web02.fireside.fm Sat, 14 Mar 2026 12:54:44 -0500 Fireside (https://fireside.fm) AEC Marketeer - Episodes Tagged with “Business Development” https://aecmarketeer.fireside.fm/tags/business%20development Wed, 14 May 2025 14:00:00 -0700 This podcast explores marketing trends and answers your most pressing questions to help you thrive as an A/E/C Marketeer. en-us episodic Exploring A/E/C Marketing and Beyond Keelin Cox This podcast explores marketing trends and answers your most pressing questions to help you thrive as an A/E/C Marketeer. no Keelin Cox aecmarketeer@gmail.com Episode 124: Applying Business Development Wisdom in the Client Acquisition Process with Bill Long http://aecmarketeer.fireside.fm/124 a8b59f47-3dbe-4009-834a-093a1a071376 Wed, 14 May 2025 14:00:00 -0700 Keelin Cox full Keelin Cox In this episode, industry veteran Bill Long, PE LEED AP, and SMPS Fellow, shares his extensive insights on the strategic role of business development (BD) and marketing in AEC. 26:13 no In this episode, industry veteran Bill Long, PE, LEED AP, and SMPS Fellow, shares his extensive insights on the strategic role of business development (BD) and marketing in AEC. He discusses how technical professionals and marketers can effectively collaborate throughout the client acquisition process, emphasizing the importance of connecting, meeting, and following up with clients to build relationships and establish trust. 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/ business development, relationships, marketing, aecmarketing, SERC In this episode, industry veteran Bill Long, PE, LEED AP, and SMPS Fellow, shares his extensive insights on the strategic role of business development (BD) and marketing in AEC. He discusses how technical professionals and marketers can effectively collaborate throughout the client acquisition process, emphasizing the importance of connecting, meeting, and following up with clients to build relationships and establish trust.

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/

]]> In this episode, industry veteran Bill Long, PE, LEED AP, and SMPS Fellow, shares his extensive insights on the strategic role of business development (BD) and marketing in AEC. He discusses how technical professionals and marketers can effectively collaborate throughout the client acquisition process, emphasizing the importance of connecting, meeting, and following up with clients to build relationships and establish trust.

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/

]]> Episode 74: Are You a Consultant or a Vendor? with Steve Gavatorta http://aecmarketeer.fireside.fm/74 ff497636-d6ed-4906-be0d-2b6084888c32 Wed, 28 Sep 2022 04:00:00 -0700 Keelin Cox full Keelin Cox In this episode, Steve lays out the framework for successful business development and how to position you and your firm as a consultant rather than a vendor. 43:20 no In this episode, Steve lays out the framework for successful business development and how to position you and your firm as a consultant rather than a vendor. Steve Gavatorta, owner of the Steve Gavatorta Group, specializes in empowering individuals and organizations in identifying, developing, and exceeding performance goals. Steve’s had the privilege of coaching and training thousands of high performers across an array of industries. From small businesses on the move to Fortune 500 companies, Steve collaborates with organizations to build foundations, set goals, and eclipse their highest potential. Steve is a Certified Professional Behavioral Analyst (CPBA) and Certified Professional Values Analyst (CPVA), a certified Myers-Briggs practitioner, and accredited to coach and train for Emotional Intelligence (EQ). He is a two-time published author, and his new book In Defense of Adversity: Turning Your Toughest Challenges Into Your Greatest Success won Richter Publishing’s Amazon Best Seller Award for 2018. Links: website: http://www.gavatorta.com/ email: Steve@gavatorta.com consultant, vendor, business development, aec marketingm aec marketeer In this episode, Steve lays out the framework for successful business development and how to position you and your firm as a consultant rather than a vendor.

Steve Gavatorta, owner of the Steve Gavatorta Group, specializes in empowering individuals and organizations in identifying, developing, and exceeding performance goals. Steve’s had the privilege of coaching and training thousands of high performers across an array of industries. From small businesses on the move to Fortune 500 companies, Steve collaborates with organizations to build foundations, set goals, and eclipse their highest potential.

Steve is a Certified Professional Behavioral Analyst (CPBA) and Certified Professional Values
Analyst (CPVA), a certified Myers-Briggs practitioner, and accredited to coach and train for Emotional Intelligence (EQ). He is a two-time published author, and his new book In Defense of Adversity: Turning Your Toughest Challenges Into Your Greatest Success won Richter Publishing’s Amazon Best Seller Award for 2018.

