About Briana:
Briana Carter, CPSM | Associate and Marketing Strategist | Page
Briana is a seasoned Marketing Manager at Page. She has been in the industry since 2017 and has experience working in the “A,” the “E,” and the “C.” She found her niche as a visual storyteller who sells relationships, experience, and quality work. She has a deep interest in the built environment and loves its impact on the human experience. She is an advocate for women in construction and STEM, creating equal opportunities in the workforce, and inclusive design practices. Briana has been heavily involved with the SMPS DEI Committee and assumed the role of chair in 2024. At Page, she continues this work as part of several of their PCGs (Page Community Groups), Think Tanks, and co-labs.

LinkedIn: https://www.linkedin.com/in/brianamcarter/

Bryce has been a recruiter in the AEC industry for 15+ years and is a certified Career Coach and Speaker. She met her husband in college, and they have two daughters and a Bernedoodle. She attended NC State University for her bachelor’s degree and received her MBA at Nova Southeastern. She was a college dancer and cheerleader and loves to cheer professionals on as they gain clarity and confidence when it comes to their career goals. She's the co-CEO of Career Collective, an AEC recruiting and coaching firm and podcast host of Wine After Work. Career Collective was founded with a Singular Vision: Providing Both Candidates and Employers with Premier Access to the Best in AEC Industry Opportunities. Guided by Bryce Batts and Edwin Powali, Career Collective stands at the forefront of AEC recruitment. Bryce's passion for career coaching and dedication to enriching both the careers of individuals and the teams of employers they serve is truly inspiring.

LinkedIn: https://www.linkedin.com/in/bryce-batts-recruiter/
https://www.mycareercollective.com/

Join us as we dig into the importance of authentic client connections, the common pitfalls to steer clear of, and the intertwined responsibilities of leadership, business development, and marketing teams in creating and maintaining a successful pursuit process.

Krystn Macomber believes there's magic in disrupting the ordinary and she thrives on challenging the status quo. She has more than 20 years of experience in the marketing + proposal profession, including 17 years in the corporate world building and leading high-performing teams for global AEC firms across the country. She has trained thousands of leaders, project managers, marketers, and SMEs on proposal + marketing best practices. Three years ago, she left the corporate world to follow her long-time dream to start her own business, Summit Strategy. Today, Summit is a game-changing integrated marketing + proposal consulting firm instrumental in helping B2G + B2B organizations achieve their goals through strategic planning, branding, proposal development, and training.

LinkedIn: https://www.linkedin.com/in/krystnmacomber/
Website: https://www.summitstrategywins.com/

As a world-record-holding strongwoman, personal growth expert Kathryn Bennett is a 40 under 40 award winner, celebrated speaker and advocate for developing mental toughness. With a background in change management and Lean Six Sigma process improvement, Kathryn's professional career spans industries including tech, healthcare, and engineering/construction. Kathryn used the mental fortitude and tenacity they learned in the gym to more than quintuple their income in a five-year span, working from an entry-level process improvement role into a director position. Kathryn is a Certified Professional Services Marketer and is nationally ranked as a strongwoman competitor. They are passionate about helping their clients develop the mental tenacity and internal strength they need to succeed, no matter the adversity they're facing.

Links:
Kathryn's LinkedIn: https://www.linkedin.com/in/kathrynbennettwrites/
War Maiden Fitness: https://www.warmaidenfitness.com/ (you can also order her book Productive Pain here)
No Really, Everything's Fine Podcast: https://www.linkedin.com/company/nrefpodcast/
PIE Community: https://proposal-industry-experts.tribeplatform.com/

Stacy Chaney, CPSM, is a Senior Marketing Specialist with Farnsworth Group and brings over 15 years of experience in the AEC industry. Stacy is also an accomplished musician, vocalist, and songwriter and has sung the National Anthem for the St. Louis Blues, the Milwaukee Admirals, and the Milwaukee Brewers. She is the current President of SMPS Wisconsin and serves on the Heartland Regional Conference Board of Directors.

Links:
website: https://www.stacychaney.com/
Update Your Resume Pronto Video: https://www.youtube.com/watch?v=guW57dR98nE
Stacy's LinkedIn: https://www.linkedin.com/in/stacyingramchaney/

About Keelin (Me):
Keelin 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 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.

