PSM: Professional Services Marketing (PSM Show)

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	Pub. Date	Title	Duration
	16 Apr 2021	192 – Debrief After a Pursuit	00:26:12
What is a project debrief? Who should you include in the meeting, and when is the right time to do a project debrief? 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/
	13 Nov 2020	181 - Tim Barr on Culture	00:36:05
Why does culture matter in marketing? Is culture a meaningful differentiator when clients are trying to select a firm? David and Tim Barr discuss the role of culture in A/E/C. 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 Visit PSM.show for more
	05 Mar 2021	189 - Damion Morris on Leading vs. Doing Marketing	00:34:21
Damion Morris is a rising star in the world of A/E/C Marketing. Still early in his career, he's achieved his CPSM, become a conference speaker, an SMPS chapter president, and a marketing leader for one of the nation’s top general contractors, PCL. David and Damion sit down to discuss the difference between doing and leading marketing. 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/
	10 Feb 2023	Episode 239 - The Difference Between Try and Triumph is Just a Little "Umph"	01:06:29
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 hard things. Rides: https://www.hokaheychallenge.com/ https://www.ironbutt.org/ Music by RomanSenykMusic on Pixabay. www.pixabay.com
	14 Jul 2023	Episode 250 - Super Moms Part 2	00:55:34
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. Now embarking on a new challenge, Bethany has taken the role of Strategic Marketing Leader at ESG where she leads the company's marketing and communication efforts throughout the country. Bethany is a graduate of the Cincinnati Chamber’s "We Lead" program and was named one of Cincinnati’s Forty Under 40 by the Cincinnati Business Courier. In April of 2005 during her term as President of the SMPS Greater Cincinnati Chapter, she received the Certified Professional Services Marketer designation from the Society of Marketing Professional Services, and in 2014 was named a Fellow - one of her most prized accomplishments. Bethany Rustic Smith: www.linkedin.com/in/bethanyrusticsmith/ Music by RomanSenykMusic on Pixabay. www.pixabay.com
	11 Jun 2021	196 - How to Hire and Work with Creative Services.mp3	00:29:13
Josh and David provide A/E/C marketers with tips for hiring and working with external creative services providers. 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/
	31 Dec 2021	210 - Building Your Bravery Muscles	00:44:44
Deirdre Gilmore visits with Tiffany Gorrell of GLHN Architects and Engineers about her journey in fulfilling a big, hairy, audacious goal (BHAG).
	24 Feb 2023	Episode 240 - The Art of Compassion and Empathy	01:00:19
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/ Cylk Cozart: https://www.linkedin.com/in/cylk-cozart-b6a22b29 / Music by RomanSenykMusic on Pixabay. www.pixabay.com
	03 Sep 2021	202 - Brand Personality Attributes	00:22:54
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/
	11 Feb 2022	213 - Falling in Love with a Great Job	00:37:29
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.
	15 Dec 2023	Episode 261 - Coaching the Coaches, Advice for Interview Coaching Part 2	00:37:54
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 Pixabay. www.pixabay.com
	06 May 2022	Episode 219 - Creativity Machine	00:33:26
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/
	17 Nov 2023	Episode 259 - Finding What's Next	00:42:48
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, was a renowned marketing and business development expert and a transformative leader in the Society for Marketing Professional Services (SMPS). Today, Laurin McCracken, AWS, NWS, is a realist watercolorist. His approach to still life painting emulates that of the Dutch and Flemish still life painters of the 16th and 17th centuries. He is a signature member of more than a dozen watercolor societies including the American Watercolor Society and the National Watercolor Society. His paintings have won multiple awards and have been included in competitive and invited exhibitions around the world. His paintings are in the permanent collections of the Watercolor Museum, Fabriano, Italy, The National Museum of China in Beijing, The Museum of the University of Mississippi and other institutions. Resources: https://www.federalreserve.gov/monetarypolicy/publications/beige-book-default.htm Music by RomanSenykMusic on Pixabay. www.pixabay.com
	11 Oct 2024	Episode 276 - Crafting Success: Uniqueka Walcott on Branding and Career Mastery	00:58:39
