AEC Marketing For Principals podcast

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Business Marketing Government Katie Cash and Judy Sparks Judy Sparks Katie Cash

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Contenu fourni par Katie Cash and Judy Sparks, Katie Cash, and Judy Sparks. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par Katie Cash and Judy Sparks, Katie Cash, and Judy Sparks ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.

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The Final Flight of Captain Forrester

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The Final Flight of Captain Forrester podcast artwork

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The Final Flight of Captain Forrester | 1. The Mystery of Tiny 05 38:05

il y a environ 16 jours38:05

38:05

In late 1972, U.S. Marine Captain Ron Forrester disappeared on a bombing run into North Vietnam. Back home in Texas, his family could only wait and hope. Audio subscribers to Texas Monthly can get early access to episodes of the series, plus exclusive interviews and audio. Visit texasmonthly.com/audio to join. Go to HelloFresh.com/FLIGHT10FM to get 10 Free Meals with a Free Item For Life.…

AEC Marketing for Principals

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Contenu fourni par Katie Cash and Judy Sparks, Katie Cash, and Judy Sparks. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par Katie Cash and Judy Sparks, Katie Cash, and Judy Sparks ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.

AEC Marketing for Principals is the go-to podcast for leaders in the commercial real estate, architecture, engineering, and construction industries who are passionate about advancing their firms through strategic marketing. Brought to you by Smartegies, the leading growth consulting firm for the built environment, this podcast dives deep into the unique challenges and opportunities faced by principals and senior leaders.

… continue reading

83 episodes

#Business #Marketing #Government #Katie Cash and Judy Sparks #Judy Sparks #Katie Cash

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AEC Marketing for Principals

updated il y a environ 28 jours

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maison des série•Feed

Contenu fourni par Katie Cash and Judy Sparks, Katie Cash, and Judy Sparks. Tout le contenu du podcast, y compris les épisodes, les graphiques et les descriptions de podcast, est téléchargé et fourni directement par Katie Cash and Judy Sparks, Katie Cash, and Judy Sparks ou son partenaire de plateforme de podcast. Si vous pensez que quelqu'un utilise votre œuvre protégée sans votre autorisation, vous pouvez suivre le processus décrit ici https://fr.player.fm/legal.

AEC Marketing for Principals is the go-to podcast for leaders in the commercial real estate, architecture, engineering, and construction industries who are passionate about advancing their firms through strategic marketing. Brought to you by Smartegies, the leading growth consulting firm for the built environment, this podcast dives deep into the unique challenges and opportunities faced by principals and senior leaders.

… continue reading

83 episodes

#Business #Marketing #Government #Katie Cash and Judy Sparks #Judy Sparks #Katie Cash

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1
AEC Growth, Marketing, and Innovation with Carrie Gonzalez 35:44

il y a environ 28 jours35:44

35:44

Want to make a real impact in your AEC business? Today, Katie chats with Carrie Gonzalez, Director of Marketing at SSOE Group, about her journey from intern to key leader in growing the 1,500-person firm. She talks about how staying flexible and thinking outside the box helped them break into new markets. Carrie also shares how SSOE’s marketing team supports business goals and collaborates with partners to achieve even more. Tune in for practical tips on leadership, marketing, and managing change to help drive your growth. Topics discussed in this episode: modern marketing marketing strategy collaboration business partnerships AEC marketing leadership Using AI AI in marketing business goals marketing messaging Connect with Carrie Gonzalez, Director of Marketing at SSOE Group: Website: https://www.ssoe.com/ Connect with Katie: https://smartegies.com/ Rate, Review, & Follow on Apple Podcasts: We hope you’re finding value in our AEC Marketing For Principals . Your feedback is important to us and we’d love to hear from you. Here’s how you can help. Scroll to the bottom, rate our podcast with five stars, and select “Write a Review.” Let us know what you found most helpful from this episode! And if you haven’t done so already, give the podcast a follow, and you'll be notified when new episodes come out.…

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From Startup to Success 28:56

il y a 7 weeks28:56

28:56

It’s easy to forget how much architects, engineers, and contractors influence our communities and daily lives. Host Katie sits down to talk with Malory Atkinson, co-founder of the women-led firm Shear Structural, about how the AEC industry does more than just design spaces. She’s all about breaking the mold by bringing fresh energy and a startup mindset to an industry that’s ready for a shake-up. For Malory, it’s not just about the buildings—it’s about creating schools, parks, and spaces that make a real difference. Tune in as Malory talks about the need for more diverse leadership, why women should start their own firms, and how Shear Structural is giving back to the community. Topics discussed in this episode: AEC making impact marketers women in business designing spaces diversity in STEM soft skills professional development adaptive reuse sustainability Connect with Malory Atkinson, CPSM, LEED GA: LinkedIn: https://www.linkedin.com/company/shearstructural/ Website: https://shearstructural.com/ Connect with Katie https://smartegies.com/…

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Why Marketing Works Best When Everyone’s On Board 34:01

il y a 10 weeks34:01

34:01

When change is in collaboration it never feels forced. Vickie Oshima, VP of Marketing at Architecture & Design Firm AO, joins Katie Cash to unpack how she tackles marketing in a firm with 17 specialized studios. She talks about juggling different business needs, keeping marketing in line with the bigger picture, and building trust to make evolution happen. Vicky believes great marketing isn’t just about strategy but making sure everyone feels confident in the direction they’re headed. Tune in for practical tips on building connections, understanding what people really need, and making sure your marketing matches your firm’s vision. Topics discussed in this episode: marketing branding culture blending strategic planning relationship building value & impact marketing & communication marketing team pitching communication expert emotional connection Connect with Vickie Oshima: LinkedIn: https://www.linkedin.com/in/vickiemoshima/ Website: https://www.aoarchitects.com/ Connect with Katie: https://smartegies.com/…

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Harnessing Data for Smarter Growth in AEC Firms 36:05

il y a 13 weeks36:05

36:05

In the fast-changing AEC industry, building strong relationships and using data-driven strategies are key to staying ahead of the competition. In today’s episode of AEC Marketing for Principals , Katie welcomes Scott Steiding, Chief Growth Officer of Bennett & Pless , to chat about why soft skills, like being responsive and delivering great client service, are becoming more and more important in the AEC industry. Scott talks about how his firm keeps track of client response times and zeroes in on win rates and value conversion to boost business development and strengthen client connections. Listen in to find out how starting with simple metrics and slowly building a data plan can help you make smarter decisions and set the stage for long-term growth. Topics discussed in this episode: structural engineering branding client experience marketing data-driven strategy AEC industry soft skills always be selling technology integration AI Business growth CRM systems Repeat business Revenue maximization Connect with Scott: https://www.linkedin.com/in/scottsteiding/ Connect with Katie: https://smartegies.com/…

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SmartWIN25 Speaker Spotlight: Jenn Friedman - Data Strategies for AEC Firms 14:51

il y a 15 weeks14:51

14:51

Imagine knowing how to leverage metrics to tell your firm’s story and win your next big project. It’s time to turn data into a powerful ally that drives your business growth! Architecture, engineering, and construction firms can revolutionize their growth strategies by decoding data and creating clear roadmaps. Katie Cash is joined by her co-worker, Jenn Friedman, a self-described data nerd, who shares how embracing tools like Google Analytics can unlock actionable insights. From identifying high-performing website pages to aligning digital efforts with business goals, Jenn outlines simple, effective steps any firm can take. She highlights the importance of building a solid foundation, tracking meaningful metrics, and leveraging cutting-edge technologies like AI to stay competitive in today’s fast-paced digital world. Success begins with preparation and the confidence to make data work for you, not against you. If this resonates, don’t miss Jenn’s presentation at SmartWIN25 on February 11th, where data-driven strategies will take center stage. Topics discussed in this episode: SmartWIN25 Talk Data to Me Google Analytics Business Metrics Data interpretation Digital presence Traffic sources Connect with Katie and Jenn https://smartegies.com/…

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SmartWIN25 Speaker Spotlight: Erica Wozniak Fisher No Small Feats in Marketing 23:10

il y a 15 weeks23:10

23:10

Strategic marketing investments can transform small AEC firms into industry leaders. Katie Cash kicks off the SmartWin 2025 Speaker Spotlight Series with guest Erica Wozniak Fisher, Director of Marketing and Business Development at The Arkitex Studio. Erica shares her journey from managing major projects at Texas A&M University to driving strategic growth for a small Texas-based architecture firm. The discussion highlights how smart, modest marketing moves can lead to big wins. Erica emphasizes the essentials of branding, targeted networking, and leveraging the right tools and partnerships. Even small steps, like refining RFQ templates or attending key conferences can deliver impressive and measurable results. Don’t miss Erica’s practical tips for small firms striving to stand out in the AEC world. Tune in to the new SmartWIN25 Speaker Spotlight series for a sneak peek of what’s to come this February. Topics discussed in this episode: SmartWIN25 strategic investments architecture Arkitex AEC Growth Texas A&M University Marketing and business development small firms Follow Erica Wozniak Fisher: https://arkitex.com / Connect with Katie https://smartegies.com/…

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Mastering Brand Marketing and Recruitment in AEC 54:25

il y a 25 weeks54:25

54:25

In today’s talent war, outdated HR practices are holding firms back. The way forward is to create workplaces that attract and retain the best people. In this AEC Marketing for Principals episode, host Katie Cash and co-host Judy welcome Mark Zweig, founder and CEO of Zweig Group, a leading AEC consulting firm. Mark talks about his journey from consulting to launching his own business and shares his perspective on some of the industry’s biggest challenges—especially when hiring and keeping top talent. Mark’s perspective is both a wake-up call and an inspiration for you to embrace dynamic strategies for long-term growth and employee retention. Topics discussed in this episode: serial entrepreneur consulting human resources CEO marketing talent war recruiting employee retention business growth open book management brand identity Join Katie and Judy at SmartWin2025 on February 11, 2025. Use code "Smart30" and get 30% off your registration . https://smartegies.com/smartwin/ Connect with Katie https://smartegies.com/…

