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Explore "professionalservicesmarketing" with insightful episodes like "Episode 267 - Farm Sense", "Episode 266 - Conger Construction Case Study in Authentic and Intentional Leadership", "Episode 265 - Leadership", "Episode 264 - Developing Great Case Studies & Using AI To Help" and "Episode 263 - Organization Tips for 2024" from podcasts like ""PSM: Professional Services Marketing", "PSM: Professional Services Marketing", "PSM: Professional Services Marketing", "PSM: Professional Services Marketing" and "PSM: Professional Services Marketing"" and more!

Episodes (100)

Episode 267 - Farm Sense

Episode 267 - Farm Sense

You've heard of common sense and street sense. Get ready for farm sense, as doled out by SMPS Weld Cox awardee, Donna Corlew, FSMPS, CPSM. Learn how this self-described farm girl got her start, what she sees as the biggest changes in AEC marketing and BD, and what today's marketers can do for themselves to get ahead. Deirdre and Donna bless all the hearts in this uplifting look at our craft.

A native Tennessean, Donna Corlew’s roots run deep in Southern hospitality, a culture of giving, and an abiding love of SEC football and Nashville Predators hockey. Don’t let that Southern twang fool you – under the surface lies the heart and soul of a Steel Magnolia driven by a passion for coaching and helping architects, engineers, and builders identify and maximize their unique talents and expertise. She works with AEC firms across the country to focus strategic vision and market research, grow connections and chemistry with clients and prospects, and help technical staff and marketing and business development professionals to thrive and win profitable work. With over 700 technical professionals trained as effective doer-sellers, Donna brings an understanding of the AEC market and a proven track record of performance and results. https://www.linkedin.com/in/donnacorlew/

Resource links:

Patrick Lencioni, The Ideal Team Player, available on amazon.com https://www.amazon.com/Ideal-Team-Player-Recognize-Cultivate-ebook/dp/B01B6AEJJ0

Catch Donna at these conferences:

https://convention.agc.org

https://smps-serc.org

https://smpsmvrc.com

https://smpsheartland.org

https://smpsheartland.org

https://www.amplifyaec.org/

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enMarch 08, 2024

professionalservicesmarketing

Episode 266 - Conger Construction Case Study in Authentic and Intentional Leadership

Episode 266 - Conger Construction Case Study in Authentic and Intentional Leadership

In today’s episode, we have a case study on authentic and intentional leadership. Frank and Deirdre talk with Justin Conger, of Conger Construction, about leadership, decision making, culture, brand, and how marketing impacts a firm.

At the helm of Conger Construction Group, Justin Conger stands as a paragon of transformative leadership. His distinct approach, grounded in the principles of servant leadership, has been the compass guiding the company’s ascent in the construction sector. With the conviction that true leadership stems from serving first, Justin continuously places the needs and professional growth of his team at the forefront. This ethos has not only fostered a culture of mutual respect, trust, and empowerment within Conger Construction Group but has also been instrumental in its sustained business expansion.

https://www.linkedin.com/in/justin-conger-27636614/

Resource links:

Conger Construction: https://www.congerbuilt.com/

Vistage: https://www.vistage.com/

Off Balance, Matthew Kelly: https://www.amazon.com/Off-Balance-Work-Life-Professional-Satisfaction/dp/1942611331

The 5 Disfunctions of a Team, Patrick Lencioni: https://www.amazon.com/Five-Dysfunctions-Team-Leadership-Fable/dp/0787960756

PSM: Professional Services Marketing

enFebruary 23, 2024

professionalservicesmarketing

Episode 265 - Leadership

Episode 265 - Leadership

Ever wonder what it takes to be a leader? Deirdre and Kathryn explore what leadership means, how to become a leader, and what it takes to go beyond a title to truly lead. They also look behind the curtain on how leadership decisions are made. They bring their education, personal experiences, and practical tips to unlock the secrets of good leadership.