In this episode, Deirdre sits down with Uniqueka Walcott, a renowned writer and speaker, to discuss personal branding, career ownership, and workplace culture. Known as the "Billion Dollar Bid Writer," Uniqueka shares her journey of crafting a strong personal brand through strategic communications and offers insights from her experience to help individuals embrace authenticity and boost visibility. The conversation highlights pivotal career moments, emphasizing self-guidance and the importance of a supportive network. Uniqueka addresses challenges in career ownership, including mindset shifts and actionable feedback, and stresses the necessity of recognizing when change is needed. Strategies for overcoming obstacles and cultivating a workplace culture of mutual respect are also explored. Key takeaways include rejecting disrespect, being discerning with feedback, and embracing proactive change, providing listeners with practical insights to advance their personal branding and career growth. Uniqueka Walcott, CPSM, Uniqueka Walcott Communications LLC Uniqueka Walcott is celebrated for her prowess in proposal management and strategic communications. As the founder of Uniqueka Walcott Communications LLC, she empowers others to express their authentic selves. Holding a B.A. in journalism with a focus on Public Relations from Georgia State University, Uniqueka has secured over a billion dollars in government contracts and has been featured in the Baltimore Sun. Her Personal Branding Masterclass is instrumental in helping clients boost their visibility and build meaningful connections, paving the way for their growth. Music by RomanSenykMusic on Pixabay. www.pixabay.com
	16 Aug 2024	Episode 275 - Doing Good Things with "Cause Marketing"	00:39:53
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 firms. With a bachelor’s degree in marketing from the University of Florida, she has dedicated her career to the art of marketing ever since. Jodi is a Certified Professional Services Marketer and a LEED Green Associate. She served as the President of the Southwest Oregon Chapter of the American Marketing Association and led a sustainable business organization in Eugene, Oregon for three years. In 2023, Jodi launched her consulting firm, Jodi Sommers Marketing, where she offers a comprehensive range of marketing services tailored to AEC firms. Her firm specializes in cause marketing, which integrates support for nonprofits with marketing and employee engagement goals. From strategic planning and project pursuits to client feedback surveys and cause marketing, Jodi is committed to helping her clients achieve success. Megan Falkenstein, Sponsors, Inc. Megan Falkenstein, a native of Eugene, Oregon, has over a decade of experience as a professional fundraiser and communications director. She is deeply dedicated to her work, which has focused on creating unique visual brands and compelling donor-focused storytelling for social justice nonprofits. She has spent the last 5-years as the Development Director for Sponsors, Inc. A nonprofit whose mission is to provide wrap-around supportive services and housing to formerly incarcerated individuals in Lane County. In her free time, she enjoys walking her rambunctious rescue pup along the beautiful river bike path, seeing as much live music as possible, throwing killer parties, and volunteering year-round as the Oregon Country Fair Volunteer Crew Coordinator. Music by RomanSenykMusic on Pixabay. www.pixabay.com
	21 Jun 2024	Episode 274 - Marketing and Finance: The Dream Team	00:40:53
Frank sits down with Laurie Lumish, Principal and Director of Marketing and Business Development at Degenkolb Engineers, and CFO Maury Ballif to explore the secrets of building a strong working relationship that sets a new industry standard. In this engaging conversation, you'll gain practical advice on enhancing your role within the company, developing empathy, mutual understanding, and fostering seamless collaboration between marketing and finance teams. Laurie and Maury address common challenges and offer strategies for overcoming them. Their combined experience provides valuable lessons for any professional aiming to strengthen team dynamics. Tune in for actionable tips to build your internal partnerships and achieve outstanding results. Music by RomanSenykMusic on Pixabay. www.pixabay.com
	20 May 2022	Episode 220 - Bucking the Status Quo	00:56:07
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.
	10 Jul 2021	198 - Strategies for Staying Fresh and Avoiding Burnout	00:27:17
Josh and David discuss their favorite ways to stay fresh, inspired, and ahead of burnout. 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/
	14 Jan 2022	211 - Effectively Managing Stressful Situations	00:46:11
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.
	20 Oct 2023	Episode 257 - Good Research	00:43:55
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 and strategy, she is known as a change agent, tackling challenges with implementation at a scale her clients can handle. Sarah's curiosity, fail-forward/fail-fast approach, and desire to have fun in everything she does, are the hallmarks of how she "does it differently." Sarah served as President of SMPS Dallas, Now North Texas in 2021-2022 and currently serves as Secretary for the SMPS Foundation. Resources: https://theflamingoproject.com/market-research-and-growth/ https://theflamingoproject.com/what-is-market-research-market-research-for-aec/ https://cart.smps.org/store/the-neuropsychology-of-influence-and-decision-making/852 Music by RomanSenykMusic on Pixabay. www.pixabay.com
	11 Mar 2022	Episode 215 - The Crazy Things Business Developers Say	00:47:48
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.