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Making An Impact: The Future of AEC Lies in Innovative CRM Solutions 38:53

il y a 28 weeks38:53

38:53

CRM systems are revolutionizing project management and collaboration in the construction industry. Today, Katie talks with Tom Deane, Co-Founder and CEO of ProjectMark, about how their user-friendly CRM helps construction teams of all sizes get started easily. They explore how AI and automation are changing project management, especially in making informed decisions and speeding up proposals. Tom also shares practical tips for organizing information to help your team see real results in their daily work. If you're looking for solid advice on how to build a team-oriented company culture that helps both field and office teams feel informed and connected, this episode is for you. Topics discussed in this episode: innovation and strategy project management smart strategies construction business development Technology CMRs marketing strategy design & construction sales and marketing Connect: Connect with Tom Deane - https://www.linkedin.com/in/tom-deane-5b93b93a/ Join Katie and Judy at SmartWin2025 on February 11, 2025. Use code "Smart30" and get 30% off your registration . https://smartegies.com/smartwin/ Connect with Katie https://smartegies.com/…

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Making an Impact: Smarter Decisions and Stronger Teams With The BOSS Method 36:17

il y a 31 weeks36:17

36:17

Strategies and operations are key to helping your team make smart decisions, work more efficiently, and adapt to a changing market. Join Katie in this episode as she sits down with Stu Haney, Management Consultant of AEC OPS to talk about his innovative BOSS method. They’ll talk about the importance of respectful talent acquisition, implementing structured systems, and recognizing operational shortcomings. Get the insights and practical strategies you need to create a positive workplace culture, boost employee engagement, and drive growth in your business. Topics discussed in this episode: management consulting design and construction project management business strategies BOSS method talent acquisition operational efficiency workplace culture recruitment strategies business success systemic approach Connect with Stu Haney, AEC Management Consultant - AEC OPS https://aec-ops.com/ https://www.linkedin.com/in/stewart-c-haney/ Join Katie and Judy at SmartWin2025 on February 11, 2025. Use code "Smart40" and get 40% off your registration . https://smartegies.com/smartwin/ Connect with Katie https://smartegies.com/…

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Making An Impact: Unleashing Creativity with Strategic Business Solutions 30:37

il y a 34 weeks30:37

30:37

As a professional, you probably work hard to perfect your craft but might be neglecting the essential skills of business management. In this episode of AEC, Katie chats with Kyle Peterson, Principal and Business Leader at Nelson Worldwide , about his role managing six studio locations and how his design background guides his business approach. Kyle highlights the importance of being a trusted partner and truly understanding clients' needs to drive success. Tune in to discover how to blend your vision with real operational expertise to achieve powerful strategic growth. Topics discussed in this episode: Nelson Worldwide business leader sales strategies business management architecture smart marketing strategies that make an impact business data design excellence financial success business change financial literacy sales process Connect with Kyle Peterson, Principal NELSON Worldwide: https://nelsonworldwide.com/ https://www.linkedin.com/in/kylerpetersonmba/ Join Katie and Judy at PSMJ Resources AEC MarketPro ! This year's event will occur on Wednesday, September 25, 2024, in Austin, Texas. Use code "Smartegies" to receive $200 off your registration . Connect with Katie https://smartegies.com/ Rate, Review, & Follow on Apple Podcasts: We hope you’re finding value in our AEC Marketing For Principals . Your feedback is important to us and we’d love to hear from you. Here’s how you can help. Scroll to the bottom, rate our podcast with five stars, and select “Write a Review.” Let us know what you found most helpful from this episode! And if you haven’t done so already, give the podcast a follow, and you'll be notified when new episodes come out.…

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Making An Impact: Successful AEC Hiring with Bryce Batts 42:07

il y a 37 weeks42:07

42:07

Katie is back and talking to Bryce Batts, a seasoned recruiter and co-owner of Career Collective, to explore attracting and retaining top talent in the AEC industry. Bryce emphasizes the need for swift communication and efficient interview processes to capture high-caliber candidates' interest. She advises employers to collaborate closely with recruiters, timing offers strategically to avoid premature proposals that candidates might leverage for better opportunities. They also discuss the importance of making strong initial offers rather than attempting lowball negotiations, which can deter potential hires. Authentic job descriptions and genuine passion in the recruitment process are essential to attract the right talent. The discussion shifts to the competitive nature of the current job market, highlighting the importance of digital presence and effective employer branding. Embracing platforms like LinkedIn™ for outreach and showcasing company culture is crucial. Bryce advocates for proactive networking and personalized direct outreach over mere job postings. The conversation also underscores the benefits of offering flexible work schedules, generous PTO, and compelling employee perks to remain competitive without straining financial resources. Collaborative efforts between marketing, HR, and recruitment teams are vital for crafting impactful hiring strategies that resonate with prospective hires and align with the company's values and culture. Topics discussed in this episode: Job descriptions Recruitment AEC Industry Career-minded women Networking Digital platforms Work-Life balance Connect with Bryce Betts, Career Coach and Co-owner of Career Collective https://www.mycareercollective.com/ Follow her on Podcast: https://podcasts.apple.com/us/podcast/wine-after-work/id1590870145 Founded with a Singular Vision: Providing both candidates and employers with premier access to the best in AEC Industry opportunities. We empower employers with the right talent and candidates with career-defining opportunities ensuring that every placement is not just a job filled, but an effective, strategic fit. Join Katie and Judy at PSMJ Resources AEC MarketPro ! This year's event will take place Wednesday, September 25, 2024, in Austin, Texas. Use code "Smartegies" to receive $200 off your registration . Connect with Katie https://smartegies.com/…

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Making An Impact: Mentorship and Innovation in the AEC Industry with Tara Bleakley 33:31

il y a 40 weeks33:31

33:31

Katie Cash talks with Tara Bleakley, Associate Director for Market Transformation and Development at the USGBC's Florida chapter. Tara shares a brief overview of her career, starting with a background in art history and art business, which led her to various marketing roles from London to Orlando. She discusses her tenure at TLC Engineering Solutions, where she rose to partnership before taking a sabbatical to reconnect with family. This break steered her toward her current role at USGBC, fueled by her passion for combating climate change. Tara’s current initiatives at USGBC extend beyond LEED certifications to include supporting sustainable and resilient community development. She believes in the critical role of mentorship within the AEC industry, particularly emphasizing the importance of bridging the gap between seasoned professionals and young leaders. Tara emphasizes how her experiences inform her advocacy for sustainable building practices that not only meet but exceed established standards, thereby enhancing equity, affordability, and inclusivity in projects. Topics discussed in this episode: LEED Certification Climate change Young leaders Inclusivity in buildings Business development Sustainability Connect with Tara Bleakley, Associate Director, Market Transformation & Development US Green Building Council https://www.usgbc.org/people/tara-bleakley/0011562083 Follow her on LinkedIn: https://www.linkedin.com/in/tara-bleakley-576a7613/ As the Florida Associate Director, for the Market Transformation and Development team at the United States Green Building Council (USGBC), Tara plays a pivotal role in driving the organization's mission of transforming the built environment into a more sustainable and environmentally responsible sector. Tara focuses on creating strategic initiatives and partnerships to foster the adoption of green building practices and sustainable design principles within the broader market. Tara contributes to driving sustainability forward in the building and construction industry by fostering collaboration, advocating for policy changes, and promoting LEED building standards and practices. A big focus is engaging with USGBC’s current stakeholder base around core programs and cultivating business opportunities for LEED with new clients in major target sectors. In Tara's spare time she enjoys adventuring in nature with her family, traveling for food and relaxing with a good book. Join Katie and Judy at PSMJ Resources AEC MarketPro ! This year's event will take place Wednesday, September 25, 2024, in Austin, Texas. Use code "Smartegies" to receive $200 off your registration . Connect with Katie https://smartegies.com/…

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Making an Impact: Shaping the Future of AEC Marketing 33:07

il y a 43 weeks33:07

33:07

Securing future work and attracting top talent are the lifeblood of the AEC industry, a reality that hosts Katie and Judy passionately emphasize in the season six premiere of AEC Marketing for Principals. This season’s theme, “Making an Impact,” focuses on HR and recruiting tactics, business development strategies, and content marketing within the industry. In upcoming episodes, we will spotlight individuals driving change and facing unprecedented challenges in the AEC sector, discussing topics like the integration of technology and AI to streamline business processes and elevate job efficiency. With more gender diversity among architecture students, the industry is primed for change. However, women are still underrepresented as registered architects, highlighting the ongoing gender equality issues. Katie and Judy also dive into the evolving demographics of B2B buyers, led by Gen Z and Millennials, and how these shifts are shaping new marketing and communication strategies. They discuss the challenges and opportunities in recruiting this younger generation. This season opener offers just a glimpse of what's ahead. Episode Highlights : Making an Impact in the AEC Industry Gender Diversity in Architecture Gen Z in the Workforce B2B Marketing Strategies Content Marketing Mentoring and Emerging Leaders Resources : 26 percent of Gen Z applicants bringing parent to job interview: Survey Join Katie and Judy at PSMJ Resources AEC MarketPro ! This year's event will take place Wednesday, September 25, 2024, in Austin, Texas. Use code "Smartegies" to receive $200 off your registration . Connect with Judy Sparks : LinkedIn: https://www.linkedin.com/in/judysparks/ Connect with Katie Cash : LinkedIn: https://www.linkedin.com/in/kacash/…

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SmartWIN24 Speaker Spotlight: Brad Ewing - Building Relationships for Successful AEC Project Pursuits 9:28

il y a 1 year9:28

9:28

Katie sits down with Associate Principal and Regional Practice Leader, Brad Ewing, AIA, NCARB, LEED AP, from NELSON Worldwide. Brad talks about one of the unexpected skills that architects need to master–sales. He emphasizes the importance of being adaptable and flexible for career progression in the AEC sector. Brad also offers invaluable advice on preparing for procurement season, focusing on understanding client goals and fostering robust client relationships. Connect with Brad Ewing, AIA, NCARB, LEED AP: Brad Ewing is a distinguished architect and associate principal at NELSON Worldwide, where he brings over 24 years of experience in leading teams and managing complex projects across various sectors. As the regional practice leader for civic, community, justice, and education, Brad is known for his innovative and sustainable design solutions that resonate with stakeholders' needs and expectations. In his role, Brad not only oversees the production of design and construction drawings but also steers the strategic growth and financial success of his practice across the Southeast region. His expertise extends to advising clients on best practices and lessons learned from his extensive work in institutional, aerospace, aviation, federal, county, and state projects, both in secure and non-secure environments. Brad's passion for creating quality designs that enhance public spaces and user experiences is evident in his collaborative approach with his team and partners. His commitment to excellence is a driving force behind his successful leadership in the AEC industry. At SmartWIN24, we invited Brad to share his insights and strategies that led to the winning outcome for the State of Georgia's largest project ever. His experience in leading such a monumental project, coupled with his expertise in sustainable and impactful design, makes him an invaluable contributor to our conference. Attendees will gain a rare glimpse into the strategic thinking and leadership that are essential in securing and executing major AEC projects. LinkedIn: https://www.linkedin.com/in/jbradewing/ Website: https://www.nelsonworldwide.com/ Connect with Katie: LinkedIn: https://www.linkedin.com/in/kacash/…

