PSM: Professional Services Marketing

In an industry built on deadlines, pursuits, and constant pressure, resilience is often framed as grit and endurance. But what if that mindset is actually driving burnout?

In this episode of The PSM Show, Deirdre Booth sits down with Nicole Van Valen, founder of Keen Insights and author of The Joyful Leader, to reframe how AEC firms think about resilience, leadership, and performance. Drawing from her background as a licensed marriage and family therapist and corporate leader, Nicole explains why joy is not a perk or personality trait, but a practical tool that supports focus, steadiness, and...

What does strategy really look like inside a construction firm that wants to grow on purpose, not by accident?

In this episode of the PSM Show, host Damion Morris talks with James Hatch, Chief Strategy Officer at Kovac Building Enclosures, one of the top glazing contractors in the country. James shares how his path through architecture, estimating, finance, and business development shaped the way he leads strategy today – and why he sees the CSO as the "agent of change" inside the firm.

They dig into what it takes to keep the "periscope above the water," ch...

Hosts Deirdre Booth and Damion Morris dig into why AEC marketing roles have stretched across design, writing, coordination, and strategy, and why that model is shifting. They unpack findings referenced from SMPS research, lessons from recent pursuits, and how private equity, data, AI, and client experience are changing expectations. Hear practical ways teams can organize around five core functions, build true strategic capacity, and connect marketing to revenue and reputation.

Whether you're a Swiftie or not, Taylor Swift's influence on global spending and the marketing strategies behind her success are impossible to ignore.  In this episode, Deirdre Booth and I explore how AEC firms can draw inspiration from Taylor Swift's innovative marketing tactics to create their own opportunities for growth.

AEC marketing and business development are changing fast. In this episode, Deirdre Booth talks with Scott Butcher of Stambaugh Ness about what is reshaping the work today and what leaders need next. They cover the talent crunch, the "missing middle," and why environmental scanning belongs in every plan. They discuss practical uses of AI, how early adopters are already productizing tools, and what happens when firms delay. Scott makes the case for true marketing leadership at the table, not just a new title, and offers a six month playbook that focuses on three use cases for AI, stronger BD...

Client experience is more than good service. In this episode of the PSM Show, Damion Morris and Deirdre Booth talk with Tim Amos, CPSM and Head of Growth at Client Savvy, about how AEC firms can design and manage client experiences that create measurable business results.

Tim shares his journey from in-house marketing to leading CX strategy and explains why repeat business does not always equal loyalty. He introduces practical ways to measure client sentiment, including Net Promoter Score and share of spend, and describes how firms can use feedback to inform go/no-go decisions, increase profitability...

In this episode of The PSM Show, co-host Damion Morris welcomes Allison Tivnon, strategic advisor, author, and City Councilor for Beaverton, Oregon. Allison has spent nearly two decades guiding AEC firms through the complexities of marketing, planning, and leadership.

Damion and Allison explore why so many strategic plans lose momentum after the retreat and how to create alignment that lasts. They discuss the importance of involving marketing in the process, the role of a skilled facilitator, and how to make sure vision translates into action.

Guest Bio:
Allison Tivnon has dedicated her career to...

This week on the PSM Show, we're bringing back one of our most impactful episodes while Deirdre and Damion are out at Amplify AEC.

Whether you lead interview prep or support it behind the scenes, this episode offers a powerful mindset shift: coaching is not about directing or fixing. It's about creating emotional safety and helping people shine under pressure.

If you've ever coached a must-win team or sat through a feedback session that crushed more than it helped, this one's for you.

Deirdre and Damion are both gearing up for SMPS Amplify, and with Damion serving as one of this year's conference chairs, we're giving them a little breathing room this week.

In the meantime, we're bringing back a listener favorite: "Finding Your Why & Trusting the Process: Rethinking Goals." Originally released in February, it's one of our top-performing episodes—and for good reason.

