Shows
AEC Marketing for PrincipalsWhy Case Study Stories Matter More Than Ever with Leslie BlaizePeople remember stories, not facts—and that’s why your case studies might be your strongest marketing tool.Leslie Blaize, freelance content strategist and case study expert at Blaize Communications, joins host Katie Cash to dig deep into the power of storytelling in AEC marketing. Together, they explore why a well-crafted client success story is more than a nice-to-have. It’s a bottom-of-the-funnel essential that helps position your firm as a trusted partner, even in unfamiliar markets. Leslie offers practical advice on how to interview clients, repurpose content across channels, and work smarter with technical teams.By ce...2025-07-2841 minAEC Marketing for PrincipalsThey Ask, You Answer: Winning Work Through Trust and Transparency in AECTrust is no longer earned at the table; it’s built far before the meeting begins.Marcus Sheridan joins Katie Cash to unpack how AEC firms can grow their business by becoming radically transparent and strategically human in their content. From overcoming outdated marketing norms to building trust through cost education, video, and self-service tools, Marcus lays out the new blueprint for becoming a known and trusted brand in a skeptical B2B world.By shifting focus from "we" language to "you" language, and by daring to answer the questions clients are already asking online, fi...2025-07-0240 minAEC Marketing for PrincipalsFrom B2B to P2P: Building Brand Through Employee-Generated Content in AEC with Ethan Olkovikas of HGAHow do you build trust, attract top talent, and finally make your marketing hit home?This time around, Katie’s chatting with Ethan Okovikas, Operations Manager at HGA, whose fashion background surprisingly led him into the world of AEC. They talk about how storytelling is at the heart of both industries. Ethan shares how firms can flex their influencer muscles with employee-generated content that feels real and relatable.If you want your brand to connect on a deeper level, this one’s for you!Topics discussed in this episode:storytellinguser-generated cont...2025-06-1639 minAEC Marketing for PrincipalsAEC Growth, Marketing, and Innovation with Carrie GonzalezWant 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:mod...2025-04-1635 minAEC Marketing for PrincipalsFrom Startup to SuccessIt’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 nee...2025-03-2828 minAEC Marketing for PrincipalsWhy Marketing Works Best When Everyone’s On BoardWhen 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 matc...2025-03-0534 minAEC Marketing for PrincipalsHarnessing Data for Smarter Growth in AEC FirmsIn 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 fi...2025-02-1236 minAEC Marketing for PrincipalsSmartWIN25 Speaker Spotlight: Jenn Friedman - Data Strategies for AEC FirmsImagine 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...2025-01-3114 minAEC Marketing for PrincipalsSmartWIN25 Speaker Spotlight: Erica Wozniak Fisher No Small Feats in MarketingStrategic 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 c...2025-01-2923 minAEC Marketing for PrincipalsMastering Brand Marketing and Recruitment in AECIn 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...2024-11-2254 minAEC Marketing for PrincipalsMaking An Impact: The Future of AEC Lies in Innovative CRM SolutionsCRM 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...2024-10-2938 minAEC Marketing for PrincipalsMaking an Impact: Smarter Decisions and Stronger Teams With The BOSS MethodStrategies 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:man...2024-10-0836 minAEC Marketing for PrincipalsMaking An Impact: Unleashing Creativity with Strategic Business SolutionsAs 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 epi...2024-09-1730 minAEC Marketing for PrincipalsMaking An Impact: Successful AEC Hiring with Bryce BattsKatie 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...2024-08-2742 minAEC Marketing for PrincipalsMaking An Impact: Mentorship and Innovation in the AEC Industry with Tara BleakleyKatie 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 cer...2024-08-0733 minAEC Marketing for PrincipalsMaking an Impact: Shaping the Future of AEC MarketingSecuring 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 studen...2024-07-1733 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Brad Ewing - Building Relationships for Successful AEC Project PursuitsKatie 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 br...2024-02-2609 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Tiffany Konenkamp - AEC Branding and MergersDo 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 d...2024-02-2316 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Mike Macon - Strategies for Pursuing Large-Scale ProjectsKatie 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 a...2024-02-2216 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Greg C. Hart - Navigating AEC Industry Data DynamicsKatie 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. 