national SMPS Marketing Communications Awards. They also won the same award in 2018. So, I thought it would be great to interview David about what makes an effective AEC website. To find out more about David and his work, head on over to https://lecoursdesign.com/
Candi Crosson and I talk about when it's best to engage a graphic designer and the questions she asks her teams. Candi Crosson is a Graphic Designer with Stantec. She has worked on a broad range of design projects and brings creativity and experience to her teams. In her 30+ years as a designer (five of those as a cartographic technician), she has worked on projects for various corporate environments, designing for both print and web platforms.
Ida and I chat about the role of AEC marketers and how we can rebrand our roles and create a new value proposition for marketers in the AEC industry. Ida Cheinman is Principal and Creative Director of Substance151 – a brand strategy, design and digital firm with a niche focus on the AEC industry. She uses her 20+ years of experience as a brand strategist, designer, marketer and educator to help business leaders and marketing professionals make sense of trends, tools, and best practices in order to position their firms to win in the 21st century’s fast-changing and extremely competitive marketplace. Ida is a sought-after speaker who is knowledgeable, energetic and excels at making complex information accessible and immediately applicable. She has presented for professional services organizations and branding and marketing conferences nationwide and is a frequent contributor to industry webinars, blogs, podcasts and publications. At Substance151, Ida leads a multidisciplinary team, overseeing the strategic and creative development of the firm’s projects. Her work has earned numerous awards and industry recognition and has been published nationally and internationally.
In this special edition episode of the AEC Marketeer, this Pre-Thanksgiving Leftovers episode covers marketing unicorns and Fawn gives another great example of innovating in the AEC space. Enjoy!
With nearly 25 years of marketing and business development experience in the A/E/C industry, Joy Guinn, FSMPS, CPSM is a management, marketing and communications professional with the strong ability to conceptualize and implement strategic ideas and solutions through the entire pursuit process from client prioritization to interview preparation. Joy mentors and coaches multi-disciplined technical teams and marketers. She believes in the power of formal (and informal) mentoring and learning throughout your career through various networks and professional organizations. In addition, her skills include writing, designing, and producing documents that highlight key messages and themes. Joy has also led and actively participated in strategic planning, capture planning, and internal staff training for entities ranging in size from 10 to more than 14,000.
A leading voice in California water news, Chris Austin is the founder and publisher of the independent and reader-supported Maven’s Notebook website, California’s most comprehensive source for water news and information. Dedicated to providing unbiased information about California water issues, the water news source reaches thousands of regular readers and water leaders throughout the state. Based in Southern California but regularly traveling throughout the state to cover conferences, meetings and events, Chris Austin has earned a stellar reputation among the state’s agricultural, environmental and water stakeholders for unbiased, complete, timely, and accurate reporting and news curation. For more infomation on Maven's Notebook, you can visit mavensnotebook.com. Thanks for listening!
Fawn Radmanich, CPSM is the Marketing and Communications Manager for PCL Construction Services, Inc.’s California operations. A 20-year professional services marketing veteran for the A/E/C industry, Fawn is a roll-up her sleeves pursuit strategist, with particular expertise in leading teams to winning multi-million and billion dollar design and construction projects. With attention spans rapidly evolving, Fawn has embraced the challenge to find effective ways to communicate with impact. Combining her experience in graphic design and a passion for the written word, Fawn embraces opportunities to tell stories that bring words and pictures together to engage both hearts and minds.
Jen Newman's mission is to raise a new generation of firm leaders that are confidently and enthusiastically helping their firms grow. As Elevates official "Energizer Bunny", Jen guides Elevate clients to create successful business development plans that accomplish plan goals while building relationship development skills, enforcing her mantra that “business development is everyone’s business.” Her unique approach to engagement – with customized programs using real examples, real clients, and real plans with action items and methods of accountability – ensure learning is extended to implementation. And, important to Jen, she makes the process fun! Indsutry Changes in Response to COVID-19: https://d1b324d4-cd54-43fc-873d-cfe47524b2e5.filesusr.com/ugd/04f25a_cd851df4462d4ff68a05d2dddfb1aa52.pdf?index=true Contact Information: Email: jen@elevatemarketingadvisors.com Cell: 904-502-9999 LinkedIn: https://www.linkedin.com/in/elevatetheindustry/ Twitter: @elevateaec Website: www.elevatemarketingadvisors.com
Courtney has a passion for crafting creative ways to express a winning message. Beginning her career at a small landscape architecture firm and transitioning from an A/E firm to a general contractor, she has built her skills and vast industry knowledge working on an assortment of projects, proposals, and communications pieces. Courtney is SMPS Orange County’s Communications Director and has been an active member of SMPS Orange County for more than 5 years. https://www.linkedin.com/in/courtneyjohnson20/ Virtual Interview Webinar: https://smps-oc.org/meetinginfo.php?id=59&ts=1602612554
Deirdre Gilmore established her career in the AEC industry 20 years ago with a passion for winning work. She founded TankGirl Marketing in 2011 with the mission to do great work in an atmosphere where she and other marketing professionals could thrive personally and professionally. She built her company on strategy and planning, with human emotion and compassion as the cornerstones. At TankGirl, she focuses on business/marketing planning, strategic project pursuits, and supporting firms by implementing the tactics needed for success. She has a passion for elevating the AEC marketing profession, as evidenced by her 100+ hours per year of volunteer hours mentoring, training, and coaching her peers. She is a past-president of the SMPS Arizona Chapter and serves on several national committees.
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-producttaboverview 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 (https://amzn.to/3kzWjPY) 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 (https://your-visual-journal.teachable.com/), 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=sr11?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=sr11?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=sr11?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=pdlpo14t2/259-3964304-4319716?encoding=UTF8&pdrdi=085294134X&pdrdr=ef51e0d1-5727-4817-8ba1-5f008bac03ef&pdrdw=aEZhW&pdrdwg=3uB3v&pfrdp=7b8e3b03-1439-4489-abd4-4a138cf4eca6&pfrd_r=DEJDWQQ7TVQWVGZTXZGJ&psc=1&refRID=DEJDWQQ7TVQWVGZTXZGJ Rory Sutherland https://www.amazon.co.uk/Alchemy-Surprising-Power-Ideas-Sense/dp/0753556502/ref=sr11?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.
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/CACXcBp7Rg/?utmsource=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.