CEO & Founder Erik Huberman launched Hawke Media in 2014. Now valued at over $150 million, Hawke Media is the fastest growing marketing consultancy agency in the United States. As a serial entrepreneur and marketing expert, Erik has been recognized by his industry peers through honors and awards including, Forbes Magazine’s 30Under30, CSQ’s 40Under40, and Inc. Magazine’s Top 25 Marketing Influencers just to name a few. Erik is the author of the Hawke Method and is a contributor for Forbes.

website: https://hawkemedia.com/

Sean has 20 years of service marketing experience, 15 years of which have been in the architecture, engineering, and construction industry. Sean has worked firms both large and small in a variety of roles including proposal writer, proposal manager, and marketing director. He has Master of Science degree in Applied Psychology from USC where he focused on consumer psychology. He has conducted research on how visual cues unconsciously influence service provider selection and focuses on how to apply principles in consumer psychology and behavioral economics in proposal development and marketing professional services.

Currently Sean is the marketing manager with Ghirardelli Associates, a construction management firm specializing in the transportation sector.

Book and Video Recommendations:
The Human Brand by by Chris Malone and Susan Fiske
Nudge: The Final Edition by Richard Thaler and Cass Sunstein
Storytelling with Data: A Data Visualization Guide for Business Professionals by Cole Nussbaumer Knaflic
Melissa Marshall TED talk: Talk Nerdy to Me

Sean's LinkedIn: https://www.linkedin.com/in/sean-stewart-marketingstrategy/
Sean's email: seanstewart1979@gmail.com

Known for her relatability and humor, Danielle Gray challenges her audience to reconnect with what make them human. The way she fuses vulnerability with applicable tactics makes a lasting impression on her audience. Her goal is to empower each person to not just be a better businessperson, but to also be a better human. Danielle is a Brand Strategist with over nine years of industry experience composing proposals, writing content, running email campaigns, and generating leads online. Along with developing proposals, she helped her former design-build firm grow website visits by 88% and contributed over $150 million in revenue from leads generated from the website in just three years. Now, Danielle is the owner of DG Marketing Company, a professional services marketing firm and co-founder of Unoia, a CBD company. She also speaks around the country about marketing, branding, passion, inclusion and joy.

Danielle is a former Division I Basketball Player at Jacksonville University in Jacksonville, Florida and holds both a Bachelor's in Marketing and MBA from the institution. She now resides in Atlanta, Georgia with her partner and three dogs.

Links: https://www.daniellegraymba.com/
Limitless Authenticity: https://danielle-gray.mykajabi.com/offers/qvb2z4E3/checkout
LinkedIn: https://www.linkedin.com/in/daniellegraymba/

Ayo Abbas is a built environment marketing consultant from the UK. She has over 20 years’ experience working in B2B marketing and has worked for major firms including Arup, Mace and Ramboll In February 2020, Ayo founded her own consultancy business Abbas Marketing and offers marketing strategy and content creation services for built environment firms and organisations. She enjoys working with companies who are passionate about what they do and aren’t afraid to challenge our somewhat traditional sector. Ayo is a fellow of the RSA and a committee member for Build Up! - a built environment marketing networking group. She also hosts her own podcast The Built Environment Marketing Show.

Here's her series on the marketing models:
Collectives: https://www.abbasmarketing.com/mitc-podcast/ep32-marketing-collectives
Consultants, Freelancers, and Independents: https://www.abbasmarketing.com/mitc-podcast/ep31-marketing-consultants-freelancers
Groups and Online Programs: https://www.abbasmarketing.com/mitc-podcast/ep30-marketing-group-online-programmes

Website: https://www.abbasmarketing.com/
LinkedIn: https://www.linkedin.com/in/ayoabbas/

If you're enjoying the show, please give us an good 'ol five stars and a review! This helps me get more guests in the future.

Frank's Interview Questions:
Tell me about your last go/no-go?
Can you give me the minimum and maximum number of proposals that on average a person does in a given timeframe in your shop?
What do people typically say when they're exiting the company?
Could you describe your day yesterday? Not a minute by minute but an hour-by-hour
Can you describe the career path for a marketer in your company? How much time does that take for really good people?
Describe the overtime experience to me. How flexible can you be with the time when we're waiting on other people to give us a deliverable? Can I go home and come back when they're ready? Can I clock off and clock back on later?
How do your technical and professionals prioritize marketing?

Links:
LinkedIn: https://www.linkedin.com/in/frank-lippert-fsmps-cpsm/
Website: https://go-strategies.com/
PSM Show: https://psm.show/

Kristina is a motivational construction industry thought-leader with over 20 years of experience in team leading, marketing strategy, workforce development, and operations know-how. She is a strong collaborator with a successful track record of forming powerful relationships, discovering and capitalizing on opportunities, and shining a light on the blue-collar industry. She is both professionally and personally driven to have a positive impact in the world.