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SmartWIN24 Speaker Spotlight: Tiffany Konenkamp - AEC Branding and Mergers 16:43

il y a 1 year16:43

16:43

Do you feel lost in the sea of mergers and acquisitions? Katie is talking with Tiffany Konenkamp, CPSM, from Century Fire, about branding and M&A in the AEC sector. Tiffany discusses the nuances of acquiring smaller firms, focusing on the need to balance respect for the acquired company's brand while transitioning to the Century Fire identity. She emphasizes the critical nature of value alignment and the importance of effective communication during the rebranding phase, providing actionable advice for firms undergoing similar changes. Connect with Tiffany Konenkamp, CPSM: Tiffany is a dynamic force in the AEC industry, exemplifying the trajectory of a marketing expert whose strategic vision and operational acumen have served her well at Century Fire Protection, one of the fastest-growing fire protection companies in the U.S. Her story is one of ascent, from her roots in marketing within the AEC sector to her current dual-hatted role as Director of Marketing and Division Manager. At Century Fire Protection, Tiffany leads the Alarm & Special Hazards Service Division with a keen eye for innovation and efficiency. Her marketing expertise is equally evident as she spearheads comprehensive marketing strategies, encompassing everything from digital marketing to employee engagement. As a leader, she plays a key role in branding initiatives, particularly during mergers and acquisitions, aligning with Century Fire’s growth and vision. Tiffany's career is marked by a series of transitions, from marketing to sales and operations and back to marketing again, showcasing her versatility and deep understanding of the AEC industry's multifaceted nature. Her expertise is further solidified by her NICET Level III certification and her recognition within Century Fire’s Sales Achievement Award for outstanding sales achievements. As a Certified Professional Services Marketer (CPSM), Tiffany has not only led SMPS Atlanta as Past President but has also been honored as Chapter President of the Year. Her commitment to the profession extends to her past role as Co-Chair of the national CPSM certification program, influencing the standards of excellence in AEC marketing. An Auburn University alumna, Tiffany's spirited "WAR EAGLE!" echoes her enthusiasm and zest, which she brings to every initiative she leads. When she's not driving marketing and operational success, she's devoted to her family in Roswell, GA, and can often be found cheering on her son Hayden at the baseball field. At SmartWIN24, we're proud to feature Tiffany as a speaker who has not only climbed the ranks within the AEC industry but has also shaped the strategic marketing landscape through her innovative approaches and dedication to excellence. Her insights into branding, digital strategy, and the integration of marketing within operations make her an invaluable contributor to our 'Leap into the Future' theme. LinkedIn: https://www.linkedin.com/in/tkonenkamp/ Website: https://www.centuryfp.com/ Connect with Katie : LinkedIn: https://www.linkedin.com/in/kacash/…

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AEC Marketing for Principals

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SmartWIN24 Speaker Spotlight: Mike Macon - Strategies for Pursuing Large-Scale Projects 16:13

il y a 1 year16:13

16:13

Katie is back with Balfour Beatty's Senior Vice President, Mike Macon, discussing the construction giant's brand strategy and competitive positioning. Mike details the company's approach to winning large public sector projects, emphasizing the necessity of aligning with client expectations, the pivotal role of communications, and the importance of detailed preparation for client presentations. They dive into the dynamics of project pursuit, stressing vulnerability and feedback's role in navigating the competitive environment. The conversation offers insights for firms aiming to bolster their market stance and confidently tackle strategic projects, underscoring the critical impact of communication skills on trust-building and opportunity acquisition and advocating for ongoing collaboration and improvement within the AEC sector. Connect with Mike Macon: Mike Macon brings over 25 years of construction industry experience to the table, currently serving as the Senior Vice President and Business Unit Leader for Balfour Beatty's Georgia business. He's not just a seasoned executive; he's a strategic thinker who has led award-winning projects like Buckhead Atlanta, a $1.5 billion luxury retail and mixed-use community. As part of Balfour Beatty's Southeast Division’s executive leadership team, Mike excels in client relationship building, capturing new prospects, and developing winning strategies. His diverse experience across various markets, from corporate office spaces to multifamily residential projects, has been integral to achieving Balfour Beatty’s growth goals. We've invited Mike to share his insights at SmartWIN24 for a very specific reason. He recently led his team to secure the largest project ever undertaken by the State of Georgia—a $1B+ Correctional Facility. His session will offer a deep dive into what it takes to position your firm strategically to win such monumental public-sector and private-sector projects under a unified and integrated brand and business development strategy. From initial identification to the final pitch, Mike will share the intricacies of securing mega-projects. LinkedIn: https://www.linkedin.com/in/mike-macon-93574316/ Website: https://www.balfourbeatty.com/ Connect with Katie: LinkedIn: https://www.linkedin.com/in/kacash/…

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AEC Marketing for Principals

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SmartWIN24 Speaker Spotlight: Greg C. Hart - Navigating AEC Industry Data Dynamics 10:24

il y a 1 year10:24

10:24

Katie continues her SmartWIN24 speaker spotlight series with Greg C. Hart. - President of PSMJ. He discusses the critical need for a deep understanding of the nuanced challenges and opportunities that the AEC sector faces, particularly considering the varied effects of macroeconomic trends. By drilling down on the data, he’s able to share insights about the strategic use of data and proposal activity as key indicators for planning and decision-making processes. He outlines PSMJ's role in equipping AEC firms with essential knowledge and tools in areas like project management, business development, financial management, and strategic planning. Connect with Greg C. Hart : Greg Hart, President and Consultant for PSMJ | Resources is passionate about helping A/E/C firm leaders strengthen their businesses. In his career, Greg has completed hundreds of business valuations (the ultimate indicator of business performance and value creation) and advised on various mergers and acquisitions and succession plans. He is a valuable AEC consultant not only because he came out of the industry himself but because he can draw from the financial and analytical side of his background as well as the creative and “just go for it” side. LinkedIn: https://www.linkedin.com/company/psmj-resources-inc-/ Website: https://www.psmj.com/ Resources : Episode 53: The Future of AEC Marketing: Embracing Innovation and Adapting to Change: https://smartegies.com/podcasts/the-future-of-aec-marketing-embracing-innovation-and-adapting-to-change/ Connect with Katie: LinkedIn: https://www.linkedin.com/in/kacash/…

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AEC Marketing for Principals

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SmartWIN24 Speaker Spotlight: Megan Gregory - Leveraging Paid Media to Build Know, Like and Trust Factors 14:43

il y a 1 year14:43

14:43

The challenges businesses encounter in generating pipeline and revenue have changed. SmartWIN24 speaker and Smartegies Alliance Partner Megan Gregory joins the podcast. With two decades of sales and marketing expertise, Megan offers insights into contemporary marketing strategies. Specifically targeting AEC firms, she discusses the importance of understanding your audience, pinpointing their issues, and deploying a continuous marketing engine powered by paid media. The conversation sheds light on the shifting paradigms of advertising, stressing the necessity of engaging potential clients and innovating ways to connect and resonate with them. Marketing has its own intricacies in today’s digital age, and it is important that AEC marketers learn to pursue the latest trends and technologies. Megan advocates for a grounded approach that prioritizes a clear understanding of the business's specific objectives and audience. Her unique perspective offers a balanced view, advocating for strategic, targeted, and intentional marketing efforts. Connect with Megan Gregory : For over 20 years, Megan has worked in a variety of sales and marketing roles in data management software companies. And while the roles have been varied and include Business Development, Territory & LOB Sales Management, Partner & Alliances, Content Marketing, Marketing Operations, and Demand Gen; the thread that ties it all together is understanding companies want to gain more customers and keep the ones already earned. As a Smartegies Alliance Partner, Megan uses this to help clients enhance their digital presence, optimize online campaigns, and integrate innovative media strategies. LinkedIn: https://www.linkedin.com/in/megan-m-gregory/ Connect with Katie : LinkedIn: https://www.linkedin.com/in/kacash/…

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AEC Marketing for Principals

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SmartWIN24 Speaker Spotlight: Greg Johnson - Enabling Your Growth Sherpas 11:44

il y a 1 year11:44

11:44

Are you enabling the people at your firm to help you grow? Katie welcomes Greg Johnson, PE, a Partner at the distinguished MEP engineering firm Newcomb and Boyd , to the podcast. Greg discusses investments in marketing and business development resources, emphasizing the role of networking and knowledge exchange at events like SmartWIN24. He emphasizes the importance of close-knit networking and open dialogue among industry peers, aiming to learn from their experiences and insights into innovation and technology. He also touches on the need for a synergistic relationship between marketing, business development, and engineering teams to achieve shared success. Connect with Greg Johnson : Greg Johnson, PE, is a leader who exemplifies a forward-thinking mindset in the AEC industry. As a Partner at Newcomb & Boyd, a firm with a century-long legacy, Greg has been instrumental in helping steer the company through leadership transitions, growth into new geographies, and growing the complexity of the firm’s collective portfolio. Greg's approach to design and client service is mirrored in his strategy for marketing and business development. He applies the same level of informed leadership and collaborative decision-making to ensure that the relationships built with clients and employees are as high-quality and enduring as the services his firm provides. This holistic approach to project execution and client and employee engagement is a cornerstone of his firm's century-long success. At SmartWIN24, Greg will share his journey, helping guide the firm through significant changes and adapting to the evolving landscape of AEC marketing. His experience effectively blending traditional values with modern marketing techniques makes him an invaluable speaker. LinkedIn: https://www.linkedin.com/in/greg-johnson-pe-6a03774/ Website: https://www.newcomb-boyd.com/ Connect with Katie : LinkedIn: https://www.linkedin.com/in/kacash/…

