AEC Marketeer

Have you been curious what digital marketing could look like at an AEC firm? Jon was too and found his passion using digital marketing strategies to drive revenue. On this episode we explore digital marketing success stories, what these passionate teams look like, and how to make a case for your next digital marketing campaign. About Jon: As Senior Vice President of Water Markets & Strategy for Kiewit, Jon is responsible for Kiewit’s growth in the Water sector. Presently revenues are more than $1B annually with expectations to achieve $3B by 2025. In this role, he leads a team of business development professionals, as well as marketing and proposal professionals that translate Kiewit engineering and construction capabilities into solutions that address client needs around water infrastructure. Jon's email: [email protected] Jon's LinkedIn: https://www.linkedin.com/in/jon-gribble-9923228/

This re-cast is one of my favorite early episodes of the podcast. Damion is a person with a very strong personal brand and digs into advice on how to create a personal brand for yourself and why it's important! Damion is a dynamic AEC marketer who partners with principals, project executives, and technical teams to develop compelling content and presentations that win work by connecting with the humans behind each project. He is a Marketing Manager for PCL Construction California Buildings District, where he leads the marketing strategy and activities for PCL’s largest and fastest-growing district at $1 billion in annual revenue. Damion is a Certified Professional Services Marketer (CPSM), a Past-President of the SMPS LA Chapter, and is a contributor to Marketer Online. Damion's LinkedIn: https://www.linkedin.com/in/damionlmorris/

On this very special episode, Kathryn and I dig into what corporate allyship to the queer community actually looks like beyond a rainbow logo. As a world-record-holding strongwoman, personal growth expert Kathryn Bennett is n 40 under 40 award winner, celebrated speaker and advocate for developing mental toughness. With a background in change management and Lean Six Sigma process improvement, Kathryn's professional career spans industries including tech, healthcare, and engineering/construction. Kathryn used the mental fortitude and tenacity she learned in the gym to more than quintuple her income in a five-year span, working from an entry-level process improvement role into a director position. Kathryn is a Certified Professional Services Marketer and is nationally ranked as a strongwoman competitor. She is passionate about helping her clients develop the mental tenacity and internal strength they need to succeed, no matter the adversity they're facing. Links: Kathryn's LinkedIn: https://www.linkedin.com/in/kathrynbennettwrites/ War Maiden Fitness: https://www.warmaidenfitness.com/ (you can also order her book Productive Pain here) No Really, Everything's Fine Podcast: https://www.linkedin.com/company/nrefpodcast/

On this episode Uniqueka and I talk about what prompted her to start Career Conversations, a LinkedIn Live broadcast turned podcast, and the lessons she's learned from her guests along the way. Uniqueka Walcott has a passion for winning and teaching others to win in life. Realizing that she is more than her job title has been a transformative experience. This experience ignited the passion which drives her to create the LinkedIn Live Series and podcast "Career Conversations" Each episode is a peek into the lives of professionals of all ages in a wide variety of careers including, marketers, morticians, recruiters, and mariners for example. Uniqueka is a mentor to young professionals inside and outside of the industry. She is a proud Alumna of Georgia State University, holding a B.A. in Journalism with a focus in Public Relations. She approaches everything with her three ingredients for success: Resilience, Reading, and Relationships. These are her cultural inheritances. Links: uniquekawalcott.com Linkedin: https://www.linkedin.com/in/uniquekawalcott/

While many companies have been experiencing labor and talent shortages throughout the industry, Jennifer and by extension her firm LMS have experienced quite the opposite. Her not-so-secret superpower? Diversity. Jennifer Todd is President of LMS General Contractors, DBE and WBE demolition, and environmental contractor. She is also the Founder of A Greener of Tomorrow, a 501c3 nonprofit geared toward the skill trade advancement of minority youth & young adults. Todd is a 2021 ENR Top 20 Under 40 Professional, 2020 Top 25 ENR Newsmaker, and 2020 CBO Outstanding Women in Construction finalist. Jennifer is an ASU Sandra Day O’Connor College of Law graduate.  Links: LinkedIn: https://www.linkedin.com/in/jennifertoddlms/ LMS: https://lmsgc.com/

As a previous Owner and current Executive Director of COAA, Howie knows what makes a good owner and also what makes a good A/E/C teaming partner. In this episode, Howie and I dig into some advice for both owners and consultants to make the best use of their time and pursuit efforts. Howie is an experienced leader and collaborator with a passion for continuous improvement. Thrilled to lead the Construction Owners Association of America and seeking owners, builders, designers, and other industry pros who care about the quality of the built environment and how we go about creating it. COAA website: https://www.coaa.org/ You can also follow COAA on LinkedIn: https://www.linkedin.com/company/construction-owners-association-of-america/

