AEC Marketing for Principals Katie Cash and Judy Sparks

Katie sits down with Associate Principal and Regional Practice Leader, Brad Ewing, AIA, NCARB, LEED AP, from NELSON Worldwide. Brad talks about one of the unexpected skills that architects need to master–sales. He emphasizes the importance of being adaptable and flexible for career progression in the AEC sector.
Brad also offers invaluable advice on preparing for procurement season, focusing on understanding client goals and fostering robust client relationships.
Connect with Brad Ewing, AIA, NCARB, LEED AP:
Brad Ewing is a distinguished architect and associate principal at NELSON Worldwide, where he brings over 24 years of experience in leading teams and managing complex projects across various sectors. As the regional practice leader for civic, community, justice, and education, Brad is known for his innovative and sustainable design solutions that resonate with stakeholders' needs and expectations.
 
In his role, Brad not only oversees the production of design and construction drawings but also steers the strategic growth and financial success of his practice across the Southeast region. His expertise extends to advising clients on best practices and lessons learned from his extensive work in institutional, aerospace, aviation, federal, county, and state projects, both in secure and non-secure environments.
 
Brad's passion for creating quality designs that enhance public spaces and user experiences is evident in his collaborative approach with his team and partners. His commitment to excellence is a driving force behind his successful leadership in the AEC industry.
 
At SmartWIN24, we invited Brad to share his insights and strategies that led to the winning outcome for the State of Georgia's largest project ever. His experience in leading such a monumental project, coupled with his expertise in sustainable and impactful design, makes him an invaluable contributor to our conference. Attendees will gain a rare glimpse into the strategic thinking and leadership that are essential in securing and executing major AEC projects.
 
LinkedIn: https://www.linkedin.com/in/jbradewing/
Website: https://www.nelsonworldwide.com/ 
 
Connect with Katie:
LinkedIn:  https://www.linkedin.com/in/kacash/

Do you feel lost in the sea of mergers and acquisitions?  Katie is talking with Tiffany Konenkamp, CPSM, from Century Fire, about branding and M&A in the AEC sector.

 Tiffany discusses the nuances of acquiring smaller firms, focusing on the need to balance respect for the acquired company's brand while transitioning to the Century Fire identity. She emphasizes the critical nature of value alignment and the importance of effective communication during the rebranding phase, providing actionable advice for firms undergoing similar changes.


Connect with Tiffany Konenkamp, CPSM: 

Tiffany is a dynamic force in the AEC industry, exemplifying the trajectory of a marketing expert whose strategic vision and operational acumen have served her well at Century Fire Protection, one of the fastest-growing fire protection companies in the U.S. Her story is one of ascent, from her roots in marketing within the AEC sector to her current dual-hatted role as Director of Marketing and Division Manager.

At Century Fire Protection, Tiffany leads the Alarm & Special Hazards Service Division with a keen eye for innovation and efficiency. Her marketing expertise is equally evident as she spearheads comprehensive marketing strategies, encompassing everything from digital marketing to employee engagement. As a leader, she plays a key role in branding initiatives, particularly during mergers and acquisitions, aligning with Century Fire’s growth and vision.

Tiffany's career is marked by a series of transitions, from marketing to sales and operations and back to marketing again, showcasing her versatility and deep understanding of the AEC industry's multifaceted nature. Her expertise is further solidified by her NICET Level III certification and her recognition within Century Fire’s Sales Achievement Award for outstanding sales achievements.

As a Certified Professional Services Marketer (CPSM), Tiffany has not only led SMPS Atlanta as Past President but has also been honored as Chapter President of the Year. Her commitment to the profession extends to her past role as Co-Chair of the national CPSM certification program, influencing the standards of excellence in AEC marketing.

An Auburn University alumna, Tiffany's spirited "WAR EAGLE!" echoes her enthusiasm and zest, which she brings to every initiative she leads. When she's not driving marketing and operational success, she's devoted to her family in Roswell, GA, and can often be found cheering on her son Hayden at the baseball field.