Links:
Greiner Construction: https://www.greinerconstruction.com/
Kristen's Linkedin: https://www.linkedin.com/in/kristinamahler/
Crew Collaborative LinkedIn: https://www.linkedin.com/company/crew-collaborative/

Michael V. Geary, CAE, is the CEO of the Society for Marketing Professional Services and the SMPS Foundation. Prior, he served as the President & CEO of AmericanHort and Horticultural Research Institute, the horticulture industry association and research foundation, and concurrently as the executive of the Ohio Produce Growers & Marketers Association and the Nursery & Landscape Association Executives. Earlier he was the Executive Director of the American Institute of Architecture Students and served in senior staff roles for the National Association of Home Builders. Geary is a graduate of the University of Florida and earned a certificate in Diversity & Inclusion from Cornell University.

Links
Website: smps.org
Michael's LinkedIn: https://www.linkedin.com/in/michaelvgeary/

Beth Shimogawa, CPSM is the Corporate Communications Manager at Coffman Engineers. She is passionate about communication and marketing strategies that bring value to clients and employees through external and internal communication.

About Jon:
As Senior Vice President of Water Markets & Strategy for Kiewit, Jon is responsible for Kiewit’s growth in the Water sector. Presently revenues are more than $1B annually with expectations to achieve $3B by 2025. In this role, he leads a team of business development professionals, as well as marketing and proposal professionals that translate Kiewit engineering and construction capabilities into solutions that address client needs around water infrastructure.

Jon's email: jon.gribble@kiewit.com
Jon's LinkedIn: https://www.linkedin.com/in/jon-gribble-9923228/

Damion is a dynamic AEC marketer who partners with principals, project executives, and technical teams to develop compelling content and presentations that win work by connecting with the humans behind each project. He is a Marketing Manager for PCL Construction California Buildings District, where he leads the marketing strategy and activities for PCL’s largest and fastest-growing district at $1 billion in annual revenue. Damion is a Certified Professional Services Marketer (CPSM), a Past-President of the SMPS LA Chapter, and is a contributor to Marketer Online.

Damion's LinkedIn: https://www.linkedin.com/in/damionlmorris/

As a world-record-holding strongwoman, personal growth expert Kathryn Bennett is a 40 under 40 award winner, celebrated speaker and advocate for developing mental toughness. With a background in change management and Lean Six Sigma process improvement, Kathryn's professional career spans industries including tech, healthcare, and engineering/construction. Kathryn used the mental fortitude and tenacity they learned in the gym to more than quintuple their income in a five-year span, working from an entry-level process improvement role into a director position. Kathryn is a Certified Professional Services Marketer and is nationally ranked as a strongwoman competitor. They are passionate about helping their clients develop the mental tenacity and internal strength they need to succeed, no matter the adversity they're facing.

Links:
Kathryn's LinkedIn: https://www.linkedin.com/in/kathrynbennettwrites/
War Maiden Fitness: https://www.warmaidenfitness.com/ (you can also order her book Productive Pain here)
No Really, Everything's Fine Podcast: https://www.linkedin.com/company/nrefpodcast/
PIE Community: https://proposal-industry-experts.tribeplatform.com/

Uniqueka Walcott has a passion for winning and teaching others to win in life. Realizing that she is more than her job title has been a transformative experience. This experience ignited the passion which drives her to create the LinkedIn Live Series and podcast "Career Conversations"
Each episode is a peek into the lives of professionals of all ages in a wide variety of careers including, marketers, morticians, recruiters, and mariners for example.
Uniqueka is a mentor to young professionals inside and outside of the industry. She is a proud Alumna of Georgia State University, holding a B.A. in Journalism with a focus in Public Relations. She approaches everything with her three ingredients for success: Resilience, Reading, and Relationships. These are her cultural inheritances.

Links: uniquekawalcott.com
Linkedin: https://www.linkedin.com/in/uniquekawalcott/

Andy leads the Strategy Practice in Core, and has done so since its inception in 2015.

In that time he has worked on brand and marketing strategy projects for a wide variety of businesses, both large and small. Examples include The National Lottery, Three, The Irish Stock Exchange, The National Broadband Plan, Heineken, Life Style Sports, and AIB among others. He has also delivered award winning insight and brand planning work with The Road Safety Authority, Aer Lingus, Three, Ulster Bank and O2.