2024-02-2110 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Megan Gregory - Leveraging Paid Media to Build Know, Like and Trust FactorsThe 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 ag...2024-02-2014 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Greg Johnson - Enabling Your Growth SherpasAre 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. 2024-02-1911 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Brooke Lewis - Leveraging Mergers and Acquisitions to Build Your AEC BrandBrooke 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 Br...2024-02-1610 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Jeff Kinsler - Navigating the Media Multiverse in the AEC IndustryJeff 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:...2024-02-1508 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Katie Harris - Communications Strategies for AEC M&A SuccessHost 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...2024-02-1415 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Beth Ament - Diversifying the Tools in Your AEC ToolboxHost 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 wit...2024-02-1309 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Joe Walker – Building Big Brands with Small FirmsKatie 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...2024-02-1213 minAEC Marketing for PrincipalsSmartWIN24 Insights: Secrets of AEC Brand PositioningThere 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...2024-02-0932 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Eric Anest – Strategies for Successful M&A for AEC FirmsHost 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...2024-02-0611 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: Mike Hoffman on the Application of Digital Marketing for AEC FirmsThis 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 fo...2024-01-2412 minAEC Marketing for PrincipalsSmartWIN24 Speaker Spotlight: AEC Marketing Advancements with Scott SteidingWe’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...2023-12-2019 minAEC Marketing for PrincipalsRedefining AEC Marketing: Insights from HOK’s Sarah KeaneIn 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 m...2023-11-2150 minAEC Marketing for PrincipalsSurefire Ways to Use AI and CRMs In AEC Marketing with Frank LazaroNo 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...2023-09-1431 min
On PrincipleOpportunity on the Line: Akeem ShannonAkeem Shannon was stressed. In three weeks, his Shark Tank episode would air, the episode where he’d pitch Flipstik—a novel cellphone attachment that doubles as a kickstand and a sticky wall mount.He knew one thing with absolute certainty: Whether or not the “sharks” on the popular ABC-TV show offered him a deal, he was going to sell some Flipstiks. Probably a lot of them. And he didn’t have any. Or any money.At the time, in mid-October 2020, Shannon’s startup was so young he sometimes sold only one Flipstik a day. One bright s...2023-09-1232 minAEC Marketing for PrincipalsThe Future of AEC Marketing: Embracing Innovation and Adapting to ChangeWelcome 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 abi...2023-08-2342 minAEC Marketing for PrincipalsCreating Data-Driven Client Experiences with Ryan SuydamHost, 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...2023-06-2836 minAEC Marketing for PrincipalsNavigating Change in the Construction Industry with Billy McElroyIn 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 abou...2023-05-2549 minAEC Marketing for Principals50 and Fabulous: Tales of an AEC TruthtellerJoin 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...2023-03-3040 minAEC Marketing for PrincipalsInspiring Leadership with Dr. Crawford LorittsWhen 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...2023-03-0132 minAEC Marketing for PrincipalsShifting Gears: 6 Key Drivers for Growth in the Design and Construction SpaceEpisode 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 b...2023-02-2239 minAEC