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SmartWIN24 Speaker Spotlight: Brooke Lewis - Leveraging Mergers and Acquisitions to Build Your AEC Brand 10:25

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Brooke Lewis, CPSM, Associate Director of Marketing for Stratus Team, LLC , sits down with Katie on today’s episode. Lewis oversees marketing across all firm locations and discusses her first-hand experience with M&A, the challenges of building a marketing team and brand from scratch and adapting to technology's fast pace in the AEC industry. Limited spots remain for our upcoming SmartWIN24! This must-attend event is where AEC Firm Principals, Owners, and Marketing Executives come together to explore brand positioning and differentiation strategies, facilitating meaningful conversations and knowledge sharing within the industry. Connect with Brooke Lewis, CPSM : Brooke Lewis is a seasoned marketing professional with over a decade of experience in the A/E industry. As the Associate Director of Marketing at Stratus Team, LLC, her expertise in marketing strategy and business development contributes to the platform's strategic growth initiatives. Stratus comprises a network of multi-disciplinary engineering, architecture, and consulting firms, providing a united platform for innovative design services and solutions. Throughout her career, Lewis has demonstrated a deep understanding of market dynamics and client needs. She guides diverse initiatives for business development efforts and delivers in-depth marketing strategies to assist in fostering client relationships and fuel regional market expansion for Stratus in both the private and public sectors. Lewis played a pivotal role in establishing Stratus' brand identity and shaping the marketing department from its inception, laying a robust foundation for the company's growth. A native of Atlanta, Ga., Lewis holds a Bachelor of Science in Marketing and Entrepreneurial Management from the University of South Carolina and is a Certified Professional Services Marketer. She has served as a marketing volunteer for the annual Forever family 5K 4Kids race in Atlanta and mentor undergraduates at her alma mater. Lewis is an avid tennis player. In her downtime, she enjoys hiking the North Georgia mountains, adding stamps to her passport, and spending time with her dog, Nala. Website: https://stratusteam.com/ Linkedin: https://www.linkedin.com/in/m-brooke-lewis/ Resources : Register for SmartWIN24: https://smartegies.com/smartwin/ Connect with Katie : LinkedIn: https://www.linkedin.com/in/kacash/ Website: https://smartegies.com/…

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SmartWIN24 Speaker Spotlight: Jeff Kinsler - Navigating the Media Multiverse in the AEC Industry 8:27

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Jeff Kinsler, Senior Account Executive and Media Consultant for OUTFRONT Media joins the conversation today. Kinsler outlines OUTFRONT's operations, highlighting its commitment to leveraging creative design for business growth. He delves into the evolution of out-of-home advertising, including the integration of digital capabilities and geofencing for more targeted, personalized campaigns. Limited spots remain for our upcoming SmartWIN24! This must-attend event is where AEC Firm Principals, Owners, and Marketing Executives come together to explore brand positioning and differentiation strategies, facilitating meaningful conversations and knowledge sharing within the industry. Connect with Jeff Kinsler : Jeff has over 34 years of sales experience, with 22 of those years focused solely on media. He is a Senior Account Executive-Media Consultant at OUTFRONT – an Out-of-Home (OOH) advertising business. He is also a dedicated family person, happily married, and a proud parent to five children. The family is excitedly anticipating the arrival of a grandchild. Website: https://www.outfront.com/ Resources : Register for SmartWIN24: https://smartegies.com/smartwin/ Connect with Katie : LinkedIn: https://www.linkedin.com/in/kacash/ Website: https://smartegies.com/…

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SmartWIN24 Speaker Spotlight: Katie Harris - Communications Strategies for AEC M&A Success 15:37

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Host Katie Cash chats with Smartegies Alliance Partner, Katie Harris. In this episode, Katie provides growth strategy insights for design, engineering, and development firms. She highlights the evolving marketing role in the AEC industry, focusing on the vital need for effective internal and external communications for business growth. She also discusses marketing, business development, and communication teams' crucial contributions to mergers and acquisitions (M&A) success. Limited spots remain for our upcoming SmartWIN24 ! This must-attend event is where AEC Firm Principals, Owners, and Marketing Executives come together to explore brand positioning and differentiation strategies, facilitating meaningful conversations and knowledge sharing within the industry. Connect with Katie Harris : Katie is a creative, strategic, and driven leader with a passion for making things better today than they were yesterday. She has worked exclusively in the architecture/engineering industry for more than 15 years, where she has provided leadership in areas such as marketing, branding, internal communications, mergers and acquisitions, recruitment and retention, business development, and strategic business planning. As a Smartegies Alliance Partner, Katie utilizes her full range of marketing skills to manage and execute large projects for AEC clients across the United States. LinkedIn: https://www.linkedin.com/in/katieharrisprofile/ Connect with Katie Cash: LinkedIn: https://www.linkedin.com/in/kacash/ Resources: SmartWIN24: https://smartegies.com/smartwin/…

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SmartWIN24 Speaker Spotlight: Beth Ament - Diversifying the Tools in Your AEC Toolbox 9:58

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Host Katie Cash sits down with Beth Ament - Associate Vice President, Senior Manager of Communications and Marketing at Epsten Group, a Salas O’Brien company. Together, they reflect on the evolution of business development and marketing within the AEC industry. They discuss the importance of knowing your intended audience and the effectiveness of diversifying marketing approaches, from direct interactions to digital platforms. Limited spots remain for our upcoming SmartWIN24 ! This must-attend event is where AEC Firm Principals, Owners, and Marketing Executives come together to explore brand positioning and differentiation strategies, facilitating meaningful conversations and knowledge sharing within the industry. Connect with Beth Ament: As the Associate Vice President, Senior Manager of Communications and Marketing at Epsten Group, a Salas O’Brien company, Beth Ament stands at the intersection of sustainability and storytelling. With a career spanning over 15 years, Beth has honed her expertise in sustainability consulting, transportation demand management, and community outreach, all while leading a dynamic team of creatives dedicated to broadcasting the Epsten Group narrative. Beth's approach to marketing is deeply rooted in her commitment to health and wellbeing, principles that resonate with the core values of Epsten Group. Her leadership extends beyond traditional marketing roles; she is an integral part of the company's Health and Wellness Committee, a TRUE Advisor, and a LEED Green Associate. Her dedication is also evident in her personal pursuits as a certified yoga instructor and a chairperson for the USGBC Georgia Market Leadership Advisory Board. The organic growth of Epsten Group and its recent acquisition by Salas O'Brien have been milestones marked by Beth's leadership in ensuring the brand's authenticity and customer experience remain intact. She champions a brand living strategy that not only communicates but embodies the company's mission in every facet of its operations. Beth's presence at SmartWIN24 is particularly impactful as she embodies the conference's ethos of 'Leap into the Future.' Her insights into brand stewardship post-acquisition and her innovative approach to internal brand alignment offer invaluable perspectives to AEC firms navigating similar paths of growth and change. In a world where brand authenticity is paramount, Beth Ament's story is a compelling narrative of how a brand can not only survive an acquisition but thrive through it, maintaining a genuine connection with its audience and empowering its team to be brand ambassadors in the truest sense. LinkedIn: https://www.linkedin.com/in/elizabethcament/ Epsten Group Website: https://epstengroup.com/ Salas O’Brien Website: https://salasobrien.com/ Connect with Katie: LinkedIn: https://www.linkedin.com/in/kacash/ Resources: Register for SmartWIN24 Today: https://smartegies.com/smartwin/…

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SmartWIN24 Speaker Spotlight: Joe Walker – Building Big Brands with Small Firms 13:07

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Katie continues her speaker spotlight series with Joe Walker, the Founding Principal of Walker Architects and host of the " Design For An Agile World ” podcast. The discussion centers on the firm's agile design approach, particularly in sectors like higher education, advanced manufacturing, and healthcare. He shares insights into leveraging innovative marketing tools to articulate the firm's narrative and establish a distinctive brand identity. The conversation also explores Joe’s involvement in the upcoming SmartWIN24 event, shedding light on strategies for small firms to build prominent brands. Key topics include the importance of smart positioning, the utilization of new media, and the challenges and successes in founding a new design firm. Joe highlights the value of clear communication in conveying the firm's worth to clients and discusses his podcast's role in amplifying their message through discussions with notable guests. Limited spots remain for our upcoming SmartWIN24 ! This must-attend event is where AEC Firm Principals, Owners, and Marketing Executives come together to explore brand positioning and differentiation strategies, facilitating meaningful conversations and knowledge sharing within the industry. Connect with Joe Walker : Joe Walker is the visionary behind Walker Architects' rapid ascent in the competitive Atlanta AEC market. With a firm belief in the brand promise of " Design for an Agile World ," Joe has spearheaded the firm's expansion with a people-first mindset that resonates deeply within the industry. Under his leadership, Walker Architects has not only established a new office in less than two years but has also secured significant projects with the Georgia Department of Education and Columbus State University. Joe's strategic approach is rooted in his unapologetic commitment to his company's core values, which has been instrumental in navigating the firm through the complexities of market penetration and brand establishment. His dedication to cultivating a culture that prioritizes people has enabled Walker Architects to attract top talent and foster an environment where innovative design meets practical application. As a champion of agile methodologies, Joe has positioned Walker Architects at the forefront of the AEC industry, where adaptability and responsiveness are not just concepts but the cornerstones of every project undertaken. His participation in SmartWIN24 is a testament to his willingness to share the insights and strategies that have propelled his firm to success in a remarkably short period. Joe's journey is a compelling narrative of strategic growth, brand integrity, and the relentless pursuit of excellence. His story is not just inspiring but also a blueprint for AEC firms looking to make their mark in today's dynamic landscape. Website: https://walker-arch.com/ LinkedIn: https://www.linkedin.com/in/joe-walker-335b0914/ Connect with Katie Cash: LinkedIn: https://www.linkedin.com/in/kacash/ Resources: Register for SmartWIN24: https://smartegies.com/smartwin/…