	03 Jun 2022	Episode 221 - The Risk Not Taken with Sandy Geroux	00:30:49
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.
	07 Oct 2022	Episode 230 - Career Path Pt 5: Let's get creative with TankGirl's Nikki Hasbun	00:42:49
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 https://tankgirlmarketing.com/more/
	04 Nov 2022	Episode 232 - Career Path Pt 6: Killing it, Millennial Style, with Faith Perez	00:46:40
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.
	28 Jul 2023	Episode 251 - Getting Motivated When the Energy Isn't There, but the Deadline Is	00:51:46
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
	02 Jun 2023	Episode 247 - On Being Blunt	00:49:35
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
	19 Apr 2024	Episode 270 - Advice to My Younger Self	00:26:29
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.pixabay.com
	16 Oct 2020	179 - Craig Janssen - Your Strategic Plan is Dead. Scenario Mapping for AEC	00:46:04
In 2020, many firms are looking back at their strategic plans and wondering what to do. Managing Director of Idibri, Craig Janssen and Josh Miles discuss how scenario mapping and other exercises may be a wiser path forward. 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 Visit PSM.show for more PSM Show, Josh Miles, David Lecours, SMPS, Professional Services Marketing, AEC marketing, AEC business development, A/E/C marketing, A/E/C business development
	20 Aug 2021	201 - Steven Morris on Trust in Digital Marketing	00:30:28
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 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/
	06 May 2023	Episode 245 - A Seller-Doer's Relationship-Building Journey	00:43:50
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 more on the business of bringing in business. Thus began his journey into business development, nurturing client relationships, and creating a valuable network. Frank, Kate, and Ryan talk about Ryan's journey and his success through relationship building. https://www.linkedin.com/in/ryankonst/ Music by RomanSenykMusic on Pixabay. www.pixabay.com
	09 Feb 2024	Episode 265 - Leadership	00:39:15
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/E/C industry, Kathryn brings an in-the-trenches perspective for how things work and, more importantly, how things can work better. Her sense of humor is balanced with a sense of getting-the-job done. She is a strategic thinker, an excellent listener, and provides creative solutions that work, not abstract theory that sits on shelves. As a life-long learner, she is a certified professional services marketer (CPSM), certified professional life coach (CPLC), and a 6 Types of Working Genius facilitator. Kathryn is a frequent presenter and facilitator, in both the virtual and in-person environments, presenting at national and regional conferences, and at SMPS chapters Beyond work…she loves to scuba dive and is PADI rescue diver, has been called a gym-rat (rats love cheese!), and enjoys time with her 1-year-old grandson. She served a past chapter president for the SMPS Sacramento Chapter and is currently on a committee for APWA Sacramento Chapter. Resources: Adam Grant, Think Again (available on Amazon) Patrick Lencioni, The Ideal Team Player (available on Amazon) Edgar Schein, Humble Inquiry (available on Amazon) Six Types of Working Genius: https://www.workinggenius.com/ Connect with Kathryn Ness: https://www.linkedin.com/in/kathryn-ness-cpsm-6a08928 Music by RomanSenykMusic on Pixabay. www.pixabay.com
	03 Nov 2023	Episode 258 - Career Path: Sedona Scheopner	00:38:17
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 to proposal management, social media campaigns, graphic design, communications, and pursuit strategy. Sedona is a member of SMPS Arizona and has a passion for learning. She soaks up training and webinars and brings back the things she learns to share with the TankGirl team. Music by RomanSenykMusic on Pixabay. www.pixabay.com
	25 Mar 2024	Episode 268 - Just Show Up: Building the Life You Want With Discipline	00:48:36
Recorded live at the 2024 SMPS Pacific Regional Conference in Portland, Oregon Ryn (Kathryn) Bennett, MPH, is a non-binary 40 under 40 award winner, world-record-holding strongman competitor, celebrated TEDx and Ignite speaker, and advocate for developing mental toughness. They are the author of Productive Pain, a personal memoir and inspirational guide. With a background in social and behavioral health and process improvement, Ryn's professional career spans industries including tech, healthcare, and engineering/construction. Ryn used the mental fortitude and tenacity they learned in the gym to advance their career and overcome burnout, working from an entry-level process improvement role into a director position. Ryn is a Certified Professional Services Marketer and is nationally ranked as a strongman competitor. They are passionate about helping others develop the mental tenacity and internal strength they need to succeed, no matter the adversity they're facing. The podcast picks up after Ryn's keynote. A few excerpts from the keynote have been included for context, but the podcast discussion does not depend on having heard the address. https://www.linkedin.com/in/kathrynbennettwrites/ Productive Pain, by Ryn Bennett (available on Amazon) https://www.proposalindustryexperts.com/ Music by RomanSenykMusic on Pixabay. www.pixabay.com
	20 Dec 2024	Episode 277 - Passing the Torch: Reflections, Lessons, and a New Era for the PSM Show	00:29:00
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 from PCL Construction known for his innovative thinking, dynamic presence, and ability to spark meaningful conversations. Together with co-host Deirdre, Damion promises to bring fresh energy, bold ideas, and timely discussions on the topics that matter most to today’s professionals. Music by RomanSenykMusic on Pixabay. www.pixabay.com
	21 Apr 2023	Episode 244 - 2023 Recruiting Part 2: Your Employer Brand Matters	00:53:22
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
	17 Jun 2022	Episode 222 - Powerful Volunteer Leadership - SERC 2022 with Rachael Frohardt and Stephanie Jude	00:27:55
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.