Andy Piece, Group Strategy Director. Andy leads the Strategy Practice in Core, and has done so since its inception in 2015. In that time he has worked on brand and marketing strategy projects for a wide variety of businesses, both large and small. Examples include The National Lottery, Three, The Irish Stock Exchange, The National Broadband Plan, Heineken, Life Style Sports, and AIB among others. He has also delivered award winning insight and brand planning work with The Road Safety Authority, Aer Lingus, Three, Ulster Bank and O2. Andy has over 15 years’ experience working in marketing, in a diverse range of functions and agencies. He began his career in Research, before moving into advertising. He spent eight years working across three main functions; Media Buying, Media Planning, and Client Service. Andy joined Core in 2012 and prior to setting up the Strategy Practice in 2015, he spent three years as Head of Planning. His experience consists of some of the best known brands in Ireland, including; Unilever, Diageo, P&G, Aviva, Eircom, BMW, Glanbia, Bord Gais and Supervalu. Outside of client work he is a regular contributor to and speaker at industry fora and events and is the outgoing Secretary of the Marketing Society of Ireland. He has been a member of its executive committee since 2015. He has also lead several studies into Millennials in Ireland, the over 55’s, the Future of Money, and lead a trended analysis of brand health and image for the largest one hundred brands in Ireland across 2017 and 2018. More recently he has lead the development of Core’s Covid Strategic Planning framework. Andy is a firm believer in the ability of marketing and advertising investment to deliver real and measurable results through creative thinking – and places huge emphasis on delivering the proof. He has two young children, and is a passionate rugby fan with a keen interest in current affairs, politics and history. He holds a BA & MA in History from TCD. Andy's Reading Recommendations: Byron Sharp – how brands grow; https://www.amazon.co.uk/How-Brands-Grow-What-Marketers/dp/0195573560 Jenni Romaniuk – Building distinctive assets https://www.amazon.co.uk/Building-Distinctive-Brand-Assets-Romaniuk/dp/0190311509/ref=sr11?dchild=1&keywords=jenni+romaniuk&qid=1598972960&s=books&sr=1-1 Orlando Wood – Lemon https://www.amazon.co.uk/Lemon-advertising-brain-turned-sour/dp/0852941471/ref=sr11?crid=3BOBDRB9NDXXK&dchild=1&keywords=lemon+orlando+wood&qid=1598972996&s=books&sprefix=lemon+or%2Cstripbooks%2C144&sr=1-1 Adam Morgan – Beautiful Constraint. https://www.amazon.co.uk/Beautiful-Constraint-Transform-Limitations-Advantages/dp/1118899016/ref=sr11?dchild=1&keywords=beautiful+constraint&qid=1598972980&s=books&sr=1-1 Field and Binet – The Long and Short of It https://www.amazon.co.uk/Long-Short-Balancing-Long-Term-Strategies/dp/085294134X/ref=pdlpo14t2/259-3964304-4319716?encoding=UTF8&pdrdi=085294134X&pdrdr=ef51e0d1-5727-4817-8ba1-5f008bac03ef&pdrdw=aEZhW&pdrdwg=3uB3v&pfrdp=7b8e3b03-1439-4489-abd4-4a138cf4eca6&pfrd_r=DEJDWQQ7TVQWVGZTXZGJ&psc=1&refRID=DEJDWQQ7TVQWVGZTXZGJ Rory Sutherland https://www.amazon.co.uk/Alchemy-Surprising-Power-Ideas-Sense/dp/0753556502/ref=sr11?crid=3NXQDK1X6G2HQ&dchild=1&keywords=rory+sutherland&qid=1598973061&s=books&sprefix=rory+suther%2Cstripbooks%2C149&sr=1-1 Mark Ritson https://www.marketingweek.com/mark-ritson/ WARC https://warc.com/ Blog – the adcotnrarian http://adcontrarian.blogspot.com/

Mark and I dig into sales and the account development planning process. We'll go over best practices, along with the why and how of account planning. Mark is the founder and principal of Wainwright Insight, a sales consultancy to professional services firms. Leveraging his 20 years of sales and marketing experience, Mark offers Fractional Sales Management to firms who sell their expertise. He bills himself as "a part-time sales manager to part-time salespeople" like architects, advisors, engineers, analysts, and other consultants who are skilled at their craft but often lack the organization and sales acumen that firms and individuals need to win new work and grow their practice. Mark's Account Development Planning guide is available here to listeners: https://www.wainwrightinsight.com/landing-page-account-development-planning-template/ His blog posts are available here: https://www.wainwrightinsight.com/account-development-plans/ You can find Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ or https://www.wainwrightinsight.com/

During this episode Anders and I dig into what it takes for a firm to efficiently manage their resumes (CVs) and project descriptions (references). For 12 years, Anders has been part of developing Orbit from a small niche system to a well established platform trusted by some of the most influential companies across multiple industries and in his current role as client development manager, he serves as the link between clients and their systems development. He's also a project manager for more than 30 ongoing projects and specializes in CV skill and reference management modules, as well as the sales and tender management modules. Through his work, he has analyzed the workflows and processes for creating and managing tender specific CVS and references and more than 300 companies throughout the last 10 years and is one of the leading experts in this small, but business critical field. LinkedIn: https://www.linkedin.com/in/andersdyrholm/ Orbit: https://www.orbit.online/

The way we do business is changing and therefore how we market to our clients and talent needs to change too. In this episode Matthew and I dig into the role of marketers and business development professionals currently and what that relationship should look like in the future. Matthew Winklestine Matthew has 15 years of leadership experience in Engineering and Construction. His experience includes running multimillion dollar construction projects, building and running a global team in EH&S and launching multiple marketing initiatives that drove customer and employee acquisition. Two years ago Matthew started Engaging Perspectives. An agency focused on helping companies in the AEC space ideate, strategize, execute, measure and report on digital customer and employee acquisition strategies. Outside of business pursuits, his passions are mentorship, mountaineering and personal development. Matthew's LinkedIn: https://www.linkedin.com/in/matthew-winklestine/ Engaging Perspectives: https://www.engagingperspectives.com/