Marketing for PrincipalsImportance of Sales in Design & ConstructionIn 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...2022-11-1638 minAEC Marketing for PrincipalsThe Business Side of Architecture with Ennis ParkerIn 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 lik...2022-11-0941 minAEC Marketing for PrincipalsMarketing to the Mind with Matt Handal 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...2022-11-0236 minAEC Marketing for PrincipalsMercedes-Benz Stadium: A Look Back at the JourneyBill 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 an...2022-10-2630 minAEC Marketing for PrincipalsClosing The DEI GapOn 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 innovationIncreased teamwork & productivityGreater access to talent & improved retentionBetter access to clients/buyersEnhanced reputation2022-06-0821 minAEC Marketing for PrincipalsBridging the Gap: How the Employee Experience Shapes Client ExperiencesOn 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 todayHow to connect employees to your firm’s pu...2022-05-251h 06AEC Marketing for PrincipalsNavigating the GapsSeason 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...2022-04-1229 minAEC Marketing for PrincipalsHow Data and Technology Can Drive Revenue and What Your Firm Should be Doing to Take AdvantageThe 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 th...2021-10-0635 minAEC Marketing for PrincipalsDiversity & Inclusion Programs: How to Do Them RightThe 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...2021-09-0833 minAEC Marketing for PrincipalsHoward Wertheimer Explains it All: 2022 Planning, Winning Top Talent, Hybrid Work Environments, and Diversity and Inclusion.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 uni...2021-08-1835 minAEC Marketing for PrincipalsKnow Your Value: Empowering Seller-Doers, Driving Profitability, and Having Tough ConversationsThe 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...2021-08-0443 minAEC Marketing for PrincipalsEverything’s a Negotiation: How Effective Communication Drives RevenueOn 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 communicationThe negative side of “Associative Listening” The When and How of the negotiation processDifferent t...2021-07-0751 minAEC Marketing for PrincipalsThe AEC Revenue DriverSeason 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 LearnThe 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 2021-06-0917 min
The Yule Log From HellThe Yule Log From Hell 2020 - Episode 5b - Heavenly Bodies - Part 2Part 2
For this episode we pay tribute to those we have lost over the past year. We have dispensed with our usual format and this show is presented without any interruptions.
47) Grandma Got Run Over By A Reindeer – Stephen Pearcy/Tracii Guns/Billy Sheehan/Gregg Bissonette/Bruce Kulick 1953-2020
48) Merry Christmas from Tucker Inn – Marge Redmond 1924-2020
49) Kissless Christmas – Chris Trousdale 1985-2020
50) Merry Christmas Baby – Bonnie Pointer 1950-2020
51) Winter’s Here – Hugh Fraser 1958-2020
52) A Christmas Wish From Me To You – Vera Lynn 1917-2020
53...2020-12-242h 58AEC Marketing for PrincipalsEpisode 34: Season 2 Wrap-Up, with Katie CashWhat you’ll learn in this episode:Key takeaways from season 2 of AEC Marketing for PrincipalsPivoting from traditional to digital marketingBest practices for virtual interviews2021 marketing and budget planningMarvin Woodward discusses GSFIC’s changing procurement processEvelina Roseman’s perspective on COVID’s economic impactJake Stefan’s insight on the emerging trends in the industrial industryPaul Springthorpe’s approach to building successful corporate relationshipsJoe Mynhier’s secret for being super at salesKatie Leonard’s advice on becoming a great healthcare industry partnerJere Smith gives an update on the K-12 market2020-12-1610 minAEC Marketing for PrincipalsEpisode 33: The K-12 Market Outlook: Technology, Procurement, and COVID’s Impact with Jere Smith, Director of Capital Improvements for Atlanta Public SchoolsClick Here for the Full TranscriptView the Smart Notes for this EpisodeThe 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...2020-12-0926 min
Quarantine Players, A New Play Podcast.| We'll Keep the Ghostlight on For You!The Washington Squares: A political game show parody by A. J. CampbellThe Washington Squares is a political game show parody where media, popular culture icons, and politicians lie or tell the truth. Reminiscent of a popular game show, this version is anything but basic.