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SmartWIN24 Insights: Secrets of AEC Brand Positioning 32:13

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There are several things to consider when you are creating your brand and trying to differentiate it from others in the design and construction industry. Katie and Judy engage in a discussion about the challenges of crafting a positioning statement, particularly for multidisciplinary firms and smaller subsidiaries within larger brands. They provide practical insights and tips for developing compelling positioning statements that resonate with the target audience and set businesses apart from their competitors. Katie and Judy also explore how brand positioning impacts the procurement process, shedding light on the need for concise and impactful responses in competitive bidding scenarios. They highlight the significance of making human connections during procurement and sharing compelling narratives to stand out in a limited timeframe. You can learn about this and so much more at our upcoming SmartWIN24 event. Use code "VIP400" to receive $400 off your registration. This must-attend event is where AEC firm Principals, Owners, and Marketing Executives come together to explore brand positioning and differentiation strategies, facilitating meaningful conversations and knowledge sharing within the industry. Connect with Judy and Katie - Judy LinkedIn: https://www.linkedin.com/in/judysparks/ Katie LinkedIn: https://www.linkedin.com/in/kacash/ Website: https://smartegies.com/ Resources - SmartWIN24 Registration: https://smartegies.com/smartwin/…

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SmartWIN24 Speaker Spotlight: Eric Anest – Strategies for Successful M&A for AEC Firms 11:32

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Host Katie Cash sits down with Eric Anest, Senior VP of Marketing and Communications at Salas O'Brien, to discuss the integral role of marketing and effective communication in Mergers and Acquisitions (M&A) in the AEC industry. Eric shares insights from Salas O'Brien's 30+ mergers that grew the company from 300 to over 2,500 employees. They discuss the importance of strategic communication for successful integration and talent retention post-merger. Eric also highlights Salas O'Brien's collaborative and partnership-orientated approach, which emphasizes customized marketing integration playbooks, internal marketing to help employees understand the combined strengths of the merged entity, and a focus on building emotional connections for smooth transitions to foster organic growth and leverage internal expertise. Connect with Eric Anest : Eric Anest serves as VP of Marketing & Communications at Salas O'Brien. He has overseen the expansion and transformation of Salas O'Brien's marketing, playing a pivotal role in the company's growth from 300 to over 2,500 team members, the merger of more than 30 firms into Salas O'Brien, and a major rebranding effort that resulted in a simple, clear, and inspirational message. But most importantly, he has assembled a team of AEC marketers who are collaborative, humble, intelligent, and dedicated to making Salas O'Brien the best AEC firm in the galaxy. LinkedIn: https://www.linkedin.com/in/ericanest/ Salas O'Brien LinkedIn: https://www.linkedin.com/company/salasobrien/ Website: https://salasobrien.com/ Connect with Katie Cash : LinkedIn: https://www.linkedin.com/in/kacash/ Website: https://smartegies.com/ Resources : Register for SmartWIN24. Use code "SmartListen" for a special discount: https://smartegies.com/smartwin/…

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SmartWIN24 Speaker Spotlight: Mike Hoffman on the Application of Digital Marketing for AEC Firms 12:38

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This SmartWIN24 speaker spotlight features Mike Hoffman, i-Heart Media's Director of Brand Partnerships. He sits down with Katie Cash to talk about radio advertising's effectiveness for B2B companies, with a focus on the AEC industry. Mike shares his insights and emphasizes the importance of using data and targeted advertising for specific audiences. Join Mike at SmartWIN24 for his panel "Navigating the Media Multiverse: A 101 Guide to Media Buying in the AEC Industry," where he'll offer practical media buying strategies for design and construction firms. Don't miss your opportunity to register for SmartWIN24 . The event takes place February 28-29, in Atlanta, GA. Reserve your seat today at smartegies.com/smartwin. Connect with Mike Hoffman : Mike Hoffman is a seasoned media professional with a rich history in the marketing and advertising sector. Having been with iHeartMedia for nearly a decade, Mike has honed his skills in radio advertising, media buying, and market research, making him a go-to expert in the field. At SmartWIN24, Mike will delve into the expansive digital capabilities of iHeartMedia. With assets that span thousands of station and show websites and a user base of over 167 million registered iHeartRadio enthusiasts, iHeartMedia's influence in the audio industry is undeniable. Their digital strategies, rooted in their stature as America's #1 Audio Company, encompass everything from brand awareness to conversions through their radio and digital advertising channels. The reason Mike is on our roster? His adeptness at crafting bespoke solutions for the AEC sector. Whether the goal is brand visibility, lead generation, or recruitment campaigns, Mike's strategies have consistently hit the mark for AEC clients, making his insights a must-hear at our event. LinkedIn: https://www.linkedin.com/in/michaelhoffmanuf88/ Resources : SmartWIN24: https://smartegies.com/smartwin/ Discount Code for 30% off: "SmartListen" Connect with Katie : LinkedIn: https://www.linkedin.com/in/kacash/ Website: https://smartegies.com/…

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SmartWIN24 Speaker Spotlight: AEC Marketing Advancements with Scott Steiding 19:17

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We’re kicking off a special series of episodes to introduce our brilliant lineup of SmartWIN24 speakers! We’re excited for you to get the opportunity to hear from each one of them and see what we have in store for our annual conference happening February 28-29, at the Commerce Club in Atlanta, GA. Industry expert and Smartegies Alliance Partner, Scott Steiding , is the first to join host, Katie Cash, to talk about the future of AEC marketing, his past experience at SmartWIN, and why this is a must-attend event for anyone looking to enhance their firm’s marketing and business development efforts. They discuss networking between top-tier executives and marketers, cutting-edge marketing strategies, data-driven decision-making, and the impact of emerging technologies and AI advancements. Tune in, and don’t miss your opportunity to join us at SmartWIN24 ! We’re offering our listeners $300 off registration when you use code “SMARTLISTEN” at www.smartegies.com/smartwin to secure your spot. Connect with Scott Steiding : Scott Steiding is an executive with a rich history in the AEC industry, boasting nearly three decades of experience across multiple continents. He's worn many hats—sales, marketing, operations, and corporate communications—to name a few. Scott is currently the President of Productive Pursuits, a consultancy that specializes in optimizing people, processes, and technologies for remarkable outcomes. His deep understanding of scalable, technology-driven systems makes him a go-to expert for firms navigating the digital transformation era. We've invited Scott to SmartWIN24 for his unparalleled expertise in bridging the gap between IT, Marketing, and Sales. Before launching Productive Pursuits, Scott served as the Vice President of Marketing at Morrison Hershfield for over 22 years, where he revolutionized the firm's approach to strategic accounts and automated marketing production. His session will delve into the upcoming technologies that are set to disrupt traditional business development and marketing operations in the AEC industry. If you're looking to future-proof your firm by understanding and adapting to the technological shifts on the horizon, Scott's session is one you won't want to miss. LinkedIn: https://www.linkedin.com/in/scottsteiding/ Resources : SmartWIN24: https://smartegies.com/smartwin/ Coupon Code for Registration: SMARTLISTEN Connect with Katie and Judy : Website: https://smartegies.com/ Katie’s LinkedIn: https://www.linkedin.com/in/kacash/ Judy’s LinkedIn: https://www.linkedin.com/in/judysparks/…

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Redefining AEC Marketing: Insights from HOK’s Sarah Keane 50:15

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In this brand new episode of AEC Marketing for Principals, we are joined by Sarah Keane, Marketing Principal for HOK. We have an in-depth conversation about the evolution of AEC marketing and explore her dynamic career as a younger Principal in the AEC industry. We discuss the role of Marketing Principals in aligning internal and external stakeholders, the importance of integrating marketing throughout the customer journey, and Sarah reflects on her experience at SmartWIN and the value of continuous education for AEC marketers. Topics Covered : Sarah's unexpected entry into AEC marketing and her ascension to a Marketing Principal role at HOK. Insights into HOK's recognition of marketing's value, creating a career path that cultivates leadership and drives revenue. The importance of empathy, collaboration, and asking the right questions in building a successful marketing strategy. The future of AEC marketing, including technological advancements and innovative market approaches. Sarah’s reflections on the SmartWIN conference, its value for like-minded marketers, and the anticipated discussions at SmartWIN 2024. Connect with Sarah Keane: Website: https://www.hok.com/people/leadership/view/sarah-keane/ LinkedIn: https://www.linkedin.com/in/sarahkeane/ Connect with Smartegies : Website: https://smartegies.com/ Judy's LinkedIn: https://www.linkedin.com/in/judysparks/ Katie's LinkedIn: https://www.linkedin.com/in/kacash/ Register for SmartWIN24: https://smartegies.com/smartwin/…

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Surefire Ways to Use AI and CRMs In AEC Marketing with Frank Lazaro 31:46

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No matter how you feel about it, advances in technology are like a snowball rolling downhill. You can’t stop it, but you can leverage its power! In today’s episode, Katie talks with Frank Lazaro, Sobo’s Chief Marketing Officer, and a seasoned expert in AEC sales, marketing, and technology. Frank shares his perspective on how AI can revolutionize current marketing strategies by enabling highly targeted campaigns, streamlining business processes, and enhancing the customer journey through automation. Understanding the pivotal roles that AI and CRMs play in today’s marketing landscape will help you foster real growth in your business while getting a leg up from your competitors. Connect with Frank Lazaro : LinkedIn: https://www.linkedin.com/in/lazaro/ Website: https://sobo.ai/ Email: frank@sobo.ai Connect with Katie Cash : LinkedIn: https://www.linkedin.com/in/kacash/ Website: https://smartegies.com/…

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The Future of AEC Marketing: Embracing Innovation and Adapting to Change 42:59