Your firm's site greets visitors long before a proposal or a handshake. In this episode of the PSM Show, co-hosts Damion Morris and Deirdre Booth sit down with content strategist and copywriter Ben Culbreath to unpack what your homepage is really saying—and why that message may be turning prospects or future hires away.   Ben shares field-tested ways to move a reader from "nice photos" to "let's talk," beginning with a simple litmus test—searching for the word you—and a copy layout known as the F pattern. He explains how clear headlines, client-focused language, and specific calls to action guide v...

Executive presence might sound like a buzzword, but in this episode of the PSM Show, Damion Morris and Deirdre Booth get to the heart of what it really means. They break it down into practical, learnable elements: composure, communication, and appearance. Through honest conversation and real examples, they show how presence is not about being polished or loud—it's about showing up with consistency, clarity, and intention.

They explore how poise under pressure signals confidence, why language shapes perception, and how your physical presence—including in virtual meetings—affects how others receive you. Deirdre shares insights from coachi...

What does it take to lead with purpose, authenticity, and impact in the AEC industry? In this special episode of The PSM Show, co-host Damien Morris reflects on receiving the 2025 Leonardo Award from SMPS Los Angeles—a prestigious honor recognizing a career built on vision, creativity, and service.

Joined by co-host Deirdre Booth, Damien shares the personal and professional milestones that shaped his leadership journey, the mentors who inspired him, and the importance of lifting others along the way. From finding your strengths to building engaged teams, mentoring with intention, and creating meaningful change in your firm, th...

What does it take to move from marketing manager to CMO in the AEC industry? In this episode, we talk with Jennifer Haferbecker, founder of On Your Market Set Go, about the mindset shifts, strategic thinking, and evolving expectations that shape today's marketing leaders. Jennifer shares how marketing teams can support firm growth, influence business decisions, and build internal alignment—especially during times of change. We also explore the rise of the fractional CMO model, the expanding role of marketing in mergers and acquisitions, and the importance of showing up as a strategic partner at every level. Whether you're le...

What if your biggest career breakthrough isn't about a title or a checklist, but about learning to observe and adapt? In this episode, we talk with Joanna Kozłowski, strategist, coach, and founder of Resolute Consulting, about how to take charge of your own growth—even when no one's handing you the playbook. Joanna shares what it means to become an anthropologist of your own career, how to decode workplace culture, and why marketers need to connect professional development to business outcomes. With roots in adult education and a deep background in AEC marketing and BD, Joanna brings sharp ins...

Coaching a team for interviews is about more than polishing presentations. It is about protecting confidence, creating emotional safety, and helping people show up as the best version of themselves. In this episode, Deirdre Booth and Damien Morris dive into how to coach the coaches by training leaders to give feedback that grows people instead of tearing them down. They explore what it means to coach with empathy, how to time feedback for maximum impact, and how to adapt coaching styles to different personalities. Whether you are leading interview prep or stepping into coaching for the first time, this...

Let's get real—shortlist interviews are high-pressure, high-stakes moments where everything you've built—your strategy, story, and team—comes down to one shot. In this episode, Damion Morris and Deirdre Booth unpack what it really takes to show up in the room and deliver.

This isn't a conversation about perfect slide decks or canned responses. It's about the human side of the interview—the mindset, the chemistry, and the culture that drives real connection. From frameworks and firm culture to the psychology of safety and the power of storytelling, Damion and Deirdre get into the details of how grea...

In this episode of The PSM Show, Deirdre Booth goes one-on-one with longtime friend and bold brand-builder Nicole Posten, founder and principal of On Point Architecture. Based in Mesa, Arizona, Nicole launched her firm while on maternity leave—baby on one hip, CAD drawings on the screen, and zero interest in playing it safe.

Nicole brings the same energy to her marketing as she does to her design work: unapologetically real, fiercely professional, and refreshingly human. From naming her firm "On Point" to embracing a brand voice that's quirky, brassy, and undeniably her, Nicole shares how authenticity ha...

Success isn't just about working hard—it's about working smart. In this episode, Deirdre Booth sits down with Rachel Charlton, founder of Sticky Communications, to explore seven lessons she wished she had learned sooner in her AEC career.

