AEC Marketing for Principals

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/

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/   

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/

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/

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/

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/

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/ 

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/ 

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/

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/ 

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/ 

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/ 

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/ 

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/

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/

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/

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/ 

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/ 

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.comLinkedIn: https://www.linkedin.com/in/clientsavvy/ Connect with Katie:https://smartegies.com/

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/