As a partner in GO Strategies, Kathryn brings an energy and vitality to the team that significantly promotes the mission of “making everything about marketing and business development easier.” With more than 20 years in the A/E/C industry, Kathryn brings an in-the-trenches perspective for how things work and, more importantly, how things can work better. Her sense of humor is balanced with a sense of getting-the-job done. She is a strategic thinker, an excellent listener, and provides creative solutions that work, not abstract theory that sits on shelves. As a life-long learner, she is a certified professional services marketer (CPSM), certified professional life coach (CPLC), and a 6 Types of Working Genius facilitator. Kathryn is a frequent presenter and facilitator, in both the virtual and in-person environments, presenting at national and regional conferences, and at SMPS chapters Beyond work…she loves to scuba dive and is PADI rescue diver, has been called a gym-rat (rats love cheese!), and enjoys time with her 1-year-old grandson. She served a past chapter president for the SMPS Sacramento Chapter and is currently on a committee for APWA Sacramento Chapter.

Resources:

Adam Grant, Think Again (available on Amazon)

Patrick Lencioni, The Ideal Team Player (available on Amazon)

Edgar Schein, Humble Inquiry (available on Amazon)

Six Types of Working Genius: https://www.workinggenius.com/

Connect with Kathryn Ness: https://www.linkedin.com/in/kathryn-ness-cpsm-6a08928

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enFebruary 09, 2024

professionalservicesmarketing

Episode 264 - Developing Great Case Studies & Using AI To Help

Episode 264 - Developing Great Case Studies & Using AI To Help

What if your project summaries could proactively win work for you? Leslie Blaize, CPSM, is a case study specialist. She's sharing the secrets to making a compelling case study document that speaks to your company, your client, and prospective clients with her 1 case study = 3 wins techniques.

Resources:

American Writers and Artists Institute - https://www.awai.com/

Casey Hibbard - https://www.compelling-cases.com/

SMPS Pacific Regional Conference - https://smps-prc.org/

Connect with Leslie Blaize: linkedin.com/in/freelance-writer-architecture-engineering-construction/

AEC Connect newsletter: Subscribe on LinkedIn

https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6947590700544704513

Website: blaizecommunications.com/

blaizecommunications@gmail.com

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enJanuary 26, 2024

professionalservicesmarketing

Episode 263 - Organization Tips for 2024

Episode 263 - Organization Tips for 2024

Did you resolve to be better organized or have better follow-through in 2024? Frank and Kate share their tips for staying on top of email, scheduling, and to do items in practical, low key ways.

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enJanuary 12, 2024

professionalservicesmarketing

Episode 262 - Year-End Wrap-Up, Look Forward for 2024

Episode 262 - Year-End Wrap-Up, Look Forward for 2024

As another year comes to a close, Deirdre and Frank recap highlights of 2023 and expectations for 2024. It's a meaningful look at their professional and personal journeys. There's a little arm-chair market forecasting, a little lessons learned, and a lot of fun in this episode.

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enDecember 29, 2023

professionalservicesmarketing

Episode 261 - Coaching the Coaches, Advice for Interview Coaching Part 2

Episode 261 - Coaching the Coaches, Advice for Interview Coaching Part 2

This is part two of a two-part series on interviews and interview coaching. Professional services marketers work with a team to position for a big pursuit, write a killer proposal and get shortlisted to interview. It’s the last step in the process to winning the pursuit… and, honestly, it can be a lot of fun and/or a lot of work. There are multiple personas involved, lots of moving parts, and lots of pressure. Deirdre Booth and Kathryn Ness are interviewed by Frank Lippert to help marketers set the stage for success with this important job function.