They break down the power of taking initiative, how to lead with purpose, and why understanding the why behind your work can shape both your career and workplace relationships. Rachel also shares how young professionals can navigate challenges like balancing expectations, avoiding burnout, and using data-driven insights to gain influence.

Beyond career strategy, they dig into the mi...

Sticking to goals is easy when motivation is high—but what happens when that initial spark fades? In the third installment of our goal-setting series, Deirdre and Damion explore how to stay connected to your goals by digging into the why behind them. They discuss the difference between setting goals for external validation versus personal fulfillment and how aligning with your deeper purpose leads to lasting progress.

They also break down the role of self-awareness in navigating change and how external feedback can reveal blind spots, strengths, and unexpected opportunities. By paying attention to both internal motivation an...

In the second episode of our goal-setting series, Deirdre and Damion rethink traditional success by shifting the focus from achievement to transformation. Instead of chasing goals for the sake of external recognition, they explore how goals should serve as stepping stones toward personal growth.

They introduce the NICE goal framework as an alternative to traditional SMART goals, highlighting the importance of setting goals that align with personal values and long-term vision. Through personal stories and practical strategies, they share how discipline and consistency play different roles in success, why sustainable progress matters more than rigid perfectionism, and...

New year, fresh start? Maybe. But let's face it: the pressure to set ambitious resolutions and overhaul your life on January 1st is overwhelming—and often counterproductive. In this episode, hosts Damion and Deirdre take a deep dive into the mindset shift we all need: moving from hustle culture to a life that's fulfilling, intentional, and aligned with what truly matters.

Drawing from their personal journeys, the hosts explore why societal expectations around goal-setting can lead to burnout and frustration, and how to approach 2025 with clarity and balance instead. They challenge the conventional "new year, new you" na...

This episode marks the transition of longtime co-host Frank Lippert as he steps away to focus on his role as Director of Strategy at Delve Underground. For the past three years, Frank has been a trusted voice for candid, honest conversations about leadership, marketing, and the human side of professional services. His reflections on this journey offer valuable insights on authentic leadership, succession planning, and navigating change — themes that every professional can relate to.

But as one chapter closes, another begins. The PSM Show is proud to welcome its new co-host, Damion Morris, a proven marketing leader fr...

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...

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.   Jodi Sommers, CPSM, Jodi Sommers Marketing Jodi Sommers spent the past twenty-five years providing her expertise to a diverse array of AEC...

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...

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.   Music by RomanSenykMusic on Pixabay. www.pixabay.com 

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.   Music by RomanSenykMusic on Pixabay. www.pixabay.com 

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 a...

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! Resources: Burnout: The Secret to Unlocking the Stress Cycle, by Emily and Amelia Nagoski (available on Amazon.)  First, Break All the Rules: What the World's Greatest Managers Do Differently, by Marcus Buckingham (available on Amazon) Citizenship in a Republic (The Man in the Arena), by Theodore Roosevelt Music by RomanSenykMusic on Pixabay. www.p...

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 th...

**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...

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. Do...

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 n...

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...

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 RomanSenykMu...

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  

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  

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...

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...

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, w...

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 t...

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 a...

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 

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...

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

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/v...

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 

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 

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. N...

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, r...

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 

On this episode, Frank and Deirdre talk about communicating directly. They dive into how to manage reactions to it, how to deal with the consequences, how to use bluntness for good versus evil, and the gift of honesty. Recommended reading: Radical Candor, by Kim Scott - available on Amazon Music by RomanSenykMusic on Pixabay. www.pixabay.com

Frank and Deirdre talk with Marci Thompson, SMPS' Chief Strategy Officer, about what happens behind the scenes to deliver great events like SMPS Amplify AEC and the Pinnacle Experience. As usual, the conversation goes deep and Marci gets real about how things happen, about change, and about keeping your head above water when you're in rough seas. It's an entertaining and thoughtful (as well as thought-provoking) conversation.   https://www.linkedin.com/in/marci-thompson/   Music by RomanSenykMusic on Pixabay. www.pixabay.com  

Ryan Konst has spent the last 20+ years in the AEC industry, all with Schaefer. He started out as an engineering co-op and went full-time as an engineer upon graduating from the University of Cincinnati. He moved through the engineering ranks and into a leadership position focusing primarily on strategy, planning, and revenue generation. In his current role as executive vice president for Schaefer, he is responsible for guiding the firm's strategic growth and vision for the future. He started as a structural engineer and quickly realized that to grow the company and his career, he needed to learn and do...