Send us some love and support: https://cash.app/$QPlayers
Playwright: A. J. Campbell
Directed by Doug Henderson
Performed by the Quarantine Players
facebook.com/QuarantinePlayers
“We Will Survive” Parody Lyrics by A.J Campbell & Judy Lewis, Performed by Cameron Lee Conlan
No Politicos were harmed during the making of this episode
OUR POLITIC...2020-11-1442 minAEC Marketing for PrincipalsEpisode 32: What Owners Look For in AEC Partners, with Katie Leonard of Wellstar Health SystemIt’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 ho...2020-10-2840 minAEC Marketing for PrincipalsEpisode 31: 2021 Planning and Budgeting: What AEC Firms Should Include in their Sales & Marketing Plans Next YearAs 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 di...2020-10-1433 minAEC Marketing for PrincipalsEpisode 30: Selling Trust and Building Relationships, with Joe Mynhier, Author of, The Introverted Hunter“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...2020-09-0239 minAEC Marketing for PrincipalsEpisode 29: How to Build Successful Corporate Relationships, with Paul Springthorpe of Ryan Companies US, Inc.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...2020-08-1949 minAEC Marketing for PrincipalsEpisode 28: Living in the Liminal Space: State of Industrial Development, with Jake Stefan of ARCO Design/Build - BTS, Inc.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...2020-08-0532 minAEC Marketing for PrincipalsEpisode 27: Living in the Liminal Space: Economic Impact of COVID-19, with Evelina RosemanOn 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 th...2020-07-0143 minAEC Marketing for PrincipalsEpisode 26: The Importance of Communication During a Social Movement, with Katie Cash and Donya EdlerOn 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....2020-06-1923 minAEC Marketing for PrincipalsEpisode 25: Living in the Liminal Space: New Procurement Processes, with Marvin WoodwardView the Smart Notes for this EpisodeKicking 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...2020-06-0336 minAEC Marketing for PrincipalsEpisode 24: Don’t Lose it in the [Virtual] Interview: Best Practices for AEC Virtual Interviews, with Katie CashDuring 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...2020-05-2109 minAEC Marketing for PrincipalsEpisode 23: Driving Your Business & Staying Connected During COVID-19, with Judy Sparks and Katie CashDuring this special AEC Marketing for Principals episode, hosts Judy Sparks and Katie Cash discuss how AEC firms are pivoting their marketing strategies as a result of the COVID-19 pandemic. Smartegies recently put on a webinar for leaders in the AEC industry answering the question, “How do you market during a pandemic?” This episode is an excerpt from our webinar.Prior to the webinar, Smarteiges conducted a survey asking attendees how they are reallocating canceled events spend during this time. During the episode, Judy will talk through the findings. She will also discuss two tools she developed to h...2020-04-1620 minAEC Marketing for PrincipalsEpisode 22: AEC Marketing for Principals Season 1 Wrap-Up, with Katie CashWhat You Will Learn:The key takeaways from season 1 of AEC Marketing for PrincipalsJere Smith’s advice for the proposal processJudy and Katie’s approach to the formal presentationMarvin Woodward’s insights about winning work with GSFICBrenda Christman’s advice for in-house marketersLarry Callahan’s take on the industrial market in the SoutheastDave Loeffel’s perspective on multifamily developmentsResources:Website: https://smartegies.comTwitter: @Smartegies2019-11-0610 minAEC Marketing for PrincipalsEpisode 21: How to Win Work With ARCO, with Jake StefanClick Here for the Full TranscriptView the Smart Notes for this EpisodeARCO specializes in industrial development, an industry that has been moving in a new direction as recent trends in e-commerce, cold storage, and sustainability continue to grow stronger. In that space, Jake Stefan and his team have built a strong reputation for the innovative, solutions-based approach that ARCO brings to every project. That said, it takes a strong AEC marketing strategy to win their business.They are in the people business, and because ARCO operates on a national scale, they...2019-10-2342 minAEC Marketing for PrincipalsEpisode 20: How and Why You Should Build a Marketing Team, with Whitney ThrowerClick Here for the Full TranscriptMany seller-doers at boutique firms assume marketing responsibilities, but there comes a time where half-hearted marketing starts to hinder productivity without yielding any results. Owners often ask themselves if they need a marketing department, but hiring a team is inevitable if you plan to grow.AEC firms can benefit from building a marketing team because when it comes to principals and technical professionals, the business needs eventually outweigh their marketing skillsets and external resources are required. Your resources should match your desired level of