	07 Apr 2023	Episode 243 - 2023 Recruiting Part 1: Why your job postings aren't working	00:45:36
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, we had to get her on the podcast. Deirdre Gilmore and guest host, Kathryn Ness, get some great tips and life advice from Kat, including this entry in our "Memorable Quotes of 2023" list: Do your best and then to hell with it. https://www.threeearsmedia.com/about.html [Also pick up the free ebook on their website on how to make your job postings better and why] www.trends.google.com www.indeed.com Music by RomanSenykMusic on Pixabay. www.pixabay.com
	05 Apr 2024	Episode 269 - Enter, Stage Right	00:47:01
Two theater kids walk into an AEC firm… Kathryn Ness visits Kayla McCause from Dragonfly AEC and Kate Robinette of GO Strategies about how they apply their performing arts training and experiences to their work in marketing and business development. These three get serious about play and the transferable skills of unusual backgrounds. Enter, stage right. Kayla has a background in theater and worked in corporate marketing, giving her an appreciation of both the art and analytics behind effective marketing strategies. Energetic and inquisitive, she challenges herself to continually learn and improve in work and life, whether through asking powerful questions or experiencing different cultures. With her unique mix of skills and perspectives, Kayla gives AEC firms the tools to expand their influence and grow their revenue. From helping firms grow and diversify their market share to delivering engaging training sessions, she applies a combination of optimism and objectivity that creates connection and drives results. Kate is a theater nerd who learned about AEC marketing when a board member of the arts council where she worked suggested she talk to his marketing director. She quickly realized her linear thinking, strategic analysis, writing, and logistics management were a killer combination for helping to win work. She spent 20 years honing her craft. Now she helps companies strengthen their marketing and BD teams, culture, and employee engagement with the same combination of talents and a (slightly less) deadline-driven rigor. Kayla McCause, MS, CPSM - Dragonfly AEC, https://www.linkedin.com/in/kaylamccause/ Kate Robinette, CPSM - GO Strategies, https://www.linkedin.com/in/karobinettecpsm/ Music by RomanSenykMusic on Pixabay. www.pixabay.com
	19 Nov 2021	207 - The Beginning of Us, Part 1	00:37:11
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.
	08 Mar 2024	Episode 267 - Farm Sense	00:54:54
You've heard of common sense and street sense. Get ready for farm sense, as doled out by SMPS Weld Cox awardee, Donna Corlew, FSMPS, CPSM. Learn how this self-described farm girl got her start, what she sees as the biggest changes in AEC marketing and BD, and what today's marketers can do for themselves to get ahead. Deirdre and Donna bless all the hearts in this uplifting look at our craft. A native Tennessean, Donna Corlew’s roots run deep in Southern hospitality, a culture of giving, and an abiding love of SEC football and Nashville Predators hockey. Don’t let that Southern twang fool you – under the surface lies the heart and soul of a Steel Magnolia driven by a passion for coaching and helping architects, engineers, and builders identify and maximize their unique talents and expertise. She works with AEC firms across the country to focus strategic vision and market research, grow connections and chemistry with clients and prospects, and help technical staff and marketing and business development professionals to thrive and win profitable work. With over 700 technical professionals trained as effective doer-sellers, Donna brings an understanding of the AEC market and a proven track record of performance and results. https://www.linkedin.com/in/donnacorlew/ Resource links: Patrick Lencioni, The Ideal Team Player, available on amazon.com https://www.amazon.com/Ideal-Team-Player-Recognize-Cultivate-ebook/dp/B01B6AEJJ0 Catch Donna at these conferences: https://convention.agc.org https://smps-serc.org https://smpsmvrc.com https://smpsheartland.org https://smpsheartland.org https://www.amplifyaec.org/ Music by RomanSenykMusic on Pixabay. www.pixabay.com
	22 Apr 2022	Episode 218 - Career Path Part 2: Marketing	00:44:00
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: Learn who your real client is and treat them exceptionally well. Bring new ideas in, all the time. Be a constant learner. Demonstrate how you can impact revenue/profitability. Learn the business of the business. You will gain a ton of respect. Build relationships inside and outside of your firm. Especially with the CFO.