Part 2 on our discussion about recruiting best practices, we shift the focus from job postings to using the company brand in the recruiting effort and what that means. Rachel Kennedy combines her background in recruiting and a love of marketing together to help growing businesses attract the right talent. Deirdre, Kathryn, and Rachel talk about the four Ps of recruiting success, the commonalities between marketing and recruiting, generational differences of candidates, and building a beautiful candidate experience.   https://southernlighthouse.com/   LinkedIn for Marketers free download. https://fabulous-producer-1804.ck.page/c19763d6bc   Music by RomanSenykMusic on Pixabay. www.pixabay.com  

Katrina (Kat) Kibben is an award-winning writer and keynote speaker known for helping hiring teams write inclusive, unbiased job postings that help them hire the right person faster. Before founding Three Ears Media, Katrina was a CMO, Technical Copywriter, and Managing Editor for leading companies like Monster.com, Care.com, and Randstad Worldwide. Today, Katrina is frequently featured as an HR and recruiting expert in publications like The New York Times, Chicago Tribune, and Forbes. 

She spoke at the SMPS Pinnacle Experience in November 2022, and what she shared about writing effective job postings was so profound, w...

In this final episode of the Career Path series, Frank interviews Kristi Bigelow, Marketing Manager at TankGirl, about her career development experience in A/E/C. Self-proclaimed engineering nerds, Frank and Kristi discuss the more interesting aspects of civil works projects and how to develop relationships and work more effectively with technical experts.

Kristi Bigelow, PMP, can be found on LinkedIn at https://www.linkedin.com/in/kristi-bigelow-pmp-4080a39 

Music by RomanSenykMusic on Pixabay. www.pixabay.com 

Dean Hyers' background is almost stranger than fiction. He's worked as a film director, coached courtroom presence, developed closing arguments for trials, and taught acting to covert government agents. Troy Parkinson has his own arts-to-AEC journey as a film producer for Discovery Health and the History Channel and the Director of Production for the Minnesota film commission. Now they teach, coach, and inspire AEC professionals to win more business by maximizing their confident presence. Dean and Troy chat with Kate Robinette about team unity, authenticity, culture, theater, film, and more leading up to their keynote address at SMPS Southeast...

Cylk Cozart is a renaissance man -- an actor, director, producer, writer, and basketball player with a genuine passion for living. His life's journey hasn't always been an easy one, but his resilience, determination, and kindness have become his approach to everything. Cylk will be a keynote presenter at the March 2023 SMPS Southeast Regional Conference, speaking on The Art of Compassion and Empathy Shared Through Film. Join Deirdre Gilmore and Kathryn Ness as they share stories, hear some life lessons, and get inspired by Cylk.

SMPS SERC is the sponsor of this episode: https://smps-serc.org/ 
C...

The longest journey by motorcycle in a single country by an individual is 132,928 km (82,598 mi) and was achieved by Dana D'Arcy in the USA, from 3 April 2022 to 5 August 2022. Dana discovered this Guinness World Record in 2016 and set a personal goal to beat it. But it wasn't until around 2018 that she felt she could even attempt it. Unfortunately because of the pandemic, she had to wait until 2022. In August of 2022, she rode over 80,000 miles in 125 days on a 2020 Harley Davidson Road Glide Limited. Listen in as Deirdre gets the full story and inspiration from Dana. Lesson learned: you can do...