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enDecember 15, 2023

professionalservicesmarketing

Episode 260 - Coaching the Coaches - Advice for Interview Coaching Part 1

Episode 260 - Coaching the Coaches - Advice for Interview Coaching Part 1

This is part one of a two-part series on interviews and interview coaching. Professional services marketers work with a team to position for a big pursuit, write a killer proposal and get shortlisted to interview. It’s the last step in the process to winning the pursuit… and, honestly, it can be a lot of fun and/or a lot of work. There are multiple personas involved, lots of moving parts, and lots of pressure. Deirdre Booth and Kathryn Ness are interviewed by Frank Lippert to help marketers set the stage for success with this important job function.

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enDecember 01, 2023

professionalservicesmarketing

Episode 259 - Finding What's Next

Episode 259 - Finding What's Next

Not sure what retirement holds for you? Or maybe you know someone that's just a little uncertain about what's next for them as they retire from professional services marketing? This podcast is for you. Frank talks to his friend and mentor, Laurin McCracken, who went from professional services marketing legend to one the top watercolor painters in the world in his retirement. This is a fun conversation about figuring out what to do in retirement, how to find fulfillment, and how to put your best professional services marketing skills to use for YOU!

In his first career, Laurin McCracken, FSMPS, was a renowned marketing and business development expert and a transformative leader in the Society for Marketing Professional Services (SMPS). Today, Laurin McCracken, AWS, NWS, is a realist watercolorist. His approach to still life painting emulates that of the Dutch and Flemish still life painters of the 16th and 17th centuries. He is a signature member of more than a dozen watercolor societies including the American Watercolor Society and the National Watercolor Society. His paintings have won multiple awards and have been included in competitive and invited exhibitions around the world. His paintings are in the permanent collections of the Watercolor Museum, Fabriano, Italy, The National Museum of China in Beijing, The Museum of the University of Mississippi and other institutions.

Resources: https://www.federalreserve.gov/monetarypolicy/publications/beige-book-default.htm

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enNovember 17, 2023

professionalservicesmarketing

Episode 258 - Career Path: Sedona Scheopner

Episode 258 - Career Path: Sedona Scheopner

Meet another TankGirl Marketing team member, Sedona Scheopner! Kate and Sedona talk about transitioning into AEC marketing, staying motivated, achieving balance, and even a little AI on this fun, getting-to-know-you chat.

Sedona brings five years of marketing experience and a lot of enthusiasm to the TankGirl team. She is passionate about learning everything about marketing for the AEC industry. Sedona is engaging and easily connects with people of all backgrounds, ages, and walks of life, making her a natural marketer. Her superpower is her ability to coordinate with teams and clients and she is a GI Jane of All Trades--contributing to proposal management, social media campaigns, graphic design, communications, and pursuit strategy.

Sedona is a member of SMPS Arizona and has a passion for learning. She soaks up training and webinars and brings back the things she learns to share with the TankGirl team.

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enNovember 03, 2023

professionalservicesmarketing

Episode 257 - Good Research

Episode 257 - Good Research

Good research begins with a good framework. In the last episode of our Marketing/BD Plans series, Frank and Kate talk to Sarah Kinard of The Flamingo Project to get the facts about how to build those plans on good research. They talk about defining the use of the data before you start, reframing the questions to get out of the rabbit holes and back on track, and resources to get started.

Sarah Kinard, Head Bird at The Flamingo Project, is a strategic visionary who continues to build her career shaping strategy for professional service firms. Through research, fractional CMO and strategy, she is known as a change agent, tackling challenges with implementation at a scale her clients can handle. Sarah's curiosity, fail-forward/fail-fast approach, and desire to have fun in everything she does, are the hallmarks of how she "does it differently." Sarah served as President of SMPS Dallas, Now North Texas in 2021-2022 and currently serves as Secretary for the SMPS Foundation.

Resources:

https://theflamingoproject.com/market-research-and-growth/

https://theflamingoproject.com/what-is-market-research-market-research-for-aec/

https://cart.smps.org/store/the-neuropsychology-of-influence-and-decision-making/852

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enOctober 20, 2023

professionalservicesmarketing

Episode 256 - Good BD Plans

Episode 256 - Good BD Plans

As part of our planning series, today we are discussing the ins and outs of Business Development plans. Why do you need one, what do they look like, what do you need to know, and how do you know if you have written a successful plan?