sophistication at the firm, but...2019-10-1628 minAEC Marketing for PrincipalsEpisode 19: How to Win Work With Highlands Residential, with Dave LoeffelHighlands Residential is an apartment development company specializing in multifamily developments that target an empty-nester clientele. By focusing on recently-retired individuals, aged 55 and older, Highlands’ founder and CEO, Dave Loeffel, can deliver destinations unique to the desires and needs of this age exclusive audience.Experiential living is a hot trend in multifamily right now, and Loeffel works hard to keep Highlands ahead of the curve. By delivering an unparalleled brand experience and prioritizing quality in every project, Loeffel continues to build thriving communities that enhance the neighborhoods around them and maintain occupancy over time.In th...2019-10-0924 minAEC Marketing for PrincipalsEpisode 18: How to Win Work With Pattillo Industrial Real Estate, with Larry CallahanClick Here for the Full TranscriptFor 70 years, Pattillo has focused strictly on the vertical of industrial development, erecting over 1000 facilities of quality and scale while building a significant portfolio of prime industrial real estate. However, the explosion of e-commerce is creating an entirely new set of needs and unique problems that must be met by developers with no playbook and limited resources.The demand for e-commerce grows by roughly 10% each year. The need for fulfillment centers increases simultaneously, but there is not an abundance of 1M sq/ft facilities in the market, so developers...2019-10-0234 minAEC Marketing for PrincipalsEpisode 17: Using ABM to Generate Marketing Qualified Leads (MQL’s) and Grow your Business, with Katie Fisher, Sr. Director of Field Marketing at JLLClick Here for the Full TranscriptWhen it comes to AEC marketing, account based marketing (ABM) is changing the way that AEC firms communicate with their high-value accounts by improving efficiency and increasing booked revenue. For the longest time, relationships took precedence when design and construction firms sought out new business, but everyone has those relationships now. ABM is the new strategy design and construction firms are adopting to help sell more at a faster pace and keep their sales team focused on the best prospects.ABM enables marketing teams to form relationships with key...2019-09-2525 minAEC Marketing for PrincipalsEpisode 16: Account Based Marketing, with Judy Sparks and Katie CashClick Here for the Full TranscriptAlthough account-based marketing (ABM) is a recently adopted practice in the design and construction industry, many firms have been employing strategies of account-based sales (ABS) for some time now. If you are unfamiliar with the concept, account-based sales uses conventional one-to-one sales tactics but focuses strictly on higher-end clients that are spending habitually.Similar to the synergistic nature of sales and marketing that we discussed in our previous duocast—“Sales, Marketing, and BD – What’s the Difference?— ABM and ABS also work in unison, but at a higher level. The objectiv...2019-09-1833 minAEC Marketing for PrincipalsEpisode 15: The Construction Channel, with Aaron WrightClick Here for the Full TranscriptAaron Wright built an impressive resume on the technology side of construction with major firms like Robins & Morton and Hoar Construction. But his passion for all-things-building transcended his role and inspired him to explore all facets of the industry. Wright always saw a need for a platform that was dedicated to construction video content and three years ago, The Construction Channel made its debut.Wright entered the industry at a point where virtual construction technology was taking off and digital streaming was in a breakout stage as well. It...2019-09-1132 minAEC Marketing for PrincipalsEpisode 14: The Emotional Side of Marketing, with Brent DarnellClick Here for the Full TranscriptAs an international, best-selling author and the authority on emotional intelligence, Brent Darnell works with technical seller-doers in the AEC industry to help them master critical people skills and become service-focused leaders. Emotional intelligence plays a significant role in the workplace today, but it is not what it seems at face value.Emotional intelligence is the art of understanding and managing your emotions and understanding and managing the emotions of others for the best outcomes. Once your team members can master the use of emotional skills like empathy and...2019-09-0449 minAEC Marketing for PrincipalsEpisode 13: What Owners Have to Say, with Judy Sparks and Katie CashClick Here for the Full TranscriptWhen you are marketing and selling professional services to Owners, it’s important to know what they are looking for and how your AEC marketing strategy should reflect that. Smartegies recently conducted a survey in order to better understand procurement processes, buying preferences and online habits of some of Georgia’s most coveted