In our best jobs, we have friends at work. But what happens when one of your friends becomes your boss? Or what happens when you and your boss start to become friends? Listen in as Frank and Kate talk about the one tool that helped them preserve the friendship and the working relationship over the years.

Resource: Men Are From Mars, Women Are From Venus [available on Amazon]

Music by RomanSenykMusic on Pixabay. www.pixabay.com

Why is being a manager almost as scary as speaking in public? And why are we struggling to do this well? We've seen the research - people don't leave their jobs, they leave their managers. But what if managing others was a team effort? What if it worked like a theater production and you are part of an ensemble cast? Join Mary Abbajay, author of "Managing Up: How to Move Up, Win at Work, and Succeed with Any Type of Boss" as she and guest host, Kate Robinette, talk about where to start, the roles we play, and how...

Deirdre and Frank reflect on 2022 and dream about what is ahead for 2023. They talk about personal and professional growth, lessons learned, and the play of randomness and intention that brings surprising results. It's a warm, sincere conversation between two good friends that's as rich and filling as a cup of homemade hot cocoa. Grab a holiday cookie, and a fuzzy blanket, and join the fireside chat.

Morrissey Goodale Word on the Street: https://www.morrisseygoodale.com/resources/wots/ 

Music by RomanSenykMusic on Pixabay. www.pixabay.com 

Chelsea Pozar with Studio W Architects and Gabe Letts with Allgeier, Martin, and Associates talk about how they have maintained great hit rates (upwards of 70%) year after year. Learn about their two different cultures and leadership styles from an architecture and engineering perspective. They offer tips and advice for helping your professional services marketing team and firm leadership get smarter, wiser, and more in control of what they pursue and win. 

2023 SMPS Pacific Regional Conference keynote, Maisha Christian, is a professional coach in AEC who brings a fresh perspective to charting your own career path by influencing the tide through your vision. Deirdre, Frank, and Maisha talk about leadership, authenticity, core values, and stretching to thrive. They get real about advocating for yourself, finding influencers, taking risks, and trying new things to get where you want to go.

Maisha Christian: www.bosslady.coach
LinkedIn: www.linkedin.com/in/maishachristian
Inspiration from Carla Harris: https://carlaspearls.com

Music by RomanSenykMusic on Pixabay. www.pixabay.com<...

Frank and Deirdre check back in with PSM Show hosts emeriti David Lecours and Josh Miles one year after they passed the baton. They catch up, talk about authenticity, and explore what's next. Then Frank and Deirdre reminisce about favorite episodes, lasting messages, and lessons learned. Share some PSM Show soul food with friends. 

Continuing the series of career path conversations, Frank Lippert talks to TankGirl Marketing's project manager and chief organizer, Faith Perez. The conversation focuses on organizational and project management skills while offering lots of tips and tricks to get and stay organized and be more productive with your day. Bonus, some great work/life balance advice, too.

Frank talks with Julie Brown, author of "This Shit Works" A no-nonsense guide to networking your way to more friends, more adventures, and more success.

Julie's podcast: https://open.spotify.com/show/1ymT8Lj7ltW41QyXZOHKyx 
Instagram: https://www.instagram.com/juliebrown_bd/?hl=en 
and her book: https://www.instagram.com/juliebrown_bd/?hl=en 
Last, a link to the conference we mention in the podcast for Women in Construction: https://www.cie.foundation/women-in-construction-conference.html 

Continuing the series of career path conversations, Frank Lippert talks to TankGirl Marketing's Creative Director, Nikki Hasbun. With two creatives, the conversation is filled with great ideas, inspiration, and practical advice to feed the creativity within any listener.

Nikki Hasbun - https://www.linkedin.com/in/nikkihasbun/ 

Steal Like An Artist: https://www.amazon.com/Steal-Like-Artist-Things-Creative/dp/0761169253/ref=sr_1_1?keywords=Steal+Like+an+artist&qid=1660674588&sr=8-1 
Other inspiration:
• Creative Market www.creativemarket.com  
• Adobe Stock www.stock.adobe.com 
• FreePik www.freepik.com 
• Pinterest www.pinterest.com 
• TankGirl's resource page htt...