	08 Sep 2023	Episode 254 - Marketing Plans for Beginners	00:48:23
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
	03 Dec 2021	208 - The Beginning of Us, Part 2	00:43:59
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.
	02 Dec 2022	Episode 234: Influencing the Tide - Maisha Christian	00:51:44
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
	25 Jun 2021	197 - Deirdre Gilmore and Nikki Hasbun on Proposal Design	00:36:31
David is joined by Deirdre Gilmore and Nikki Hasbun of TankGirl Marketing, to discuss Proposal Design. 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/
	28 May 2021	195 - Rethinking the Digital Conference Experience	00:33:38
Today on PSM Show we're chatting with the chair of SMPS Build Business 2021, Bethany Smith. What is Build Business, and why should you attend another virtual experience in 2021? Tune in to find out. 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/
	29 Jul 2022	Episode 225 - Career Path Pt 3: Here There Be Dragons with Kate Robinette	00:48:49
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: Know your strengths and get use to talking about what you do best and how you bring value. Look for things you want to do and find ways to make that happen. Ask lots of questions and ask for help. Get comfortable with being uncomfortable. (Change happens outside your comfort zone.) Do informational interviews. Resources: First, Break All the Rules Now, Discover Your Strengths Strengths Based Leadership Adam Grant's WorkLife Podcast
	28 Jan 2022	212 - Federal Infrastructure Package	01:07:01
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 Infrastructure Package are noted below: The Bill itself: https://www.congress.gov/bill/117th-congress/house-bill/3684/text Aviation projects funded through the infrastructure bill Bipartisan Infrastructure Law - Airport Infrastructure \| Federal Aviation Administration (faa.gov) Importance of Infrastructure on US Economy: https://www.cfr.org/backgrounder/state-us-infrastructure Breakdown on Counties: https://www.naco.org/resources/legislative-analysis-counties-infrastructure-investment-jobs-act Breakdown for Cities: https://www.nlc.org/article/2021/12/21/how-to-plan-federal-infrastructure-spending/ Breakdown Specific to Water Projects: http://uswateralliance.org/news/president-biden-introduces-plan-111-billion-water-infrastructure-investment National League of Cities & Towns with State Office Links: https://www.nlc.org
	27 Jan 2023	Episode 238 -Friend Hat/Boss Hat	00:25:50
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
	06 Aug 2021	200 - Experience Design	00:22:01
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/
	11 Dec 2020	183 - Keelin Cox on Marketing at S, M, L, firms	00:32:21
What size of firm do you work with? David and Keelin Cox talk through the advantages of each size of A/E/C firm: small, medium, and large. 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/
	19 May 2023	Episode 246 - Curating Dynamic Experiences and Staying Strong	00:49:23
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
	15 Oct 2021	205 - Bryon McCartney - Content For Positioning as the Go-To Expert	00:38:37
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: http://psm.show/
	24 May 2024	Episode 272 - Optimizing Your Professional Conference Experience	00:36:14
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
	27 Nov 2020	182 - Instagram	00:38:36
How are you using Instagram to market your professional services firm? David and Josh discuss the many uses of Instagram for A/E/C. 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/
	08 Jan 2021	185 - A/E/C Photography with Tyler Chartier	00:42:31
Where do great architectural photos come from? Is it all about using the latest gear? Is it from using a more artistic technique? And what role does story play in creating an image that sells? Josh discusses these ideas with professional photographer, Tyler Chartier on today's episode. 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/
	05 Nov 2021	206 - The Future of PSM.show	00:30:51
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. 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/
	16 Dec 2022	Episode 235 - Amazing Hit Rates are Possible, just ask Chelsea Pozar and Gabe Lett	01:06:31
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.