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Welcome to another episode of AEC Marketing for Principals! Hosts Katie and Judy are excited to have Greg Hart from PSMJ as their special guest. He’s joining them for an in-depth exploration of the ever-evolving landscape of marketing and business development in the architecture, engineering, and construction industry. They kick off this podcast with just a round table chat on the debate of remote work. Which in turn, starts the conversation about the intersection between HR and marketing. Greg underscores the profound connection between talent acquisition and effective marketing strategies. A company's ability to attract and retain top talent is not only influenced by HR practices but also by the brand's reputation and how it communicates with potential employees through marketing efforts. Their conversation moves over to constantly changing trends in social media behavior, how it will affect the workforce in the years to come, and also have a profound impact on the way businesses connect with their audiences. Join us at the upcoming A/E/C MarketPRO event in Salt Lake City, Utah! Greg shares more about the speakers you can expect, and there is even a special offer to join Smartegies and PSMJ at this one-day event on September 20, 2023. Use "SMARTEGIES400" for $400 off your registration. Connect with Greg Hart: LinkedIn: https://www.linkedin.com/in/gregory-hart/ Website: https://go.psmj.com/aec-marketpro-2023-home Connect with Katie and Judy: Katie Cash LinkedIn: https://www.linkedin.com/in/kacash/ Judy Sparks LinkedIn: https://www.linkedin.com/in/judysparks/ Website: https://smartegies.com/…

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Creating Data-Driven Client Experiences with Ryan Suydam 36:37

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Host, Katie Cash, welcomes Ryan Suydam from Client Savvy in this brand-new episode of AEC Marketing for Principals. Katie and Ryan take you on a journey to explore the power of data and the importance of empathy in modern business relationships. They also discuss the six most important words to use when analyzing challenging client feedback and offer valuable insights on how your business can transition from process-oriented to relationship-oriented while increasing your share of wallet and growth. Don't miss the opportunity to learn how Ryan's "Client Feedback" Tool can bring you one step closer to a healthier business and happier clients! Connect with Ryan Suydam: Website: https://clientsavvy.com/about/ Email: answers@clientsavvy.com LinkedIn: https://www.linkedin.com/in/clientsavvy/ Connect with Katie: https://smartegies.com/…

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Navigating Change in the Construction Industry with Billy McElroy 49:11

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In this episode, Katie and Judy welcome construction industry veteran Billy McElroy. As Co-Founder of Shell McElroy Construction Company, Billy has amassed 33 years of experience ranging from high-rise towers to mixed-use developments. He shares his experience and insights on the changing construction industry and the importance of focusing on the field, communication skills, relationships, honesty, and hard work. Billy also discusses the key to Shell McElroy’s success, emphasizing the firm's focus on quality, thoughtful decision-making, and the importance of taking clients' business very personally. If you want to hear from a seasoned construction professional about the industry, ownership, and leadership, this is a must-listen! Connect with Billy McElroy: Website: https://shellmcelroy.com/ LinkedIn: https://www.linkedin.com/in/billy-mcelroy-a6804312/ Connect with Judy and Katie: Website: https://smartegies.com/ Katie Cash LinkedIn: https://www.linkedin.com/in/kacash/ Judy Sparks LinkedIn: https://www.linkedin.com/in/judysparks/…

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50 and Fabulous: Tales of an AEC Truthteller 40:02

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Join us for a very special episode as we celebrate hitting two milestone numbers -- our 50th episode and Judy Sparks' 50th birthday! In this episode, Katie and Judy reflect on how far the industry has come, and thank you, the amazing listener, who has supported the podcast along the way. As a veteran marketer and CEO of Smartegies, Judy shares her biggest lesson learned, which involves accepting the AEC industry's resistance to marketing and finding ways to help engineers and architects understand its value. Katie and Judy also discuss the intentional decisions they've made at Smartegies to better serve their clients and bring purpose to their work every day. Join them as they share their insights and offer advice for others navigating their own challenges and finding purpose in their prime. And be sure to stay for the inspirational words of wisdom in celebration of Judy’s birthday.…

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Inspiring Leadership with Dr. Crawford Loritts 32:54

il y a 2 years32:54

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When a company has a strong and authentic character, it can create a sense of trust and loyalty among consumers. In this episode, host Katie Cash is joined by guests Dr. Crawford Lorrits and Smartegies CEO Judy Sparks to discuss the importance of company culture, effective leadership, policies, Diversity, Empowerment, and Inclusion (DEI), and the workforce of the future. Dr. Loritts is a nationally renowned pastor, motivational speaker, and author. He has served on the Chick-fil-A board and now leads Beyond Our Generation. His message helps encourage people to show up consistently and be true to their faith and values while leading in a secular world. Highlights: 1.36 Trust in the business 4.58 Judy's chance encounter with Dr. Crawford 11.15 All you have is what you say 13.23 Staying true to your values 15.04 Organizational culture 16.20 Brand Living 18.50 Pivoting business models 21.45 Workforce of the future Connect with Dr. Crawford Loritts Dr. Loritts’ ministry work has given him the opportunity to travel throughout the United States and much of the world, speaking in churches, evangelistic outreaches, conferences, colleges, and seminaries. He has been the featured speaker at Super Bowls, NCAA Final Four Chapel, and the Pentagon with senior military officers. Beyond Our Generation: https://beyondourgeneration.com/…

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Shifting Gears: 6 Key Drivers for Growth in the Design and Construction Space 39:46

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Episode 48 marks the start of season 5 of the AEC Marketing for Principals Podcast. This season is themed “Shifting Gears”. We will be interviewing exciting and impactful new guests on various topics related to the A/E/C industry as well as other industries. In this episode, Katie Cash and Judy Sparks discuss the new season in more detail and talk about various topics including how to go to market in a new era, diversification in the industry, and six scalable strategies that can be used in marketing your A/E/C business. Judy Sparks shares her insights into the biggest transformation in B2B marketing, which includes brand positioning, digital strategy, DEI and community investments, data-informed sales enablement, and account-based marketing and account-based sales. Listen in to learn how to differentiate your brand by understanding customer needs, how to make an emotional connection with buyers, and how sales and marketing can work together to generate marketing-qualified leads. A few highlights of today’s show : · 6.04 Evolution of the A/E/C Marketing Industry · 7.58 Humanizing your brand for the Market · 9.26 Understanding what your buyer really needs · 11.07 Relationships with selection committees · 12.59 How firms are winning cold RFPs · 16.40 How technology is enabling more billable hours · 18.40 Changing the narrative · 21.05 Competing on the terms of resume · 22.38 Scalable Mindsets · 23.42 Diversity and Inclusion · 26.32 What to expect in this season · 27.30 Scalable Six · 30.16 Aligning Sales and Marketing · 34.01 Proposal Automation…

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Importance of Sales in Design & Construction 38:32

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In this episode, Katie Cash talks to Mark Wainwright and brings up the dreaded “S” word. SALES in design and construction. Mark is a marketing and sales professional with 25 years of experience, the majority spent building and growing professional services firms. He coaches individuals, develops sales processes, manages pipelines, and when appropriate, implements CRM systems. The discussion covers what you need to know from a sales perspective in firms and why it is important to focus on getting the right people for the job for sales planning and developing sales functions. Mark tells us how to manage sales pipelines and the importance of having appropriate sales measures in place. What role do compassion and social media play in today’s business landscape and what to focus on when building and maintaining sales pipelines? Mark and Katie answer all these questions and more. Highlights: 06.10.98 Prospecting 08.46.90 Sales Competencies for Professional Services Firms 10.32.00 Changes in the Approach to Professional Service Sales 12.07.21 Marketing and Sales Alignment 16.13.78 Qualifying Your Prospects 21.58.48 The Importance of a Sales Pipeline 25.40.60 Sales Planning and Preparation 27.21.75 Discovery in the Sales Process 34.10.61 On-Call Consulting 36.42.48 Fractional Sales Management Six Sales Competencies for Professionals: https://www.wainwrightinsight.com/six-sales-competencies-for-professionals/…

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The Business Side of Architecture with Ennis Parker 41:31

il y a 3 years41:31

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In this episode, Judy Sparks and Katie Cash chat with Ennis Parker. Ennis Parker is a Professor of Practice at Georgia Tech and a Principal at Parker|Bailey Advisors. He brings more than 52 years of experience managing large complex projects and has directed the design and construction efforts for more than $2 billion in public sector capital projects, nearly half of which have been completed for colleges and universities. In addition, he is extensively knowledgeable in all forms of project delivery, including design/build, bridging, and construction management at risk. The discussion is about what professional practice looks like and the shortage of appropriate knowledge in the field. Ennis gives examples of what his course at Georgia Tech covers and tells us a bit more about his journey and where his knowledge and experience come from. He also highlights the importance of reputation and the tools available today that were not around in earlier years. Judy speaks about winning business and the important role marketing plays. The discussion covers points of interest about social media, how data influences business today, winning business, and the role of branding. The episode finishes off with a discussion about money in architecture and the skills you need to grow. They discuss the tools available today and how the generational gap influences business. Highlights: 04.47.00 The Professional Practice Course and Georgia Tech 06.46.80 The Flourishing Communities Project 08.14.31 Changes in the industry 12.15.24 Leadership and Growth 15.19.70 Winning business and the role of marketing 20.11.91 The importance of branding 23.56.55 The importance of reputation 27.52.44 Social Media and Data 33.03.21 Money in architecture 34.59.74 The tools available today and differences in generations…

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Marketing to the Mind with Matt Handal 36:09

il y a 3 years36:09

36:09

An out-of-the-box thinker, Matt’s passion is doing what others assume can’t be done. He is an aggressive marketer who has helped construction, engineering, architectural, and real estate consulting firms realize tens of millions in fees from projects ranging from $500K to $2B. He has been quoted in Engineering News-Record, written about in Zweig White’s Marketing NOW, is an award-winning speaker, and hosts HelpEverybodyEveryday.com, a blog authored by some of the brightest minds in the marketing field. Matt wrote the book, Proposal Development Secrets: Win More, Work Smarter, and Get Home on Time . He is also a co-author of the Marketing Handbook for the Design & Construction Professional and author of the Society for Marketing Professional Services’ research white paper on “Marketing to the Mind.” His interest in reaching audiences stems from a lifelong obsession with music. His work in podcasting, social media, and website development was born from a love of exploring new technologies. And his competitive edge and drive to always improve the firms he works with can be traced to his past as a competitive runner. In this show we will discuss the following: 02:20 How have times changed for submitting proposals 08:24 Being a modern-day project manager 10:15 New hiring trends in the industry 14:53 Working smarter 16:48 Tips for helping marketing principals function around sales and marketing activities 21:25 The buyer’s journey and cold proposals 25:21 The million-dollar question when submitting proposals 28:12 Never talk about the due date 30:10 What to take into account when publishing a production schedule 32:45 Resources for learning proposal writing…