Deirdre interviews Frank about how a BD plan ties into your strategic and marketing plans and most importantly, how they work together to accomplish great business development.

Rainmaking - by Ford Harding

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enOctober 06, 2023

professionalservicesmarketing

Episode 255 - Back to School with Marketing Plans

Episode 255 - Back to School with Marketing Plans

Following up on the case study in Episode 254, we decided that maybe a little back-to-school education on Marketing Plans would be a good idea. This episode talks about what goes into a really good marketing plan, how to create one, get buy-in for it, implement it, and keep it going through it's lifespan.

Frank interviews Deirdre and they talk about the lessons learned in doing a volume of marketing plans, in-house and as consultants. From marketing plans for expanding into existing markets and services to new market exploration, this podcast covers it all.

The Markendium books mentioned in the podcast are available at https://www.amazon.com/dp/B0C4XTZSH8

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enSeptember 22, 2023

professionalservicesmarketing

Episode 254 - Marketing Plans for Beginners

Episode 254 - Marketing Plans for Beginners

Marketing Plans are a great place where marketers set direction and prove their value. This podcast is a case study of a marketer writing their first marketing plan. We'll talk about the real-life process, the highs and lows, and the outcomes personally and professionally.

Katerina (Kat) Marovich joined Summit Engineering as an administrator and quickly became the firm’s sole marketer. Kat has tackled it all from rebuilding the website, planning and hosting events, and developing the firm’s Marketing and Business Development Plan. Find her on LinkedIn: https://www.linkedin.com/in/katerina-marovich-2638a0142/

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enSeptember 08, 2023

professionalservicesmarketing

Episode 253 - Department of One

Episode 253 - Department of One

How do you find balance and success as a department of one? Vicki Menard, Maggie Thornton, and Jodi Sommers share the challenges and advantages of being a solo marketer with guest host, Kate Robinette. Variety is the spice of life.

Vicki Menard is the marketing director for Todd Construction. She has been using her storytelling skills in the construction industry for the past eight years, since transitioning from a long career as a daily newspaper editor and reporter. She is the proud mother of adult identical twin daughters and a descendant of Oregon Trail pioneers.

https://www.linkedin.com/in/vickimenard/

www.toddconstruction.com

Maggie Thornton, CPSM, oversees marketing and business development for Westlake Consultants. Her core responsibilities include day-to-day marketing and proposal development, firm communications, business development planning and recruitment efforts, as well as helping to develop company initiatives, practices, and policies. She joined Westlake Consultants in 2010 and was named an Associate Principal in 2020.

https://www.linkedin.com/in/maggie-thornton-cpsm-232bb213/

www.westlakeconsultants.com

Jodi Sommers, CPSM, LEED Green Associate, is a textbook example of a serial solo marketer. She was the first marketer hired at four separate AEC companies, where she ran her department of one. She has represented architects, contractors, sustainable design firms and a wide variety of engineers, energy analysts and commissioning providers. She recently started her own consulting firm – Jodi Sommers Marketing – where she provides marketing strategy and consulting for AEC firms with a special emphasis on cause marketing, which is the art of supporting nonprofits and achieving marketing and employee engagement goals simultaneously.

https://www.linkedin.com/in/jodi-sommers-cpsm-leed-green-associate-768b984/

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enAugust 25, 2023

professionalservicesmarketing

Episode 252 - Being a Better Human

Episode 252 - Being a Better Human

This episode goes deep. Frank and Deirdre dive into a question that super-hero author/podcaster/researcher Brene Brown poses: In general, are people really doing the best they can with the tools they have in the moment? So many angles to this, so many take-aways, and so much empathy. Come learn how to be a better human.