public sector and institutional building Owners. These individuals are habitual buyers and key decision-makers who have spent countless hours running through stacks of proposals and sitting through many presentations to find the most qualified candidates for their projects.2019-08-2853 minAEC Marketing for PrincipalsEpisode 12: How to Win work with Georgia Tech, with Scott JonesClick Here for Full TranscriptAs the Assistant Vice President of Facilities, Design, and Construction at the Georgia Institute of Technology, Scott Jones runs a progressive operation that oversees all of Georgia Tech’s design and construction projects. The institution consistently releases around $450M-$500M in AEC projects per year, and competition to be awarded those contracts is fierce.Jones is very transparent about what he looks for in AEC partners – good listeners, relevant experience from the project team, ability to deliver as promised. So if you are interested in chasing Georgia Tech projects, visit the...2019-08-2133 minAEC Marketing for PrincipalsEpisode 11: The Missing Link in Your AEC Marketing Strategy, with Brenda ChristmanClick Here for Full TranscriptIn this day and age, you have the ability to build and scale your business without a sales force, and AEC firms are finally adopting an innovative approach to digital and inbound marketing after seeing it work in so many other industries. Developing an effective marketing plan starts with putting the right people in place because your marketing leaders need to maintain a strong grasp on current trends, tools, and technologies, as well as how they fit into the big picture—fundamentals that Brenda Christman has built her entire team around. She is...2019-08-1444 minAEC Marketing for PrincipalsEpisode 10: Winning AEC Projects From the State, with Marvin WoodwardThe Georgia State Financing and Investment Commission (GSFIC), was created by a constitutional amendment in 1972 and is responsible for the proper application of proceeds from general obligation debt and the issuance of all public debt by the State. No agency or authority can incur debt or employ other financial or investment advisory counsel without Commission approval.Click Here for the Full TranscriptServing as the Deputy Executive Director of Construction of GSFIC, Marvin Woodward and his team help other state agencies with infrastructure and capital projects by facilitating funding, overseeing the procurement process, providing design...2019-08-0742 minAEC Marketing for PrincipalsEpisode 9: Sales, and Business Development – What’s the Difference? with Judy Sparks and Katie CashThere is a common misconception in the AEC industry that sales, marketing, and business development all serve the same purpose, but ‘sales and marketing’ are not synonymous and they represent completely independent efforts in your growth strategy. In this episode of AEC Marketing for Principals, Judy Sparks and Katie Cash have broken down each term so that you can understand the different roles they play in reaching new inflection points at your firm.Click Here for the Full TranscriptThe only terms that can be appropriately grouped together are sales and business development, because biz dev...2019-07-3142 minAEC Marketing for PrincipalsEpisode 8: Picking Up the Slack: Marketing as a Company-Wide Effort, with Scott SteidingEpisode 8:Click Here for the Full TranscriptIn the engineering industry, mastering the art of communication as an individual can help move the needle for an entire organization. At Morrison Hershfield, Scott Steiding did just that. He became well versed in the language of his technical staff and leadership, which led to successive prosperity, heightened brand awareness, and strong, inter-departmental collaboration within his AEC marketing and engineering community.There are benefits to this on many levels, both internally and externally, but as a Vice President and head of sales and marketing...2019-07-2443 minAEC Marketing for PrincipalsEpisode 7: How AEC Firms are Solving Today’s Difficult Lead Gen, Recruiting, and Marketing Challenges, with Judy Sparks and Katie CashOftentimes, when we talk about digital marketing with our clients and prospects—that is, principals of AEC firms and their teams—we see an immediate glaze go over the faces of the people in the room. Why? Because there is a widely held assumption within the AEC industry that digital cannot solve real business challenges like lead gen, driving sales, or recruiting top talent.Click Here for the Full TranscriptWhile we agree that it is unlikely any of your prospective clients will send you an electronic check online as a way to engage your engi...2019-07-1752 minAEC Marketing for PrincipalsEpisode 6: Overcoming the Skills Gap in AEC Marketing, with Judy Sparks and Katie CashAbout Judy SparksJudy is the founder, CEO, and President of Smartegies LLC. Founded in 2008, Smartegies is a specialty marketing agency that has helped more than 150 companies across North America build stronger brands, implement effective communications, and develop winning strategies and proposals. Judy has worked in B2B marketing and sales roles exclusively since 1993, specializing in the AEC industry. Judy is a true expert in AEC marketing and has a proven record of success across her 25 years in the field.About Katie CashKatie is an architecture, engineering, and...2019-07-1031 min