	30 Apr 2021	193—David Lecours on Effective AEC Websites	00:32:33
In October LecoursDesign was awarded the top honor for external websites at the national SMPS Marketing Communications Awards. Today we flip the script, as Keelin Cox from AEC Marketeer interviews David about his recent success. 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/
	10 Mar 2023	Episode 241: Now Presenting: Tips from the Trade	00:51:42
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 Regional Conference 2023. SMPS SERC is the sponsor of this episode: https://smps-serc.org/ For a complimentary copy of SagePresence's book, Winning Virtual AEC Interviews, grab this code PSMSHOW-SERC23 and go to sagepresence.com/shop (shipping not included). Offer valid through March 22, 2023, at the close of SMPS SERC. Also recommended: Be Here Now by Ram Dass [available on Amazon] https://blog.sagepresence.com/blog https://improv.com/ and local improv Facebook groups Music by RomanSenykMusic on Pixabay. www.pixabay.com
	01 Jul 2022	Episode 223 - Navigating a Conference as the Newbie with Kelly Valentin	00:22:35
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.
	22 Jan 2021	186 - Brand Audits	00:26:27
What is a brand audit? What are the steps or elements of performing a brand audit? And if you've completed an audit, what should firms do next? 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/
	03 May 2024	Episode 271 - Leader Advocate	00:37:46
Coffman Engineers is known for having some of the most talented, long-standing, happy marketers in A\|E\|C. And Chad Heimbigner, COO, and Board Director, is part of the reason why. From his heartfelt servant leadership to collaborative partnerships to lifelong learning, Chad embodies the best traits of a strong technical leader who stands by the team. Deirdre, Kate, and Chad talk about what makes a leader advocate and how to build an intentional, positive marketing/BD/leadership culture. Coffman Engineers is a multidiscipline engineering consulting firm with almost 800 team members in 21 offices across the United States. Chad is also an active volunteer with several community organizations and serves on the University of Idaho Civil and Environmental Engineering Advisory Board. Resources: Chad Heimbigner - LinkedIn - https://www.linkedin.com/in/chad-heimbigner-96b76131/ Coffman Engineers - www.coffman.com Gonzaga University, Women Lead Conferences - https://www.gonzaga.edu/school-of-leadership-studies/leadership-training-and-development/women-in-leadership/conferences-and-events Music by RomanSenykMusic on Pixabay. www.pixabay.com
	18 Sep 2020	177 - Paula Stamp on Entrepreneurial Mindset	00:36:02
Dr. Paula Stamp, is Dir of Biz Dev, Research and Student Engagement at PCL Construction. What does having an “entrepreneurial mindset” mean for A/E/C marketers? Why should marketers have an entrepreneurial mindset? 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 Visit PSM.show for more
	12 Jan 2024	Episode 263 - Organization Tips for 2024	00:49:40
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
	05 Feb 2021	187 - Matt Handal on Persuasive Proposals	00:40:09
What's the difference between a persuasive proposal and one that isn't? David Lecours is joined by our guest, Matt Handal, to discuss Persuasive Proposals. 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/
	23 Jul 2021	199 - Donna Corlew and Frank Lippert on SMPS Membership	00:39:32
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 iTunes: https://itunes.apple.com/us/podcast/psm-professional-services-marketing/id969331190?mt=2 Visit PSM.show for more: http://psm.show/
	11 Aug 2023	Episode 252 - Being a Better Human	00:43:27
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
	17 Sep 2021	203 - Carla Johnson on RE:Think Innovation	00:29:32
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/podcast/psm-professional-services-marketing/id969331190?mt=2 Visit PSM.show for more: http://psm.show/
	25 Dec 2020	184 - Your Inner Circle	00:30:31
This isn't a secret, but in 2020, most of us aren't able to spend time with other people in the same ways as last year. Today David and Josh discuss how to create and maintain your inner professional circle. 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/
	26 Aug 2022	Episode 227 - Marketing Department as an In-house Consultant with Perryn Olson	00:54:33
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
	26 Jan 2024	Episode 264 - Developing Great Case Studies & Using AI To Help	00:34:12
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 RomanSenykMusic on Pixabay. www.pixabay.com
	21 Oct 2022	Episode 231 - When this $@#* Doesn't Work with Julie Brown	00:48:41
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
	17 Dec 2021	209 - Goal Setting - It's not just an annual PSM Show tradition!	00:40:55
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.