Keelin Cox is a creative thinker and problem solver with a focus on thoughtful interactions throughout the A/E/C industry. She is invested in marketing efforts that produce smart strategies and help her teams serve their communities. She is the owner of Adiuvo Marketing and the host of the AEC Marketeer podcast that explores A/E/C marketing and beyond.

This episode continues an episode on Keelin's podcast, the AEC Marketeer, where she and Frank talked about how job interviews are changing. Check out the AEC Marketeer episode here (Episode 73, aired 9/14/22). In this episode, Frank and K...

A temp agency assignment at an engineering firm began Kathryn Ness' 20+ year career in marketing and business development in AEC. Her intentional relocation to St. Croix brought personal insights and challenges, and two back-to-back Cat 5 hurricanes that changed her perspectives forever. Now a consultant and certified professional coach at GO Strategies, Kathryn made the leap from solving problems to supporting others' problem-solving. Deirdre and Kathryn unpack life's journeys, lessons, GPS, and limitless possibilities.
 
Kathryn's Top 5(ish) things to grow your career:
- Keep investing in yourself
- Be curious, ask questions, assume nothing
- G...

Perryn Olson is a disrupter, he does things differently. In his current role, he's serving multiple companies under one-parent umbrella. He's finding a way to manage his marketing department as a consultant to these companies. It's a very different way to approach day-to-day and long-term marketing needs. If your firm has multiple brands or divisions, and many do lately, Perryn has an interesting approach for you and your marketing services.

Resources:
Scrum: The Art of Doing Twice the Work in Half the Time
Traction: Get a Grip on Your Business

Karen Natzel with K Communications is a "business therapist." She works with CEOs and other leaders to help them communicate and lead more effectively. In this episode, Frank and Karen dive into the concept of "right-sizing" AEC companies. A lot of firms grow because they think that the opposite of growth is decline. That's not true. In this age of high M&A activity, there is something to be said for sustaining a good, healthy-sized company that meets the demands of loyal clients and the satisfaction of happy employees. Karen shares her insights on healthy organizational growth.

...

Like most of us, Kate Robinette came to AEC through a circuitous route. But hers was an intentional path, made by consciously placing stones to learn her strengths, educate herself, fill holes, and gain advocates. Deirdre and Kate talk about being different, bringing strengths to a conscious level, and dragons in this humorous and deep dive conversation.

Kate's top 5 tips to grow your career:

Gary Williams with Questa Consulting Ltd helps technically minded people become more confident, relaxed, and successful in all things to do with client management and business development as part of his consulting business in the UK. His podcast, Working Winning Ways, provides depth and humor as he explores this strange marketing/selling/BD thing we do. Frank joined Gary's podcast, Work Winning Ways, in February 2022. Now the conversation continues on the PSM Show. Gary draws parallels between the US/UK journeys for buyers and sellers, talks about the importance of training the right people, and uses the analogy of...

Kelly Valentin is the Marketing Director at Empower Electric, LLC in Nashville, TN, and a newcomer to the AEC industry and SMPS. She attended her first conference for SMPS at the Southeast Regional Conference (SERC) in Orlando in March. New to the industry and SMPS, she found herself in a sea of people who knew each other well and had long histories together, as well as juggling new content and learning opportunities. Deirdre and Kelly talk about navigating the ocean swell, inserting yourself, and bringing back one thing of value. 

Rachael Frohardt with PCL Construction and Stephanie Jude  with Clark Nexsen give us the scoop behind leading a major SMPS regional conference - the 2022 Southeast Regional Conference (SERC) in Orlando, FL. They talk about the value of membership in a professional organization, the excitement of high-engagement, and handling the unexpected. Listen in as they talk about leadership, including delegation, becoming fully involved, the power of good communication, acknowledging strengths, and getting the help you need.

Reference files are located here.