Andy has over 15 years’ experience working in marketing, in a diverse range of functions and agencies. He began his career in Research, before moving into advertising. He spent eight years working across three main functions; Media Buying, Media Planning, and Client Service.

Andy joined Core in 2012 and prior to setting up the Strategy Practice in 2015, he spent three years as Head of Planning. His experience consists of some of the best known brands in Ireland, including; Unilever, Diageo, P&G, Aviva, Eircom, BMW, Glanbia, Bord Gais and Supervalu.

Outside of client work he is a regular contributor to and speaker at industry fora and events and is the outgoing Secretary of the Marketing Society of Ireland. He has been a member of its executive committee since 2015.

He has also lead several studies into Millennials in Ireland, the over 55’s, the Future of Money, and lead a trended analysis of brand health and image for the largest one hundred brands in Ireland across 2017 and 2018. More recently he has lead the development of Core’s Covid Strategic Planning framework.

Andy is a firm believer in the ability of marketing and advertising investment to deliver real and measurable results through creative thinking – and places huge emphasis on delivering the proof.

He has two young children, and is a passionate rugby fan with a keen interest in current affairs, politics and history. He holds a BA & MA in History from TCD.

Andy's Reading Recommendations:

Byron Sharp – how brands grow;
https://www.amazon.co.uk/How-Brands-Grow-What-Marketers/dp/0195573560

Jenni Romaniuk – Building distinctive assets
https://www.amazon.co.uk/Building-Distinctive-Brand-Assets-Romaniuk/dp/0190311509/ref=sr_1_1?dchild=1&keywords=jenni+romaniuk&qid=1598972960&s=books&sr=1-1

Orlando Wood – Lemon
https://www.amazon.co.uk/Lemon-advertising-brain-turned-sour/dp/0852941471/ref=sr_1_1?crid=3BOBDRB9NDXXK&dchild=1&keywords=lemon+orlando+wood&qid=1598972996&s=books&sprefix=lemon+or%2Cstripbooks%2C144&sr=1-1

Adam Morgan – Beautiful Constraint.
https://www.amazon.co.uk/Beautiful-Constraint-Transform-Limitations-Advantages/dp/1118899016/ref=sr_1_1?dchild=1&keywords=beautiful+constraint&qid=1598972980&s=books&sr=1-1

Field and Binet – The Long and Short of It
https://www.amazon.co.uk/Long-Short-Balancing-Long-Term-Strategies/dp/085294134X/ref=pd_lpo_14_t_2/259-3964304-4319716?_encoding=UTF8&pd_rd_i=085294134X&pd_rd_r=ef51e0d1-5727-4817-8ba1-5f008bac03ef&pd_rd_w=aEZhW&pd_rd_wg=3uB3v&pf_rd_p=7b8e3b03-1439-4489-abd4-4a138cf4eca6&pf_rd_r=DEJDWQQ7TVQWVGZTXZGJ&psc=1&refRID=DEJDWQQ7TVQWVGZTXZGJ

Rory Sutherland
https://www.amazon.co.uk/Alchemy-Surprising-Power-Ideas-Sense/dp/0753556502/ref=sr_1_1?crid=3NXQDK1X6G2HQ&dchild=1&keywords=rory+sutherland&qid=1598973061&s=books&sprefix=rory+suther%2Cstripbooks%2C149&sr=1-1

Mark Ritson
https://www.marketingweek.com/mark-ritson/

WARC
https://warc.com/

Blog – the adcotnrarian
http://adcontrarian.blogspot.com/

For 12 years, Anders has been part of developing Orbit from a small niche system to a well established platform trusted by some of the most influential companies across multiple industries and in his current role as client development manager, he serves as the link between clients and their systems development.

He's also a project manager for more than 30 ongoing projects and specializes in CV skill and reference management modules, as well as the sales and tender management modules. Through his work, he has analyzed the workflows and processes for creating and managing tender specific CVS and references and more than 300 companies throughout the last 10 years and is one of the leading experts in this small, but business critical field.

LinkedIn: https://www.linkedin.com/in/andersdyrholm/
Orbit: https://www.orbit.online/

Matthew Winklestine Matthew has 15 years of leadership experience in Engineering and Construction. His experience includes running multimillion dollar construction projects, building and running a global team in EH&S and launching multiple marketing initiatives that drove customer and employee acquisition.