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Mercedes-Benz Stadium: A Look Back at the Journey 30:55

il y a 3 years30:55

30:55

Bill Johnson, Senior Vice President and Design Principal for HOK Sports and Recreation and Entertainment Practice, discusses the design of the Mercedes-Benz Stadium in Atlanta. He describes how his team found out about the project and how they won the design competition. He talks about the challenges of designing such a large and complex facility, and how the stadium has become an icon in Atlanta. His creative and innovative approach ultimately won them the project. The architect leading the design of the new retractable roof stadium for the Atlanta Falcons describes the process of creating the stadium and the competitive landscape leading up to the final pitch. Bill answers questions from Steam students who created a replica of the stadium and shared with him their struggles with the design. Topics of discussion: [2:43] - When did HOK first find out about the lead to design the Mercedes-Benz Stadium? [4:58] - What led HOK to accept the project? [7:11] - Who were you up against for the project and what was your approach? [10:33] - What happened leading up to the interview and what approach did HOK take? Steam students Q&A: [14:04] - Building the roof of the stadium. [16:30] – How the roof of the stadium opens. [17:57] – Inspiration behind the Halo board [20:18] – What were the roadblocks in the project and how it was overcome? [21:40] – What was the hardest part of transforming the idea into the design? [24:00] – How long did the design process take? [24:59] – How long did you have to pitch? [27:00] – How was the scoreboard designed…

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Closing The DEI Gap 21:44

il y a 3 years21:44

21:44

On this episode of AEC Marketing for Principals, our host Katie Cash is joined by Executive Vice President of Smartegies, Donya Edler, to discuss why Diversity, Equity and Inclusion (DEI) is a growth strategy, not a policy. In this discussion, Edler breaks down how the AEC industry is using DEI to drive growth and strategic initiatives across their firms. You will learn how DEI drives growth through: Improved innovation Increased teamwork & productivity Greater access to talent & improved retention Better access to clients/buyers Enhanced reputation…

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Bridging the Gap: How the Employee Experience Shapes Client Experiences 1:06:12

il y a 3 years1:06:12

1:06:12

On this episode of AEC Marketing for Principals, our host Katie Cash is joined by Senior Vice President of HITT Contracting, Ashley Campbell, and Smartegies CEO, Judy Sparks, to discuss the importance of bridging the gap between the employee and client experience. Campbell, a 16-year AEC veteran, breaks down the key factors to implementing a strong employee experience strategy that defines your brands and culture and sets firms apart from the rest. What you will learn: How to navigate the shift in what the employee experience means today How to connect employees to your firm’s purpose How to ensure the client experience is consistent across your entire firm The importance of approaching each employee relationship as a business partnership…

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Navigating the Gaps 29:17

il y a 3 years29:17

29:17

Season Four of “AEC Marketing for Principals” has been thoughtfully programmed to focus on the “gaps” in the AEC industry. Over the course of the season, show host Katie Cash and her team of subject matter experts from Smartegies interview industry legends, leaders, and up-and-coming learners who share their stories, lessons learned, and practical advice for today's Marketing Principals and tomorrow’s leaders. In this episode, our host Katie Cash is joined by her partner in strategy, Smartegies CEO and AEC expert Judy Sparks, to break down the “gaps” in the AEC industry that make business development and marketing challenging for marketers and non-marketers alike. Gaps such as: Generational gaps Communication gaps Skills gaps…

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How Data and Technology Can Drive Revenue and What Your Firm Should be Doing to Take Advantage 35:44

il y a 4 years35:44

35:44

The AEC industry is becoming more and more reliant on technology. From project tracking to timekeeping to accounting, everything is going digital. Cloud-based technology allows firms to stay up-to-date and on track, anywhere in the world. On this episode of AEC Marketing for Principals podcast, host Katie Cash is joined by Lindsay Diven, a full-time consultant with Full Sail Partners and a Deltek CRM expert, to discuss how utilizing technology in a strategic way can give firms a competitive advantage. Lindsay also discusses her project Marketers Take Flight, an online resource for marketing professionals new to the AEC industry. What You Will Learn: How CRM can track Data Why this gives firms an advantage Why sales and marketing need to work together The revenue impact of a successful CRM integration Resources for new marketing professionals Additional Resources: https://www.fullsailpartners.com/ https://www.marketerstakeflight.com/…

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Diversity & Inclusion Programs: How to Do Them Right 33:23

il y a 4 years33:23

33:23

The conversations surrounding diversity and inclusion are not absent from the design and construction industry, and in fact, have been commonplace for quite some time. On this episode of AEC Marketing for Principals, host Katie Cash is joined by co-host Donya Edler and guest Jim Beall, Chairman and CEO of Collaborative Work Environment, to discuss the Diversity Consortium and how it can help AEC clients who seek to improve their diversity inclusion, empower minority companies to compete more effectively, and position both sides at a competitive advantage in the long run. What you’ll learn about in this episode: An overview of the Diversity Consortium and how it benefits corporate and minority businesses How the Diversity Consortium is standardizing the vetting environment for corporate entities through a tiered vetting system What makes the diversity consortium unique when compared to other organizations focused on helping companies find work Next steps for primes and minority businesses and how they can become involved in the Diversity Consortium Resources: https://thediversityconsortium.com/…

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Howard Wertheimer Explains it All: 2022 Planning, Winning Top Talent, Hybrid Work Environments, and Diversity and Inclusion. 35:53

il y a 4 years35:53

35:53

On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash are joined by Howard Wertheimer to discuss budgeting for 2022, the talent war, minority firm inclusion, and the rise in M&A’s within the AEC industry. Wertheimer, former EVP and COO of the Piedmont Park Conservancy, started his career as an architect where he was Principal at Lord Aeck Sargent. He served as the AVP for capital planning and space management at the Georgia Institute of Technology. With nearly 40 years of industry experience, Wertheimer has seen the AEC industry transition and offers a unique perspective on how firms can successfully move into 2022. What you’ll learn about in this episode: The lasting impacts from COVID principals need to take into consideration for 2022 planning. Why being flexible as an owner goes a long way What it takes to win the talent war Importance of minority firm inclusion and mentorships What you need to know before moving forward with an M&A Resources: UPCOMING : Stay tuned for more information on the 2022 Fall Workshop brought to you by Judy Sparks and Howard Wertheimer…

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Know Your Value: Empowering Seller-Doers, Driving Profitability, and Having Tough Conversations 43:03

il y a 4 years43:03

43:03

The quality of our life is in direct relationship to the number of difficult conversations that we’re willing to have. Sometimes letting go of a client is a necessary step towards driving revenue, profitability, and employee satisfaction. On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash are joined by Bill Hinsley from PSMJ to discuss the value equation, when to raise your costs, and the importance of sales training. As an established AEC consultant and speaker, Hinsley will walk you through how to have the difficult conversations that lead to revenue growth and staff retention. What you’ll learn about in this episode: How listening will help you grow your business and win more work Using the Value Equation to drive revenue while building staff retention When to raise or lower costs, and how to have the conversation. How to train your “doers” to sell. Resources: https://go.psmj.com/thrive-2021-home…

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Everything’s a Negotiation: How Effective Communication Drives Revenue 51:13

il y a 4 years51:13

51:13

On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash are joined by Dan Oblinger and Allan Tsang of Oblinger and Tsang to discuss the power of negotiation, associative listening, and the different types of empathy. The duo emphasizes the distinct relationship between marketing and negotiation and why it’s important for a firm internally and externally. What you’ll learn about in this episode: ‘Seven Deadly Sins’ of communication The negative side of “Associative Listening” The When and How of the negotiation process Different types of empathy Additional Resources: https://oblingertsang.com/…

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The AEC Revenue Driver 17:45

il y a 4 years17:45

17:45

Season 3 of AEC Marketing for Principals Podcast is all about the revenue driver. Hosts Judy Sparks and Katie Cash discuss changes to the marketing and business landscape in the world of AEC and the changes firms adapted to continue to drive revenue. This season, our episodes will focus on tactics and skills you can use moving forward. What You Will Learn The theme of Driving Revenues The Impact of 2020 on AEC Marketing How AEC firms have adapted to virtual marketing How to fix it when it’s broken The role of technology moving forward…

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Episode 34: Season 2 Wrap-Up, with Katie Cash 10:57

il y a 4 years10:57

10:57

What you’ll learn in this episode: Key takeaways from season 2 of AEC Marketing for Principals Pivoting from traditional to digital marketing Best practices for virtual interviews 2021 marketing and budget planning Marvin Woodward discusses GSFIC’s changing procurement process Evelina Roseman’s perspective on COVID’s economic impact Jake Stefan’s insight on the emerging trends in the industrial industry Paul Springthorpe’s approach to building successful corporate relationships Joe Mynhier’s secret for being super at sales Katie Leonard’s advice on becoming a great healthcare industry partner Jere Smith gives an update on the K-12 market…

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Episode 33: The K-12 Market Outlook: Technology, Procurement, and COVID’s Impact with Jere Smith, Director of Capital Improvements for Atlanta Public Schools 26:00

il y a 4 years26:00

26:00

Click Here for the Full Transcript View the Smart Notes for this Episode The K-12 market has seen a lot of change this year. School closures have caused students and teachers to adapt a virtual lifestyle and capital improvement projects to be put on hold. On the flip side, without students and faculty occupying schools, it has allowed the construction process to become more streamlined. Some projects are now projected to finish ahead of schedule. On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash are joined by Jere Smith, Director of Capital Improvements for Atlanta Public Schools, to discuss the changing K-12 Market. Smith talks about the impact technology is having on the procurement process, what K-12 owners are looking for in proposals and in interviews, and what he sees on the horizon for 2021. What you’ll learn about in this episode: COVID’s impact on the K-12 market Technology shaping the procurement process Best practices for proposal submission What to expect in 2021 Resources: https://smartegies.com/podcasts/jere-smith/ https://ga4le.org/ https://www.aiaga.org/events/the-future-of-k-12-design-post-covid-consequences-and-consideration/ https://aps.bonfirehub.com/…

