Episode 20: How and Why You Should Build a Marketing Team, with Whitney Thrower

Click Here for the Full Transcript Many seller-doers at boutique firms assume marketing responsibilities, but there comes a time where half-hearted marketing starts to hinder productivity without yielding any results. Owners often ask themselves if they need a marketing department, but hiring a team is inevitable if you plan to grow. AEC firms can benefit…

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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 18: How to Win Work With Pattillo Industrial Real Estate, with Larry Callahan

Click Here for the Full Transcript     For 70 years, Pattillo has focused strictly on the vertical of industrial development, erecting over 1000 facilities of quality and scale while building a significant portfolio of prime industrial real estate. However, the explosion of e-commerce is creating an entirely new set of needs and unique problems…

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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 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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