Links:
website: http://www.gavatorta.com/
email: Steve@gavatorta.com

]]> In this episode, Steve lays out the framework for successful business development and how to position you and your firm as a consultant rather than a vendor.

Steve Gavatorta, owner of the Steve Gavatorta Group, specializes in empowering individuals and organizations in identifying, developing, and exceeding performance goals. Steve’s had the privilege of coaching and training thousands of high performers across an array of industries. From small businesses on the move to Fortune 500 companies, Steve collaborates with organizations to build foundations, set goals, and eclipse their highest potential.

Steve is a Certified Professional Behavioral Analyst (CPBA) and Certified Professional Values
Analyst (CPVA), a certified Myers-Briggs practitioner, and accredited to coach and train for Emotional Intelligence (EQ). He is a two-time published author, and his new book In Defense of Adversity: Turning Your Toughest Challenges Into Your Greatest Success won Richter Publishing’s Amazon Best Seller Award for 2018.

Links:
website: http://www.gavatorta.com/
email: Steve@gavatorta.com

]]> Episode 68: Accelerating Change in Digital Marketing with Jon Gribble http://aecmarketeer.fireside.fm/68 7312328e-3dd3-4609-83e0-c774cbe852ca Wed, 06 Jul 2022 11:00:00 -0700 Keelin Cox full Keelin Cox Have you been curious what digital marketing could look like at an AEC firm? Jon was too and found his passion using digital marketing strategies to drive revenue. On this episode we explore digital marketing success stories, what these passionate teams look like, and how to make a case for your next digital marketing campaign. 35:08 no Have you been curious what digital marketing could look like at an AEC firm? Jon was too and found his passion using digital marketing strategies to drive revenue. On this episode we explore digital marketing success stories, what these passionate teams look like, and how to make a case for your next digital marketing campaign. 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/ digital marketing, AEC marketing, business development Have you been curious what digital marketing could look like at an AEC firm? Jon was too and found his passion using digital marketing strategies to drive revenue. On this episode we explore digital marketing success stories, what these passionate teams look like, and how to make a case for your next digital marketing campaign.

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/

]]> Have you been curious what digital marketing could look like at an AEC firm? Jon was too and found his passion using digital marketing strategies to drive revenue. On this episode we explore digital marketing success stories, what these passionate teams look like, and how to make a case for your next digital marketing campaign.

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/

]]> Episode 59: Client-Facing Marketing with Matthew Winklestine http://aecmarketeer.fireside.fm/59 a040a4f6-3624-4fc6-b554-06226a71cc49 Wed, 16 Feb 2022 07:30:00 -0800 Keelin Cox full Keelin Cox The way we do business is changing and therefore how we market to our clients and talent needs to change too. In this episode Matthew and I dig into the role of marketers and business development professionals currently and what that relationship should look like in the future. 19:53 no The way we do business is changing and therefore how we market to our clients and talent needs to change too. In this episode Matthew and I dig into the role of marketers and business development professionals currently and what that relationship should look like in the future. 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/ marketing, business development, aec marketing, aecmarketeer The way we do business is changing and therefore how we market to our clients and talent needs to change too. In this episode Matthew and I dig into the role of marketers and business development professionals currently and what that relationship should look like in the future.

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/

]]> The way we do business is changing and therefore how we market to our clients and talent needs to change too. In this episode Matthew and I dig into the role of marketers and business development professionals currently and what that relationship should look like in the future.

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/

]]> Episode 32: Death by Architecture with Tenille Bettenhausen http://aecmarketeer.fireside.fm/32 c45d927b-211e-428f-badd-812c5923daea Wed, 17 Feb 2021 08:00:00 -0800 Keelin Cox full Keelin Cox Tenille and I sit down to talk about her career in the AEC industry and her new podcast Death by Architecture. 19:04 no Tenille and I sit down to talk about her career in the AEC industry and her new podcast Death by Architecture. Tenille Bettenhausen is a business developer serving the Los Angeles market for the American Institute of Steel Construction. She earned her BS degree in Architecture from Arizona State University in 2000. After graduation, Tenille started her career in architecture at various local Orange County firms, where she worked on a wide variety of projects including design rollout projects for Nordstrom, Washington Mutual Bank and various healthcare projects. She has 18 years of previous experience as an architectural project designer, project engineer in construction, and for the last four years, has been the Business Development Manager for a local architecture firm. She is heavily involved in her local chapter of the AIA and is currently the co-chair for the Women in Architecture committee. Tenille is also a podcaster for her new show Death By Architecture, a podcast that marries her two loves of design and true crime. Using her other passions of marketing and building design, she finds business development and relationship building of the utmost importance and is also what makes her a great marketer (marketeer). podcasting, aec marketing, death by architecture, business development Tenille and I sit down to talk about her career in the AEC industry and her new podcast Death by Architecture.

