Bill Long, PE, LEED AP, FSMPS
Principal | WRL Consultants
Bill is an experienced member of the design and construction community where he has been active for over forty years. During that time, Bill has held multiple positions at both design and construction firms including Principal, Vice President, Project Executive, Director of Business Development, Project Manager, and Project Engineer. An active member of the AEC community, Bill has been a featured speaker at multiple industry presentations and presented at regional and national functions for AIA, ACEC, AGC, CMAA, ASLA, SDA, NFMT, ASC, CSI, ISPE, and SMPS. Bill has authored numerous articles for various building industry publications and was the lead author and researcher for the Fellows Report published by the SMPS Foundation. He also authored a White Paper for the Foundation entitled International Success in the A/E/C World – Benchmarks and Best Practices. Bill is a Fellow in SMPS and a Past-Trustee and Past-President of the SMPS Foundation.

Links:
https://wrlconsultants.com/
Bill's LinkedIn: https://www.linkedin.com/in/williamrlong/

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/

About Katherine:
In today’s work environment, it is a struggle to find the time, resources, and energy to make big changes efficiently, effectively, and with wide support. Meet Katherine Robinette, CPSM, keynote speaker and consultant, on a mission to help leaders and managers create positive change for their teams and company. With more than 20 years of experience in marketing and employee engagement, Katherine is a thought leader in effective engagement and organizational change management.
https://KeystoneAndRaven.com
https://www.linkedin.com/company/keystone-and-raven
https://www.linkedin.com/in/karobinettecpsm/
https://www.facebook.com/profile.php?id=61560298193059 (business page)

Marci D. Thompson, DES| Interim Chief Executive Officer/ CSO, SMPS

Interim Chief Executive Officer/CSO for the Society for Marketing Professional Services (SMPS HQ). A forward-thinker, Marci leads the strategic direction for growth, engagement, publications, and training for the Society. Marci is the Publisher of the award-winning Marketer journal; she is also a contributing writer for trade publications and a two- time book author.

Linkedin: https://www.linkedin.com/in/marci-thompson/

Richard has 17 years of Engineering Design experience including as a multidisciplinary project manager before joining AtkinsRéalis as a senior project manager. Over his career Richard has helped deliver projects in his native UK, the Far East, Middle East and North America. Richard understands the strengths that his Dyslexia brings him and tries to use those as an advantage for the projects he is helping deliver.

Richard's LinkedIn: https://www.linkedin.com/in/richardtregaskes/
Office Design for Neurodiversity: https://www.atkinsrealis.com/en/engineering-better-future/beyond-engineering/nurturing-neurodiversity

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/

Dawn Wagenaar is an unsung hero of professional services marketing. She has dedicated more than 25 years to branding strategy inside firms and as a consultant and owner of Ingenuity Marketing Group, LLC. You won’t see her on a top 100 list, but that’s because she’s never stepped into the spotlight…until now. With multiple generations employed by and leading A/E/C firms, Dawn is bringing context from her many years in marketing to speak about the cultural shifts that will help some firms grow and cause others to fall behind. Immediate feedback and real-time training, flattened decision making, clear career tracks and firm ambassadors are just some of the opportunities for A/E/C firms right now. As a consultant, Dawn is excited to help guide professionals through this new era of brand positioning.

Links:
www.ingenuitymarketing.com

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

blog post:
https://ingenuitymarketing.com/how-to-communicate-to-five-different-generations-in-your-firm/

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/

About Perryn:
Perryn Olson, CPSM, CCMP leads the marketing team at REX Construction, REX Engineering, and REX Technology, which includes SuperDroid Robots. Previously, Perryn was My IT’s Chief Strategy Officer, leading the marketing strategy and sales team while providing client relations. Before My IT, Perryn led the construction marketing firm, The Brand Constructors, and became a nationally recognized thought leader. Perryn then worked with Hinge Marketing, a national professional services marketing firm that specialized in high-growth professional services firms.
He is a certified marketer with SMPS and the Construction Marketing Association, past president of SMPS Southeast Louisiana, and past co-chair of SMPS Southern Regional Conference. He has spoken and written extensively within the build and tech industries, and in 2014, he wrote the Construction Executive’s Guide to Brand Marketing and is quoted in numerous marketing publications.