	28 Mar 2023	Episode 242 - Career Path Pt 7: Nerding out to find your way in A/E/C	00:47:52
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
	12 Aug 2022	Episode 226 - Right-sizing AEC firms with Karen Natzel	00:53:59
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. Resources: 5 Languages of Appreciation in the Workplace Right-sized Growth PDF
	30 Oct 2020	180 - How are firm websites evolving?	00:29:33
The role of A/E/C firm websites is ever-evolving, especially in 2020. Today, Josh interviews David about how his website design practice, and how it has evolved recently, which client requests seem to be most prevalent, and trends that he's seeing today as a designer. 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 Visit PSM.show for more
	16 Jun 2023	Episode 248 - Difficult Conversations	01:06:38
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
	30 Jun 2023	Episode 249 - Super Moms Part 1	00:35:37
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, reinforcing brand messaging across every platform. She is a rogue academic at heart. She has spent 10 years in academia teaching everything from playwriting and storytelling to MBA Leadership/Communication on an undergraduate and graduate level. As a self-proclaimed “arbiter of good,” she hopes to create harmony between internal messaging, marketing, communications, business development, and the work Page’s teams create. Jennifer Hebblethwaite: www.linkedin.com/in/jen-hebblethwaite-1679aab/ Music by RomanSenykMusic on Pixabay. www.pixabay.com
	14 May 2021	194 - Organic LinkedIn Marketing	00:24:56
How to get the most out of your organic use of LinkedIn, from a personal and firm marketing perspective. 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/
	08 Apr 2022	Episode 217 - Career Path Part 1: Business Development	00:36:49
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: Find a Mentor - someone you can learn from and with Find your Advocate - the person in the firm leadership that gets you Find your Role Model - someone you want to emulate or aspire to be like Get Yourself Out There - everyone has butterflies, go for it Talk to Yourself - you are your own biggest champion, psyche yourself up, you got this
	15 Jul 2022	Episode 224 - The Sunday Market with Gary Williams	00:59:07
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 the Sunday Market to help explain how BD works. Join Deirdre, Frank, and Gary as they discover that we're more similar than different and that the important things are true everywhere. Reference files are located here.
	19 Mar 2021	190 - Rethinking the dreaded email newsletter	00:33:32
If you're a longtime listener, the last deep dive we did on email was in late 2017(!) It's a two-part episode, but feel free to go back and give that a listen. Email isn't necessarily the newest, most exciting, or sexiest... This episode is inspired by Andrew Davis's recent video on B2B Email Marketing - https://www.youtube.com/watch?v=3H49q9t7QUQ 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/
	19 Feb 2021	188 - Feeding the Content Marketing Machine	00:26:20
Why is it such a challenge to feed the content marketing machine? For the past few years it has been listed as one of the top B2B Content Marketing Challenges in multiple surveys. Surely there have to be better ways to plan out your year of content marketing. David and Josh share a few ideas. 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/
	02 Apr 2021	191 - Holly Bolton on Writing for A/E/C	00:30:18
When it comes to writing for an A/E/C firm, it's easy to think of proposal writing, but what are the other skillsets required for professional services marketers, and how do you go from proposals to bios, to blogs, and social media all in the same day? Holly Bolton shares her insights on writing for A/E/C firms. 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/
	09 Sep 2022	Episode 228 - Career Path Pt 4: Navigating Life with GPS - Grace, Pace, and Space with Kathryn Ness	01:01:05
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 - Get a mentor, regardless of your experience level - Mentor someone - lift others up - Take the time to be with family and friends - Step away from a problem, take a breath; the answer will come Book and podcast resources: - Shawn Stevenson (Eat Smarter, The Model Health Show) - Adam Grant (Think Again, Work/Life) - Patrick Lencioni (The Ideal Team Player, The 5 Dysfunctions of a Team) - Simon Sinek (Start with Why, The Infinite Game) - Kim Scott (Radical Candor) - James Clear (Atomic Habits) - Brené Brown (Dare to Lead, Unlocking Us) - Dr. Seuss, for the puns!