Closing keynote at the SMPS Southeast Regional Conference, Sandy Geroux talks about embracing risk, exploring personal risk tolerance, preparing for risk factors, and principles to follow to achieve your goals and gain buy-in.

Reference files are located here.

For more content from Sandy, visit her website www.thewowplace.com or check out Sandy's book "Turn Your Workplace Into a WOWplace!" available on Amazon.

Straight from the SMPS Southeast Regional Conference, keynote Tim Asimos with Circle S Studio talks about bucking the status quo - when, why, and how. Frank and Deirdre bookend the conversation with their own insights on disruption as a tool in the marketing, BD, and leadership toolbox. Get ready for an evolution, not a revolution.

The SMPS Southeast Regional Conference of 2022 hit all the right spots, including inspirational and creative keynote speakers. Join our four-part deep dive with the keynotes and the conference leadership on our special, SMPS SERC 2022 podcast series.

First up is Steve Tatham, a 30-year Imagineer and theme park designer for Universal Creative. We talk about inspiring creativity, playing off each other, giving space for creativity, and translating emotions into desired outcomes.

To learn more, please visit: https://www.stevetatham.com/

It's a common story in AEC: you were headed down one career path and something happened and you ended up working for an architecture, engineering, or construction firm in marketing or business development. Some people thrive, and some struggle to build a career here. Frank and Deirdre get candid about forging a career in BD and Marketing. Listen to Deirdre's guidance on a marketing career path in Part 2.

Deirdre's top 5 tips to grow your career:

It's a common story in AEC: you were headed down one career path and something happened and you ended up working for an architecture, engineering, or construction firm in marketing or business development. Some people thrive, and some struggle to build a career here. Frank and Deirdre get candid about forging a career in business development and marketing. Listen to Frank's guidance on a business development career path in Part 1.

Frank's top 5 tips to grow your career:

The feeling of powerlessness can be overwhelming for professional services marketers. In this podcast, Frank interviews Paula Johnston, CPSM – the remarkable marketer known as empowered.paula on Instagram. Paula's incredibly successful personal journey towards empowerment follows the Tanzanian proverb "little by little, a little becomes a lot." She talks about physical and mental fitness, about living a healthy life, and about applying fitness to her job as a Senior Associate and Marketing Manager at David Evans and Associates, Inc. Frank and Paula have been friends for about 15 years, their conversation goes back and forth on the little things you do...

We've all heard or experienced some crazy things in the name of business development. Frank and Deirdre talk (and laugh) with Kenda Salisbury, FSMPS, CPSM, Regional Director of Business Development at Degenkolb Engineering about what they've seen. This is a fun episode with some serious lessons-learned advice.

We're in the middle of a huge talent war, struggling to find and retain the skilled professionals we need in all positions of our firms. Ali Bedwell, VP of Brand Strategy at Skyline Enterprises shares her success in building a cohesive team, developing diverse growth opportunities, and charting a clear path for herself and the department within the company.

Resource Link:
https://generalassemb.ly

It's February - let's talk about falling in love - with a great job. In this episode, Frank and Deirdre talk about how interviewing for the right job is a lot like dating and finding the best fit. It's packed full of inspirational ideas to really figure out if a job is a fit for you. In this crazy time of job changing, this podcast guides listeners on both sides of the romance to find harmony.

Late in 2021, the US Congress passed, and President Biden signed the largest infrastructure spending bill in decades. It represents the biggest volume of federal investment since professional services marketing became a thing. The impacts of the infrastructure bill will be profound. In Episode 212, Frank talks to two people who have been tracking it and gearing up. Anthony Jeffers with Hensel Phelps and Stephanie Nelson with Capital Pipeline are working on this from every angle and bringing good advice for professional services marketers and their seller-doers as we all prepare for the impact. 

Resources related to the Federal I...

Stressful situations abound in professional services marketing. Frank Lippert talks to professional coach and instructor Laurie Cozart from Brain Squared Solutions about how to manage situations specific to our everyday lives. This is a high-impact, high-value show with good tools and insights.