Resources:

The Collaborative Way by Floyd and Jason Fickett (available on Amazon)

Brené Brown "Unlocking Us" podcast https://brenebrown.com/podcast-show/unlocking-us/

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enAugust 11, 2023

professionalservicesmarketing

Episode 251 - Getting Motivated When the Energy Isn't There, but the Deadline Is

Episode 251 - Getting Motivated When the Energy Isn't There, but the Deadline Is

This episode talks about the grind and figuring out how to get the job done even when it it's the last thing you want to do. Deadlines are real, job performance matters, and sometimes people suck. You're stuck. We've been there, let's unstick it.

Resources:

Burnout by Emily and Ameilia Nagoski (available on Amazon)

The Middle by Jimmy Eat World (song)

Rage Against the Machine (rock band)

Breathwork: www.webmd.com or www.everydayhealth.com

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enJuly 28, 2023

professionalservicesmarketing

Episode 250 - Super Moms Part 2

Episode 250 - Super Moms Part 2

Recorded earlier this year during the week ahead of Mother's Day, Frank and Faith talk to two of the Super Moms in our network. In Part 2 of our Super Moms series, they talk to Bethany Rustic Smith of Energy Systems Group (ESG). Bethany offers great advice on managing a career at full-throttle and making time for three kids. The conversation is rich with relationship advice, parenting ups and downs, and real-life wisdom.

Bethany Smith, FSMPS, CPSM, is a 25-year construction industry veteran, having built her Marketing and Corporate Communication career with construction giants Messer Construction Co. and Turner Construction Co. Now embarking on a new challenge, Bethany has taken the role of Strategic Marketing Leader at ESG where she leads the company's marketing and communication efforts throughout the country.

Bethany is a graduate of the Cincinnati Chamber’s "We Lead" program and was named one of Cincinnati’s Forty Under 40 by the Cincinnati Business Courier. In April of 2005 during her term as President of the SMPS Greater Cincinnati Chapter, she received the Certified Professional Services Marketer designation from the Society of Marketing Professional Services, and in 2014 was named a Fellow - one of her most prized accomplishments.

Bethany Rustic Smith: www.linkedin.com/in/bethanyrusticsmith/

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enJuly 14, 2023

professionalservicesmarketing

Episode 249 - Super Moms Part 1

Episode 249 - Super Moms Part 1

Recorded earlier this year, the week ahead of Mother's Day, Frank and Faith talk to two of the Super Moms in our network. The first conversation is with Jennifer Hebblethwaite who demonstrated all the stages of mom-ness for her two daughters. She talks candidly and honestly about some of the struggles with going back to work and the seasons of life we all experience. Part 1 of our Super Moms series.

As a principal and Director of Storytelling at Page, Jennifer’s goal is to expand the firm’s impact by capturing, developing, and sharing narratives that inspire and excite employees and clients, reinforcing brand messaging across every platform. She is a rogue academic at heart. She has spent 10 years in academia teaching everything from playwriting and storytelling to MBA Leadership/Communication on an undergraduate and graduate level. As a self-proclaimed “arbiter of good,” she hopes to create harmony between internal messaging, marketing, communications, business development, and the work Page’s teams create.

Jennifer Hebblethwaite: www.linkedin.com/in/jen-hebblethwaite-1679aab/

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enJune 30, 2023

professionalservicesmarketing

Episode 248 - Difficult Conversations

Episode 248 - Difficult Conversations

How to use the bluntness from Episode 247 to have difficult conversations - whether with your boss, your coworkers, your staff, or your client.

Recommeded resources:

The Power of Vulnerability - https://brenebrown.com/book/the-power-of-vulnerability/

The Collaborative Way - https://collaborativeway.com/

Brené Brown TedTalk - https://www.ted.com/talks/brene_brown_the_power_of_vulnerability/c

Brené Brown Call to Courage on Netflix

Music by RomanSenykMusic on Pixabay. www.pixabay.com

PSM: Professional Services Marketing

enJune 16, 2023

professionalservicesmarketing

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