THE PODCAST FOR AEC MARKETERS

The PSM Show is the podcast for AEC marketers, business developers, leaders, technical staff, consultants, and clients who want to peek behind the curtain on what makes great architecture, engineering, construction, and specialty firms tick. While the focus is usually marketing and business development, we don’t shy away from the burning or difficult topics that affect our industry. We seek out practical advice from people who are making magic or making waves, with the intent of helping you make it all work better and easier.

276: Crafting Success: Uniqueka Walcott on Branding and Career Mastery

In this episode, Deirdre sits down with Uniqueka Walcott, a renowned writer and speaker, to discuss personal branding, career ownership, and workplace culture. Known as the “Billion Dollar Bid Writer,” Uniqueka shares her journey of crafting a strong personal brand through strategic communications and offers insights from her experience to help individuals embrace authenticity and boost visibility. The conversation highlights pivotal career moments, emphasizing self-guidance and the importance of a supportive network. Uniqueka addresses challenges in career ownership, including mindset shifts and actionable feedback, and stresses the necessity of recognizing when change is needed. Strategies for overcoming obstacles and cultivating a workplace culture of mutual respect are also explored. Key takeaways include rejecting disrespect, being discerning with feedback, and embracing proactive change, providing listeners with practical insights to advance their personal branding and career growth.

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275: Doing Good Things with “Cause Marketing”

Cause Marketing is where A/E/C firms partner with non-profits to develop campaigns that do good things for the community, help the non-profit and their cause, and advance the brand and goodwill of the company investing in it. PSM Show cohost Frank Lippert talks to Jodi Sommers of Jodi Sommers Marketing and Megan Falkenstein of Sponsors, Inc. to learn more about what goes into doing great cause marketing—the kind of campaigns where everyone benefits and everyone wins.

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274: Marketing and Finance: The Dream Team

Frank sits down with Laurie Lumish, Principal and Director of Marketing and Business Development at Degenkolb Engineers, and CFO Maury Ballif to explore the secrets of building a strong working relationship that sets a new industry standard. In this engaging conversation, you’ll gain practical advice on enhancing your role within the company, developing empathy, mutual understanding, and fostering seamless collaboration between marketing and finance teams. Laurie and Maury address common challenges and offer strategies for overcoming them. Their combined experience provides valuable lessons for any professional aiming to strengthen team dynamics. Tune in for actionable tips to build your internal partnerships and achieve outstanding results.

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273: Mastering Your Company’s Conference Presence

In this follow-up episode, Frank and Deirdre dive deeper into how companies can effectively plan and execute their presence at conferences. Learn how to set SMART goals, craft a compelling message, and equip your team with effective conversation topics. Frank and Deirdre also discuss creating a staffing plan that balances attending sessions with manning the booth. This episode highlights important aspects such as ROI, achieving your overall conference goals, and more. Tune in for actionable advice that will elevate your conference strategy and drive impactful results.

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272: Optimizing Your Professional Conference Experience

Frank and Deirdre share their insights on making the most out of your professional conference experience. They discuss strategic networking, setting realistic expectations, and engaging effectively with speakers. You’ll also learn about the importance of taking notes and adhering to proper conference etiquette, especially during the final keynote session. Whether you’re new to conferences or a seasoned pro, this episode is filled with valuable tips to enhance your participation and takeaway.

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271: Leader Advocate

Coffman Engineers is known for having some of the most talented, long-standing, happy marketers in A|E|C. And Chad Heimbigner, COO, and Board Director, is part of the reason why. From his heartfelt servant leadership to collaborative partnerships to lifelong learning, Chad embodies the best traits of a strong technical leader who stands by the team. Deirdre, Kate, and Chad talk about what makes a leader advocate and how to build an intentional, positive marketing/BD/leadership culture.

Coffman Engineers is a multidiscipline engineering consulting firm with almost 800 team members in 21 offices across the United States. Chad is also an active volunteer with several community organizations and serves on the University of Idaho Civil and Environmental Engineering Advisory Board.

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270: Advice to My Younger Self

Knowing what you know now, what advice would you give to your younger self? Deirdre Booth and Kate Robinette swap professional and personal advice in this fireside chat. If you have advice to share, please post to our social media pages on Facebook, LinkedIn, and Instagram #psmshow!

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269: Enter, Stage Right

Two theater kids walk into an AEC firm… Kathryn Ness visits Kayla McCause from Dragonfly AEC and Kate Robinette of GO Strategies about how they apply their performing arts training and experiences to their work in marketing and business development. These three get serious about play and the transferable skills of unusual backgrounds. Enter, stage right. Kayla has a background in theater and worked in corporate marketing, giving her an appreciation of both the art and analytics behind effective marketing strategies. Energetic and inquisitive, she challenges herself to continually learn and improve in work and life, whether through asking powerful questions or experiencing different cultures. With her unique mix of skills and perspectives, Kayla gives AEC firms the tools to expand their influence and grow their revenue. From helping firms grow and diversify their market share to delivering engaging training sessions, she applies a combination of optimism and objectivity that creates connection and drives results. Kate is a theater nerd who learned about AEC marketing when a board member of the arts council where she worked suggested she talk to his marketing director. She quickly realized her linear thinking, strategic analysis, writing, and logistics management were a killer combination for helping to win work. She spent 20 years honing her craft. Now she helps companies strengthen their marketing and BD teams, culture, and employee engagement with the same combination of talents and a (slightly less) deadline-driven rigor.