Deirdre Gilmore visits with Tiffany Gorrell of GLHN Architects and Engineers about her journey in fulfilling a big, hairy, audacious goal (BHAG).

Keeping with David and Josh's concept of ending the year on Goal Setting, Frank Lippert and Deirdre Gilmore share their thoughts about business and personal goal setting. They share advice on when and how to go about it and provide takeaways for staying on track (or not) with the goals you set.

In Part 2 of our introduction to the hosts, Deirdre Gilmore, FSMPS, CPSM shares the lessons, decisions, twists, and unplanned adventures that transformed her career and life.

On the first full episode with Deirdre Gilmore and Frank Lippert, the hosts share more about themselves. Part 1 is a deep dive with Frank Lippert, FSMPS, CPSM.

Did you know we've been hosting PSM.show for 4 years? To celebrate, we've got a big announcement! On today's episode, we'll reminisce a bit about the past, but mostly we'll make some bold predictions for the future of PSM.show.

What are some content ideas that will help position firms as the go-to expert? David and Bryon McCartney of Archmark talk about how firms might handle content creation themselves or if they need to hire outside help.   Insights into the world of professional services marketing, presented by Josh Miles and David Lecours. The professional services industry is an increasingly competitive one – your firm needs to stand out from the pack, so a marketing strategy can no longer be an afterthought.
 
Subscribe on iTunes: https://itunes.apple.com/us/podcast/psm-professional-services-marketing/id969331190?mt=2

Visit PSM.show for more...

We all think of Instagram as a photo-sharing app, but how is Instagram changing? In a post to his own IG and Twitter, CEO of IG Adam Mosseri shared that they're no longer just a photo-sharing app, and to expect change in the following months. Josh and David unpack what this may mean for your firm.

With all of this talk about "innovation" in A/E/C, how should we define it, and is innovation actually something we can build processes around? Josh chats with author Carla Johnson about her latest book, "RE:Think Innovation" on today's episode of PSM Show.

Insights into the world of professional services marketing, presented by Josh Miles and David Lecours. The professional services industry is an increasingly competitive one – your firm needs to stand out from the pack, so a marketing strategy can no longer be an afterthought.
 
Subscribe on iTunes: https://itunes.apple.com/us...

What are brand personality attributes, and how can you apply those concepts to your A/E/C firm?
 
Insights into the world of professional services marketing, presented by Josh Miles and David Lecours. The professional services industry is an increasingly competitive one – your firm needs to stand out from the pack, so a marketing strategy can no longer be an afterthought.
 
Subscribe on iTunes: https://itunes.apple.com/us/podcast/psm-professional-services-marketing/id969331190?mt=2
 
Visit PSM.show for more: http://psm.show/

Trust is fundamental for A/E/C firms to get hired. A/E/C firms ask clients to spend millions of dollars on something that doesn't exist yet. It's a big risk for clients. But a risk that can be made less scary if your prospect trusts you. But, how can they trust you if they have yet to work with you? David and Steven Morris discuss the role of trust in digital marketing for A/E/C firms.

Insights into the world of professional services marketing, presented by Josh Miles and David Lecours. The professional services industry i...

What is experience design, and how can you create great experiences for your clients?   Insights into the world of professional services marketing, presented by Josh Miles and David Lecours. The professional services industry is an increasingly competitive one – your firm needs to stand out from the pack, so a marketing strategy can no longer be an afterthought.   Subscribe on iTunes: https://itunes.apple.com/us/podcast/psm-professional-services-marketing/id969331190?mt=2   Visit PSM.show for more: http://psm.show/    

Have you ever wanted to be a fly on the wall in the room with a former president? Well today, Josh has the opportunity to do that, well, sort of. Josh chats with two former SMPS society presidents to hear all about how SMPS has shaped their careers and their networks.
 
Insights into the world of professional services marketing, presented by Josh Miles and David Lecours. The professional services industry is an increasingly competitive one – your firm needs to stand out from the pack, so a marketing strategy can no longer be an afterthought.
 
Subscribe on i...