	09 Oct 2020	178 - Technical Staff as Rock Stars	00:29:23
Do you have a secret desire to be a rock star? Do AEC firms do a good job promoting technical staff as rock stars? What are some ways firms can elevate the status of their architects, engineers, and builders? We'll find out today. 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 Visit PSM.show for more
	25 Aug 2023	Episode 253 - Department of One	00:38:44
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/vickimenard/ www.toddconstruction.com Maggie Thornton, CPSM, oversees marketing and business development for Westlake Consultants. Her core responsibilities include day-to-day marketing and proposal development, firm communications, business development planning and recruitment efforts, as well as helping to develop company initiatives, practices, and policies. She joined Westlake Consultants in 2010 and was named an Associate Principal in 2020. https://www.linkedin.com/in/maggie-thornton-cpsm-232bb213/ www.westlakeconsultants.com Jodi Sommers, CPSM, LEED Green Associate, is a textbook example of a serial solo marketer. She was the first marketer hired at four separate AEC companies, where she ran her department of one. She has represented architects, contractors, sustainable design firms and a wide variety of engineers, energy analysts and commissioning providers. She recently started her own consulting firm – Jodi Sommers Marketing – where she provides marketing strategy and consulting for AEC firms with a special emphasis on cause marketing, which is the art of supporting nonprofits and achieving marketing and employee engagement goals simultaneously. https://www.linkedin.com/in/jodi-sommers-cpsm-leed-green-associate-768b984/ Music by RomanSenykMusic on Pixabay. www.pixabay.com
	23 Feb 2024	Episode 266 - Conger Construction Case Study in Authentic and Intentional Leadership	00:47:21
In today’s episode, we have a case study on authentic and intentional leadership. Frank and Deirdre talk with Justin Conger, of Conger Construction, about leadership, decision making, culture, brand, and how marketing impacts a firm. At the helm of Conger Construction Group, Justin Conger stands as a paragon of transformative leadership. His distinct approach, grounded in the principles of servant leadership, has been the compass guiding the company’s ascent in the construction sector. With the conviction that true leadership stems from serving first, Justin continuously places the needs and professional growth of his team at the forefront. This ethos has not only fostered a culture of mutual respect, trust, and empowerment within Conger Construction Group but has also been instrumental in its sustained business expansion. https://www.linkedin.com/in/justin-conger-27636614/ Resource links: Conger Construction: https://www.congerbuilt.com/ Vistage: https://www.vistage.com/ Off Balance, Matthew Kelly: https://www.amazon.com/Off-Balance-Work-Life-Professional-Satisfaction/dp/1942611331 The 5 Disfunctions of a Team, Patrick Lencioni: https://www.amazon.com/Five-Dysfunctions-Team-Leadership-Fable/dp/0787960756
	25 Feb 2022	Episode 214 - Retaining Great Marketers	00:47:43
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
	25 Mar 2022	Episode 216 - Little By Little, A Little Becomes A Lot	00:53:15
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 to reach seemingly impossible goals. Resources: James Clear https://jamesclear.com/ https://www.instagram.com/jamesclear/ Jason Stein https://jasonstein.com/about-me/ Amy Morin: Mental Strength https://amymorinlcsw.com/ Susan David: Emotional Agility https://www.susandavid.com/ Katy Milkman https://www.katymilkman.com/ https://www.katymilkman.com/podcast Elite Minds https://www.goodreads.com/en/book/show/18756719-elite-minds Body Mind Mastery https://www.peacefulwarrior.com/body-mind-mastery/
	22 Sep 2023	Episode 255 - Back to School with Marketing Plans	00:46:03
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 available at https://www.amazon.com/dp/B0C4XTZSH8 Music by RomanSenykMusic on Pixabay. www.pixabay.com
	29 Dec 2023	Episode 262 - Year-End Wrap-Up, Look Forward for 2024	00:36:27
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
	30 Dec 2022	Episode 236 - The Year of Random for a Purpose	00:50:43
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
	23 Sep 2022	Episode 229 - Is This the Right Job for Me - Conducting Interviews from the Driver’s Seat with Keelin Cox	00:50:04
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 Keelin discuss different ways of answering questions prospective employers ask, and how to take it to the next level. Resources: Indeed Article You're Not Listening: What You're Missing and Why It Matters by Kate Murphy Dare to Lead by Brené Brown
	13 Jan 2023	Episode 237 - Managing is Theater	00:52:04
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 to make work relationships work. https://careerstonegroup.com/about-management.html mary@careerstonegroup.com Music by RomanSenykMusic on Pixabay. www.pixabay.com
	18 Nov 2022	Episode 233 - One Year: Soul Food	00:43:44
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.
	01 Oct 2021	204 - What Instagram's changes mean for A/E/C	00:18:35
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. 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/
	01 Dec 2023	Episode 260 - Coaching the Coaches - Advice for Interview Coaching Part 1	00:49:19
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 Pixabay. www.pixabay.com
	06 Oct 2023	Episode 256 - Good BD Plans	00:49:10
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

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