AEC Marketing for Principals

Strategic marketing for AEC firms starts with a simple discipline: understanding the business before producing the deliverable. Katie sits down with Kevin Johnson, Senior Director of Marketing and Sales Enablement at H.J. Russell & Company, to talk about what it actually takes to build a marketing function that operations leaders trust enough to bring in early. Kevin shares the mindset shift that changed how his team operates, moving from "make this for us" requests to a real seat at the ...

Project management in AEC firms generally doesn't go beyond the technical aspects of the business, such as schedules, budgets, and quality controls that keep a building on track. Marketing rarely gets the same discipline. Even though marketing teams juggle their own budgets, deadlines, and quality standards every week. Listen in as Katie Cash talks with Meredith Schroeder, Director of Operations at Smartegies, about why AEC marketing departments need real project management systems, not...

Higher education capital planning, university procurement, and what it really takes to win AEC work with a public university anchor this conversation with Howard Wertheimer, FAIA Emeritus, LEED AP, Interim Associate Vice Chancellor for Facilities at UNC-Chapel Hill. Howard has spent more than two decades on both sides of the design and construction table. He built his career in private practice, including 21 years as a Partner and Principal at Lord, Aeck and Sargent, before moving into owners...

AI promised AEC marketing teams more speed. What it delivered was a mirror. Katie Cash sits down with Rachelle Ray, Head of AEC Marketing Innovation at OpenAsset, about what has genuinely changed in proposal production since AI entered the workflow, and what has simply been exposed rather than fixed. Rachelle brings a rare dual perspective, having led marketing and proposals inside an architecture firm before moving to the vendor side, and she is direct about where AI creates real value and w...

AEC marketing is shifting from a reactive, proposal-driven function into a strategic discipline that drives demand. Justin Davidson of JE Dunn has helped lead that change from the inside. Katie Cash talks with Justin about how that shift played out inside one of the country's largest builders, where JE Dunn built a dedicated vertical market model for its fast-growing industrial and manufacturing practice. He shares why a strong digital footprint now wins work from clients who find the firm on...