Tenille Bettenhausen is a business developer serving the Los Angeles market for the American Institute of Steel Construction. She earned her BS degree in Architecture from Arizona State University in 2000. After graduation, Tenille started her career in architecture at various local Orange County firms, where she worked on a wide variety of projects including design rollout projects for Nordstrom, Washington Mutual Bank and various healthcare projects. She has 18 years of previous experience as an architectural project designer, project engineer in construction, and for the last four years, has been the Business Development Manager for a local architecture firm. She is heavily involved in her local chapter of the AIA and is currently the co-chair for the Women in Architecture committee. Tenille is also a podcaster for her new show Death By Architecture, a podcast that marries her two loves of design and true crime. Using her other passions of marketing and building design, she finds business development and relationship building of the utmost importance and is also what makes her a great marketer (marketeer).

]]> Tenille and I sit down to talk about her career in the AEC industry and her new podcast Death by Architecture.

Tenille Bettenhausen is a business developer serving the Los Angeles market for the American Institute of Steel Construction. She earned her BS degree in Architecture from Arizona State University in 2000. After graduation, Tenille started her career in architecture at various local Orange County firms, where she worked on a wide variety of projects including design rollout projects for Nordstrom, Washington Mutual Bank and various healthcare projects. She has 18 years of previous experience as an architectural project designer, project engineer in construction, and for the last four years, has been the Business Development Manager for a local architecture firm. She is heavily involved in her local chapter of the AIA and is currently the co-chair for the Women in Architecture committee. Tenille is also a podcaster for her new show Death By Architecture, a podcast that marries her two loves of design and true crime. Using her other passions of marketing and building design, she finds business development and relationship building of the utmost importance and is also what makes her a great marketer (marketeer).

]]> Episode 16: Business Development Planning and Accountability during Market Fluctuations http://aecmarketeer.fireside.fm/16 6f3f0dbd-cd8e-4532-bdfa-68058b7a9765 Wed, 21 Oct 2020 08:00:00 -0700 Keelin Cox full Keelin Cox Jen Newman and I talk about the value of a good business development plan, how to maintain accountability, and why planning is still important during times of market fluctuations. 26:13 no Jen Newman's mission is to raise a new generation of firm leaders that are confidently and enthusiastically helping their firms grow. As Elevates official "Energizer Bunny", Jen guides Elevate clients to create successful business development plans that accomplish plan goals while building relationship development skills, enforcing her mantra that “business development is everyone’s business.” Her unique approach to engagement – with customized programs using real examples, real clients, and real plans with action items and methods of accountability – ensure learning is extended to implementation. And, important to Jen, she makes the process fun! 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 business development, planning, aecmarketing Jen Newman's mission is to raise a new generation of firm leaders that are confidently and enthusiastically helping their firms grow. As Elevates official "Energizer Bunny", Jen guides Elevate clients to create successful business development plans that accomplish plan goals while building relationship development skills, enforcing her mantra that “business development is everyone’s business.” Her unique approach to engagement – with customized programs using real examples, real clients, and real plans with action items and methods of accountability – ensure learning is extended to implementation. And, important to Jen, she makes the process fun!

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

]]> Jen Newman's mission is to raise a new generation of firm leaders that are confidently and enthusiastically helping their firms grow. As Elevates official "Energizer Bunny", Jen guides Elevate clients to create successful business development plans that accomplish plan goals while building relationship development skills, enforcing her mantra that “business development is everyone’s business.” Her unique approach to engagement – with customized programs using real examples, real clients, and real plans with action items and methods of accountability – ensure learning is extended to implementation. And, important to Jen, she makes the process fun!

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

]]>