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AEC Marketing for Principals

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Episode 22: AEC Marketing for Principals Season 1 Wrap-Up, with Katie Cash

What You Will Learn: The key takeaways from season 1 of AEC Marketing for Principals Jere Smith’s advice for the proposal process Judy and Katie’s approach to the formal presentation Marvin Woodward’s insights about winning work with GSFIC Brenda Christman’s advice for in-house marketers Larry Callahan’s take on the industrial market in the Southeast Dave…

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Episode 21: How to Win Work With ARCO, with Jake Stefan

Click Here for the Full Transcript ARCO specializes in industrial development, an industry that has been moving in a new direction as recent trends in e-commerce, cold storage, and sustainability continue to grow stronger. In that space, Jake Stefan and his team have built a strong reputation for the innovative, solutions-based approach that ARCO brings…

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Episode 19: How to Win Work With Highlands Residential, with Dave Loeffel

Click Here for the Full Transcript Highlands Residential is an apartment development company specializing in multifamily developments that target an empty-nester clientele. By focusing on recently-retired individuals, aged 55 and older, Highlands’ founder and CEO, Dave Loeffel, can deliver destinations unique to the desires and needs of this age exclusive audience. Experiential living is a…

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Episode 16: Using ABM to Generate Marketing Qualified Leads (MQL’s) and Grow your Business, with Katie Fisher, Sr. Director of Field Marketing at JLL

Click Here for the Full Transcript When it comes to AEC marketing, account based marketing (ABM) is changing the way that AEC firms communicate with their high-value accounts by improving efficiency and increasing booked revenue. For the longest time, relationships took precedence when design and construction firms sought out new business, but everyone has those…

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Episode 16: Account Based Marketing, with Judy Sparks and Katie Cash

Click Here for the Full Transcript Although account based marketing (ABM) is a recently adopted practice in the design and construction industry, many firms have been employing strategies of account based sales (ABS) for some time now. If you are unfamiliar with the concept, account based sales uses conventional one-to-one sales tactics but focuses strictly…

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Episode 15: The Construction Channel, with Aaron Wright

Click Here for the Full Transcript Aaron Wright built an impressive resume on the technology side of construction with major firms like Robins & Morton and Hoar Construction. But his passion for all-things-building transcended his role and inspired him to explore all facets of the industry. Wright always saw a need for a platform that…

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Episode 14: The Emotional Side of Marketing, with Brent Darnell

Click Here for the Full Transcript As an international, best-selling author and the authority on emotional intelligence, Brent Darnell works with technical seller-doers in the AEC industry to help them master critical people skills and become service-focused leaders. Emotional intelligence plays a significant role in the workplace today, but it is not what it seems…

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Episode 13: What Owners Have to Say, with Judy Sparks and Katie Cash

Click Here for the Full Transcript When you are marketing and selling professional services to Owners, it’s important to know what they are looking for and how your AEC marketing strategy should reflect that. Smartegies recently conducted a survey in order to better understand procurement processes, buying preferences and online habits of some of Georgia’s…

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Your Hosts


Judy is the founder, CEO, and President of Smartegies LLC. Founded in 2008, Smartegies is a specialty marketing agency that has helped more than 150 companies across North America build stronger brands, implement effective communications, and develop winning strategies and proposals. Judy has worked in B2B marketing and sales roles exclusively since 1993, specializing in the AEC industry. Judy is a true expert in AEC marketing and has a proven record of success across her 25 years in the field.

Katie Cash Headshot

Katie is an architecture, engineering, and construction marketer with over 15 years of experience serving the AEC industry. Katie is an expert strategist who helps her clients win big projects through creative marketing methods. Katie believes in thinking outside the box and has a gift for tackling challenges by using innovative and unconventional solutions. Today, Katie serves as the Vice President of Smartegies, working alongside Judy to help clients achieve maximum impact in their marketing efforts.

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