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 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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Episode 12: How to Win work with Georgia Tech, with Scott Jones

Click Here for Full Transcript As the Assistant Vice President of Facilities, Design, and Construction at the Georgia Institute of Technology, Scott Jones runs a progressive operation that oversees all of Georgia Tech’s design and construction projects. The institution consistently releases around $450M-$500M in AEC projects per year, and competition to be awarded those contracts…

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Episode 11: The Missing Link in Your AEC Marketing Strategy, with Brenda Christman

Click Here for Full Transcript In this day and age, you have the ability to build and scale your business without a sales force, and AEC firms are finally adopting an innovative approach to digital and inbound marketing after seeing it work in so many other industries. Developing an effective marketing plan starts with putting…

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Episode 10: Winning AEC Projects From the State, with Marvin Woodward

Click Here for the Full Transcript   The Georgia State Financing and Investment Commission (GSFIC), was created by a constitutional amendment in 1972 and is responsible for the proper application of proceeds from general obligation debt and the issuance of all public debt by the State. No agency or authority can incur debt or employ…

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Episode 9: Sales, and Business Development – What’s the Difference? with Judy Sparks and Katie Cash

Click Here for the Full Transcript There is a common misconception in the AEC industry that sales, marketing, and business development all serve the same purpose, but ‘sales and marketing’ are not synonymous and they represent completely independent efforts in your growth strategy. In this episode of AEC Marketing for Principals, Judy Sparks and Katie…

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Episode 8: Picking Up the Slack: Marketing as a Company-Wide Effort, with Scott Steiding

Click Here for the Full Transcript In the engineering industry, mastering the art of communication as an individual can help move the needle for an entire organization. At Morrison Hershfield, Scott Steiding did just that. He became well versed in the language of his technical staff and leadership, which led to successive prosperity, heightened brand…

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