Two years ago Matthew started Engaging Perspectives. An agency focused on helping companies in the AEC space ideate, strategize, execute, measure and report on digital customer and employee acquisition strategies.

Outside of business pursuits, his passions are mentorship, mountaineering and personal development.

Matthew's LinkedIn: https://www.linkedin.com/in/matthew-winklestine/
Engaging Perspectives: https://www.engagingperspectives.com/

Rachelle Ray | Owner/Proposal Management Consultant | RMR Consulting

Rachelle has spent more than ten years working on AEC proposals. She founded RMR Consulting after recognizing a need for flexible proposal management to address the ‘ebb and flow’ of marketing needs across the industry. Having battled burnout at various stages of her career, Rachelle has become a passionate advocate for proposal education and increasing process efficiency for marketers. She works with individuals and teams to identify opportunities to improve their marketing efforts, increase communication, and ensure pursuits are given adequate resources in order to prevent staff burnout.

https://www.linkedin.com/in/rachelle-ray-marketing/
http://www.rmrconsult.com/

Maisha Hagan is the owner and head coach at Beauty & the Boss, a professional development and career coaching service for women in male-dominated industries. Prior to starting Beauty & the Boss, Maisha's career was concentrated in the AEC (architecture, engineering and construction) as a professional services marketer, Director and member of an executive leadership team for multi-million-dollar companies. She has a passion for people, a mind for business and a gift to teach.

Links:
search: www.bosslady.coach
connect: https://www.linkedin.com/in/maishachristian/
Performance Review Guide: https://www.bosslady.coach/resources.html

Kathryn Bennett, CPSM, is a veteran professional services marketer and Director of RFP Excellence at Loopio, a proposal automation software company. During her time as a Loopio user, she cut production time on RFPs by 35 percent and completed 150+ enterprise-level RFPs as a team of one in a single year. Kathryn believes that no proposal writer should ever have to work another 80-hour week, and she has dedicated her career to preventing burnout on RFP response teams.

Links -
Benchmarking Report - https://loopio.com/resources/2021-rfp-response-trends-report/
Loopio main page - https://loopio.com/
LinkedIn - https://www.linkedin.com/in/kathrynbennettwrites/
Loopio RFP Academy - https://academy.loopio.com/

Julie Huval is the Head of Marketing at Beck Technology. She is part of the five member leadership team for the fast growing preconstruction tech company. When Julie started with her company in 2012 there were 12 team members and she was the first marketing hire. Now the company has surpassed 60 employees and live out their core values of passion, innovation, and caring on a daily basis.

LinkedIn = https://www.linkedin.com/in/juliehuval/
Beck Technology website = https://beck-technology.com/
Beck Technology Twitter = https://twitter.com/becktechnology

Mercedez believes better writing makes for better business. She teaches reader-focused and succinct writing that drives client behavior, builds relationships, and wins work. First and foremost a storyteller, Mercedez is passionate about finding and sharing a firm's unique stories to connect with clients. As a Proposal Specialist at Michael Baker, Mercedez leads strategy development sessions and translates capture planning into winning proposals for priority pursuits.
https://www.linkedin.com/in/mercedezlthompson/
http://simplywritingblog.com/

Rachel is an experienced marketer that quickly moved up the corporate ladder to become the Chief Operating Officer for one of Hawaii’s largest construction cost consulting firms. Starting her career in the AEC industry as a Marketing/Project Coordinator in 2016, Rachel quickly advanced to become the firm’s Business Development & Marketing Director in 2018, followed by being elevated to Chief Operating Officer in 2020. In her current role, Rachel oversees all non-technical operations of the company, including marketing, human resources, accounting, information technology and administration.

In addition to her AEC career, Rachel is also the founder and owner of Sun Stage Music, a Hawaii-based music production studio that provides publishing, production, clearance and music administration services. Together with husband Jordan, Rachel assists clients and musicians with helping to get their audio creations produced, published, and managed.

Rachel received a Bachelor of Fine Arts degree in Recorded Music from New York University’s Tisch School of the Arts, with a minor in Computers & Web Programming. She is very active with SMPS Hawaii, having served as Chapter President in 2018-2019 and currently as a Director at Large. She is also a member of the Association of Independent Music Publishers.

J. Uno & Associates: https://j-uno-associates.com/

To find out more about Leslie and her work, please visit:
Website: www.blaizecommunications.com
LinkedIn: https://www.linkedin.com/in/freelance-writer-architecture-engineering-construction/
Case Study Win Guide: https://mailchi.mp/a0360b95822b/case-study-win-guide