Onward NationThe Art of the Pitch: How to set yourself apart within your industry, with Judy Sparks and Katie CashAbout Judy Sparks Judy is the founder, CEO, and President of Smartegies LLC. Founded in 2008, Smartegies is a specialty marketing agency that has helped more than 150 companies across North America build stronger brands, implement effective communications, and develop winning strategies and proposals. Judy has worked in B2B marketing and sales roles exclusively since 1993, specializing in the AEC industry. Judy is a true expert in AEC marketing and has a proven record of success across her 25 years in the field. About Katie Cash Katie is an architecture, engineering, and construction marketer with over 15 years of...2019-07-0300 minAEC Marketing for PrincipalsEpisode 5: Understanding the Importance of Company Culture, with Tracey SibleyAbout Tracey SibleyAs Brasfield & Gorrie’s Vice President of Marketing, Tracey Sibley leads one of the nation’s largest and most respected construction industry brands. Brasfield & Gorrie provides general contracting, design-build, and construction management services for a variety of markets including healthcare, commercial, institutional, federal, municipal, industrial, infrastructure, and water treatment. With more than 25 years of experience working in marketing in the construction industry, Tracey is an expert in supporting her team in developing new, innovative, and effective marketing strategies while establishing and maintaining a strong company culture.In this episode of AEC...2019-07-0343 minAEC Marketing for PrincipalsEpisode 4: AEC Branding After a Merger or Acquisition, with Donya EdlerClick Here for the Full TranscriptSince guesting on our podcast, Donya Edler has joined Smartegies as our new Executive Vice President. She brings over 25 years of professional marketing, communications, and human resources experience in both the public and private sectors. Throughout her career, she has experienced several mergers and acquisitions with very different outcomes on employee trust and morale, company culture, and branding.During the episode, Donya talks to hosts Katie Cash and Judy Sparks about the critical period following the announcement of a merger or acquisition. She also shares powerful strategies for addressing...2019-06-2630 minAEC Marketing for PrincipalsEpisode 3: The Art of the Pitch: AEC Marketing Strategies for Better Presentations, with Judy Sparks and Katie CashAbout Judy SparksJudy is the founder, CEO, and President of Smartegies LLC. Founded in 2008, Smartegies is a specialty marketing agency that has helped more than 150 companies across North America build stronger brands, implement effective communications, and develop winning strategies and proposals. Judy has worked in B2B marketing and sales roles exclusively since 1993, specializing in the AEC industry. Judy is a true expert in AEC marketing and has a proven record of success across her 25 years in the field.About Katie CashKatie is an architecture, engineering, and construction marketer with over 15...2019-06-1940 minAEC Marketing for PrincipalsEpisode 2: Maximizing the Impact of AEC Proposals, with Jere SmithJere Smith is the Director of Capital Improvements for Atlanta Public Schools, one of the nation's largest urban school districts. He is also the President of the Construction Owners Association of America (COAA), and serves on the Atlanta Public Schools Career and Technical Education Advisory Board and the Clemson University Industry Advisory Board and has served as the President of the Association for Learning Environments. Prior to that, he served as a project manager at architectural firms, as a building inspector for the city of Atlanta, and as an engineer.In this episode of AEC Marketing for...2019-06-1241 minAEC Marketing for PrincipalsEpisode 1: The Benefits of Podcasting for AEC Firms, with hosts Katie Cash and Judy Sparks and special guest Stephen WoessnerAbout Judy SparksJudy is the founder, CEO, and President of Smartegies LLC. Founded in 2008, Smartegies is a specialty marketing agency that has helped more than 150 companies across North America build stronger brands, implement effective communications, and develop winning strategies and proposals. Judy has worked in B2B marketing and sales roles exclusively since 1993, specializing in the AEC industry. Judy is a true expert in AEC marketing and has a proven record of success across her 25 years in the field. About Katie CashKatie is an architecture, engineering, and construction marketer w...2019-05-2930 min