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268: Just Show Up: Building the Life You Want With Discipline

**Recorded live at the 2024 SMPS Pacific Regional Conference in Portland, Oregon**

Ryn (Kathryn) Bennett, MPH, is a non-binary 40 under 40 award winner, world-record-holding strongman competitor, celebrated TEDx and Ignite speaker, and advocate for developing mental toughness. They are the author of Productive Pain, a personal memoir and inspirational guide. With a background in social and behavioral health and process improvement, Ryn’s professional career spans industries including tech, healthcare, and engineering/construction. Ryn used the mental fortitude and tenacity they learned in the gym to advance their career and overcome burnout, working from an entry-level process improvement role into a director position. Ryn is a Certified Professional Services Marketer and is nationally ranked as a strongman competitor. They are passionate about helping others develop the mental tenacity and internal strength they need to succeed, no matter the adversity they’re facing.

The podcast picks up after Ryn’s keynote. A few excerpts from the keynote have been included for context, but the podcast discussion does not depend on having heard the address.

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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.

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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.

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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.

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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.

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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.

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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.

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Your Hosts
Frank Lippert, FSMPS, CPSM

Frank Lippert, FSMPS, CPSM

Founder/Partner, GO Strategies

Frank Lippert, FSMPS, CPSM, is the founder/partner of GO Strategies, LLC. He provides strategic pursuit planning, strategic market capture planning, and functional seller/doer training to clients throughout the US. Frank is all about helping teams work more effectively and more efficiently with processes, schedules, and tools that keep A/E/C firms’ business development strategy and marketing efforts on track. He has worked at small, medium, large, and mega-sized engineering companies in his 30 years in the A/E/C industry. He speaks regularly at SMPS, ACEC, WTS, APWA, and SAME conferences. Frank has served as the SMPS Society chapter delegate and Society president. He has been recognized as an SMPS Fellow (FSMPS) and is a Certified Professional Services Marketer (CPSM).  

Frank’s infectious energy, humor, and storytelling makes learning about marketing and business development fun, engaging, and memorable. 

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Deirdre Booth, FSMPS, CPSM

Deirdre Booth, FSMPS, CPSM

President + Lead Strategist, TankGirl Marketing

Founded in 2011, Deirdre Booth is the President + Lead Strategist of TankGirl Marketing. Strategy First, this is where Deirdre lives and breathes. She is always thinking about the bigger picture and how we can move your goals down the battlefield to the win. She is intimately involved in every project, lending her 20 years of AEC marketing experience across the nation.

Deirdre has the unique ability to take high-level ideas and develop solid strategies for success. Whether it is creating and implementing a strategic vision, or digging deep to win a specific project, she ensures the team is always ready for battle with the right strategy to execute the plan. For over 20 years she has focused on business /marketing planning, strategic project pursuits, and supporting firms through the implementation of the tactics needed for success.

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GUEST HOSTS

Kate Robinette, CPSM

Kate Robinette, CPSM

Partner, GO Strategies

Kate Robinette, CPSM, is a partner at GO Strategies, LLC. Her superpower is combining marketing and business development with people management and leadership. This wild mix unlocks employee engagement, potential, and growth. She is the creative force behind GO Strategies’ Dynamic Workplaces®, turning the same skills that help build meaningful relationships with external customers to improve the employee experience and company culture. Kate helps people work smarter, have more fun, and reach their goals.

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Kathryn Ness, CPSM, CPLC

Kathryn Ness, CPSM, CPLC

Partner, GO Strategies

Kathryn is a partner with GO Strategies, LLC. and brings energy and vitality to her clients that promotes the mission of “making everything about marketing and BD easier.” With 20+ years in the A/E/C industry, Kathryn brings an in-the-trenches perspective on how things work and how things can work better. She is a Certified Professional Life and Work Coach and has been trained as a Working Genius facilitator. Her sense of humor is balanced with a sense of getting the job done. Kathryn has presented at conferences and for SMPS chapters, regional conferences, and other A/E organizations. 

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Hosts Emeriti

David Lecours

David Lecours

Principal, LecoursDesign

David Lecours helps Architecture / Engineering / Construction (A/E/C) firms attract and retain great clients and talent. He is Principal at LecoursDesign, a branding, and digital marketing consultancy.

David has been a TEDx presenter and speaks at conferences worldwide. David is also passionate about surfing, pickleball, and succulents.

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Josh Miles

Josh Miles

Consultant and Fractional CMO

Josh Miles is a brand-obsessed consultant, keynote speaker, and caffeine addict. Josh is the author of Bold Brand 2.0, a veteran of the TEDx stage, and hosts Obsessed Show andPSM.Show podcasts.

Josh is a long-standing advocate for bacon, loves to cook keto, hit the gym, and photograph new places in his travels.

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