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Episode 32: What Owners Look For in AEC Partners, with Katie Leonard of Wellstar Health System 40:00

il y a 5 years40:00

40:00

It’s no secret the healthcare market has been impacted heavily by COVID-19. From virtual patient care and equipment shortages to freezing capital construction projects, healthcare systems have had to pivot tremendously. So what does capital spend look like in the future? How can AEC firms be a good partner for healthcare systems? On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash are joined by Katie Leonard, Vice President of Real Estate and Facilities Department at Wellstar Health Systems, to discuss the impact of the current low or no touch economy and how it will continue to shape the healthcare market. Leonard also breaks down what it takes to win work with Wellstar. What You Will Learn: How AEC firms can bring value to healthcare systems Ways to connect with healthcare owners Capital spend and project type future trends How to approach design in the low touch economy Importance of the consumer experience How to build a relationship with Wellstar Top things Wellstar looks for in proposals and the interview Resources: Don’t Lose it in the Interview The Art of the Pitch, with Katie Cash and Judy Sparks Don’t Lose it in the [Virtual] Interview, with Katie Cash…

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Episode 31: 2021 Planning and Budgeting: What AEC Firms Should Include in their Sales & Marketing Plans Next Year 33:07

il y a 5 years33:07

33:07

As we approach 2021, it’s time to start thinking about annual marketing budgets and where to allocate funds moving into the new year. For the AEC industry, tradeshows, client events, and conferences are common line items up for discussion during budget planning, but COVID through a wrench in those plans for 2020, causing many firms to pivot and embrace other tactics like digital marketing. So what pre-pandemic marketing, sales, and business development tactics stay or go in 2021, and what post-pandemic tactics need to stay? On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash discuss the liminal space and how AEC firms should reallocate their marketing funds to adapt to the new low touch economy. During the discussion, you will hear five recommendations AEC firms should include in their 2021 plans and budgets. What You Will Learn: Top 5 things to plan for in 2021 How to allocate resources around seller-doer development Benefits of account-based marketing and account-based sales The importance of embracing digital advertising Taking traditional communication platforms virtual The keys to successful mergers & acquisitions Resources: Account-Based Marketing with Judy Sparks and Katie Cash Using ABM to Generate Marketing Qualified Leads and Grow your Business with Katie Fisher, JLL AEC Branding After a Merger or Acquisition with Donya Edler…

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Episode 30: Selling Trust and Building Relationships, with Joe Mynhier, Author of, The Introverted Hunter 39:30

il y a 5 years39:30

39:30

“You can’t be good at sales if you’re an introvert!” In the AEC industry, there are preconceived notions of who can and can’t sell. But what is the key to becoming super at sales? As an introvert with a successful 30-year architecture career, Joe Mynhier knows what it takes to become a top seller-doer, against all odds. On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash are joined by Mynhier to discuss his new book, The Introverted Hunter: An Introvert’s Field Guide to Become Super at Sales! Mynhier debunks the common misconceptions of sales in the AEC industry and how strategic listening and trust play a huge role in building relationships. What You Will Learn: The process known as “The Hunting Continuum” Advice for young AEC professionals and how to grow your network The importance of strategic listening Why quid pro quo is the key to sales How to close the deal Resources: https://www.amazon.com/INTROVERTED-HUNTER-Introverts-Field-Become-ebook/dp/B089KR48RH…

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Episode 29: How to Build Successful Corporate Relationships, with Paul Springthorpe of Ryan Companies US, Inc. 49:12

il y a 5 years49:12

49:12

Ryan Companies US, Inc. is a national leader in commercial real estate. With over 80 years in business, Ryan Companies has adopted new strategies internally and externally to become a better partner for their clients, which include Amazon, Kroger, Target, and John Deer, to name a few. Ryan Companies serves many different markets offering a wide variety of services, so how has COVID-19 impacted their business, and what new market trends are they seeing? On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash are joined by Paul Springthorpe, Chief Integration and Operations Officer of Ryan Companies, to discuss how client relationships play a significant role in long-term business success and the importance of internal alignment. Springthrope breaks down COVID-19’s impact on the different markets Ryan Companies serves and the main problem they are seeing throughout the industry. He also discusses what Ryan Companies looks for in an industry partner. What You Will Learn: How vertical integration has enhanced the customer experience The benefit to approaching business as a “farmer, not a hunter” The impact the low-touch economy is having on the different markets What Ryan Companies looks for in industry partners Resources: https://www.ryancompanies.com/ https://www.ryancompanies.com/careers https://www.ryancompanies.com/offices…

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Episode 28: Living in the Liminal Space: State of Industrial Development, with Jake Stefan of ARCO Design/Build - BTS, Inc. 32:27

il y a 5 years32:27

32:27

ARCO Design/Build (ARCO), named the 7th largest design-build firm by ENR, is a national leader in industrial construction. As such, ARCO has seen many changes and emerging trends throughout industrial development. In recent months the world has been rocked with shortages across many markets from respiratory systems to masks and even toilet paper. It’s clear COVID-19 has impacted distribution and manufacturing, so how are firms like ARCO adapting? On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash are joined by the President of ARCO Design/Build – BTS to discuss how the industrial industry continues to move forward as more companies look for ways to maximize distribution in the future. Stefan breaks down how companies are using “just in time” delivery for consumer products and design and construction services. He also discusses how to get in touch with ARCO and what they are looking for in future partners. What You Will Learn: Changes ARCO has seen internally How COVID has impacted “Just in time” and “Last mile” delivery Ecommerce vs. Brick and Mortar Automation in the world of distribution How to connect and build a partnership with ARCO Resources: www.arcodb.com https://arcodb.com/contact/ https://www.linkedin.com/company/arco-designbuild-inc/ https://arcodb.com/news/arco-named-7th-largest-design-build-firm-by-engineering-news-record/…

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Episode 27: Living in the Liminal Space: Economic Impact of COVID-19, with Evelina Roseman 43:34

il y a 5 years43:34

43:34

On this episode of AEC Marketing for Principals, hosts Judy Sparks and Katie Cash are joined by Chief Economist Evelina Roseman to talk about the economic impact of COVID-19 and living in this time of transition. Roseman is an economic thought leader with demonstrated successes in global business planning, innovation, and B2B/B2C program management. She serves corporate and small business executives by applying the long view of economic perspectives and data-driven insights for efficient global business strategies. From Roseman’s perspective, the COVID-19 may have started as a healthcare/medical crisis, its effects on the economy are starting to show. There will be debt, finance, and capital situation, including shifting levels of price and risk. It will take months, if not years, to get past the economic consequences of COVID-19. However, this crisis did not bring anything radically new. Good and bad economic trends have been in development for years, and COVID-19 simply accelerated the effects of these trends. In other words, we’ve been “rear-ended” into this crisis. What You Will Learn: What makes this economic downturn different How technology has shaped the global economy The impact a low or no touch economy will have on businesses and employment The top three operational risks for professional service firms moving forward Resources: https://advantagetalentinc.com/covid-19-pandemic-the-jobs-impact-by-evelina-roseman-ph-d-mba-chief-economist/…

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Episode 26: The Importance of Communication During a Social Movement, with Katie Cash and Donya Edler 23:04

il y a 5 years23:04

23:04

On this special episode of AEC Marketing for Principals, host Katie Cash is joined by Smartegies Executive Vice President, Donya Edler, to talk about the importance of corporate communication during a social movement. 2020 has brought a lot of uncertainty and unrest, so how should firms address these topics the right way and what can we do to evoke change throughout the AEC industry? During the episode, Katie and Donya provide examples of what AEC firms are doing to address diversity and inclusion internally and externally. Check out the examples below under Resources. What You Will Learn: Importance of employee communication during this time Socially sensitive marketing How AEC firms are responding Why being silent diminishes brand loyalty and trust Resources: Chasm Architecture- The Human Spirit in Unbreakable: https://www.chasmarchitecture.com/the-human-spirit-is-unbreakable/ H.J. Russell- CEO Speaks on Racial Injustice in America: https://www.hjrussell.com/h-j-russell-company-ceo-michael-b-russell-sr-s-statement/ JLL- Building Pride: https://www.us.jll.com/en/careers/diversity-inclusion/building-pride-business-network NELSON Worldwide- Commitment to their Community: https://www.nelsonworldwide.com/community-statement/ The Beck Group- Addressing Mental Health: https://www.beckgroup.com/culture-community/reducing-the-stigma-around-mental-health-in-construction/ Jacobs- Speaking Up and Out for Equality: https://www.jacobs.com/equality?utm_source=site&utm_content=carousel…

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Episode 25: Living in the Liminal Space: New Procurement Processes, with Marvin Woodward 36:41

il y a 5 years36:41

36:41

View the Smart Notes for this Episode Kicking off season 2 of AEC Marketing for Principals, Marvin Woodward, the Deputy Director for the Georgia State Financing and Investment Commission, joins hosts Judy Sparks and Katie Cash to discuss how GSFIC is shifting their procurement process. The state of Georgia is actively living in the liminal space in the wake of COVID-19. The agency has adopted remote work procedures, shifted its procurement process, opting for virtual interviews to keep projects moving forward, and is looking at updating its design standards and state construction manual with new processes, procedures, and guidelines. What You Will Learn: What impact COVID-19 has had and will have on the state of Georgia’s design and construction market What GSFIC is doing to keep the procurement process moving during quarantine and beyond The importance of team dynamics in a project interview How the state is approaching construction in a low touch economy Skill sets GSFIC looks for when hiring a firm…

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Episode 24: Don’t Lose it in the [Virtual] Interview: Best Practices for AEC Virtual Interviews, with Katie Cash 9:11

il y a 5 years9:11

9:11

During this special AEC Marketing for Principals episode, host Katie Cash discusses how AEC firms can pivot their interview presentations to the virtual world. Public and private owners are continuing to leverage technology and transition their procurement process to online virtual experiences. So, how can shortlisted AEC firms inform, influence, and entertain the selection committee virtually and secure their next project win? This episode is an excerpt from a webinar Smartegies recently hosted. Access the entire webinar and view the presentation slides below. What You Will Learn: How to convert traditional in-person presentations to online interviews Creative ways firms are taking advantage of this virtual adaptation Key presentation tips to win your next interview…

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