Website: rex.one
LinkedIn: https://www.linkedin.com/in/perryn/

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/

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/

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/

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/

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/

Alicia has 18 years of marketing experience in the A/E/C industry. She is a Principal of HRP Associates, Inc., a nationwide environmental consulting firm and serves as the Director of Marketing and JEDI. Her responsibilities include oversight of corporate and client sector branding, proposal development, marketing communications, research and business opportunities, and management of marketing staff. As JEDI Director, she is responsible for developing, promoting, supporting, and engaging diversity, equity, and inclusion in the workplace. Alicia is currently President for the Connecticut Chapter of the Society of Marketing Professional Services (SMPS) and leads their diversity, equity and inclusion taskforce, a Board of Advisor and Communications Chair for the Connecticut Chapter of the National Organization of Minority Architects. Alicia also serves her local community as a Diversity Council member and a volunteer at the Boys and Girls Club.

Links:
https://linktr.ee/HRPassociates
https://hrpassociates.com/
https://podcasts.apple.com/us/podcast/3-12-the-hrp-podcast/id1542073454
https://www.youtube.com/channel/UCMbRuI73VwBpuA-9w-HDJEw

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

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

Ida Cheinman is Principal and Creative Director of Substance151 – a brand strategy, design and digital firm with a niche focus on the AEC industry.

She uses her 20+ years of experience as a brand strategist, designer, marketer and educator to help business leaders and marketing professionals make sense of trends, tools, and best practices in order to position their firms to win in the 21st century’s fast-changing and extremely competitive marketplace.

Ida is a sought-after speaker who is knowledgeable, energetic and excels at making complex information accessible and immediately applicable. She has presented for professional services organizations and branding and marketing conferences nationwide and is a frequent contributor to industry webinars, blogs, podcasts and publications.

At Substance151, Ida leads a multidisciplinary team, overseeing the strategic and creative development of the firm’s projects. Her work has earned numerous awards and industry recognition and has been published nationally and internationally.

Indsutry Changes in Response to COVID-19: https://d1b324d4-cd54-43fc-873d-cfe47524b2e5.filesusr.com/ugd/04f25a_cd851df4462d4ff68a05d2dddfb1aa52.pdf?index=true

Contact Information:
Email: jen@elevatemarketingadvisors.com
Cell: 904-502-9999
LinkedIn: https://www.linkedin.com/in/elevatetheindustry/
Twitter: @elevateaec
Website: www.elevatemarketingadvisors.com

Leanne’s passion to help leaders succeed in building strong teams has extended to volunteer activities including mentoring new entrepreneurs. She is currently the Board Chair for Solutions for Change, a North County nonprofit that helps move homeless families from desperation to becoming successful leaders, leading themselves, their children and their community to a better future.

My website:
www.premierehire.com
leanne@premierehire.com
Direct line: 760-448-4730

She holds a PhD in organizational development, a masters of information science, and a degree
in history and serves as an instructor at Harvard University Extension School and Penn State
University. Her work at Penn State includes teaching in the Smeal College of Business, as well
as serving as an associate faculty member with the Sustainability Institute, the Institute for
Computational and Data Sciences, and the Institutes of Energy and the Environment. Her
teaching experience includes courses in international business, negotiation, conflict resolution,
strategic management, leadership, and sustainability. Maurie also teaches executive seminars
in negotiation and advanced negotiation for the Harvard Professional Development Program.
In 2019, she received the Harvard University Joanne Fussa Distinguished Teaching Award.
In addition to her work, Maurie is involved with numerous advisory boards, nonprofits, and
humanitarian organizations internationally and locally. She is on the board of advisors for Good
Sun, an organization that engages with communities to develop and deploy energy solutions in
the US and countries such as Rwanda, Uganda, and Kenya and serves as a board member and
volunteer for several animal rescues. In addition, she has served on numerous government
advisory boards and committees across multiple administrations.

She is currently writing about women, negotiation, and leadership and the impact on recent
political and social events.