At SmartWIN24, we're proud to feature Tiffany as a speaker who has not only climbed the ranks within the AEC industry but has also shaped the strategic marketing landscape through her innovative approaches and dedication to excellence. Her insights into branding, digital strategy, and the integration of marketing within operations make her an invaluable contributor to our 'Leap into the Future' theme.

LinkedIn: https://www.linkedin.com/in/tkonenkamp/
Website: https://www.centuryfp.com/

Connect with Katie:

LinkedIn: https://www.linkedin.com/in/kacash/   

Katie is back with Balfour Beatty's Senior Vice President, Mike Macon, discussing the construction giant's brand strategy and competitive positioning. Mike details the company's approach to winning large public sector projects, emphasizing the necessity of aligning with client expectations, the pivotal role of communications, and the importance of detailed preparation for client presentations. 
They dive into the dynamics of project pursuit, stressing vulnerability and feedback's role in navigating the competitive environment. The conversation offers insights for firms aiming to bolster their market stance and confidently tackle strategic projects, underscoring the critical impact of communication skills on trust-building and opportunity acquisition and advocating for ongoing collaboration and improvement within the AEC sector. 
 
Connect with Mike Macon:
Mike Macon brings over 25 years of construction industry experience to the table, currently serving as the Senior Vice President and Business Unit Leader for Balfour Beatty's Georgia business. He's not just a seasoned executive; he's a strategic thinker who has led award-winning projects like Buckhead Atlanta, a $1.5 billion luxury retail and mixed-use community. As part of Balfour Beatty's Southeast Division’s executive leadership team, Mike excels in client relationship building, capturing new prospects, and developing winning strategies. His diverse experience across various markets, from corporate office spaces to multifamily residential projects, has been integral to achieving Balfour Beatty’s growth goals.
We've invited Mike to share his insights at SmartWIN24 for a very specific reason. He recently led his team to secure the largest project ever undertaken by the State of Georgia—a $1B+ Correctional Facility. His session will offer a deep dive into what it takes to position your firm strategically to win such monumental public-sector and private-sector projects under a unified and integrated brand and business development strategy. From initial identification to the final pitch, Mike will share the intricacies of securing mega-projects.


LinkedIn: https://www.linkedin.com/in/mike-macon-93574316/ 
Website: https://www.balfourbeatty.com/

Connect with Katie: 
LinkedIn: https://www.linkedin.com/in/kacash/

Katie continues her SmartWIN24 speaker spotlight series with Greg C. Hart. - President of PSMJ. He discusses the critical need for a deep understanding of the nuanced challenges and opportunities that the AEC sector faces, particularly considering the varied effects of macroeconomic trends. By drilling down on the data, he’s able to share insights about the strategic use of data and proposal activity as key indicators for planning and decision-making processes.

He outlines PSMJ's role in equipping AEC firms with essential knowledge and tools in areas like project management, business development, financial management, and strategic planning.

Connect with Greg C. Hart:

Greg Hart, President and Consultant for PSMJ | Resources is passionate about helping A/E/C firm leaders strengthen their businesses. In his career, Greg has completed hundreds of business valuations (the ultimate indicator of business performance and value creation) and advised on various mergers and acquisitions and succession plans. He is a valuable AEC consultant not only because he came out of the industry himself but because he can draw from the financial and analytical side of his background as well as the creative and “just go for it” side.


LinkedIn: https://www.linkedin.com/company/psmj-resources-inc-/
Website: https://www.psmj.com/


Resources:

Episode 53: The Future of AEC Marketing: Embracing Innovation and Adapting to Change: https://smartegies.com/podcasts/the-future-of-aec-marketing-embracing-innovation-and-adapting-to-change/

Connect with Katie:
LinkedIn:  https://www.linkedin.com/in/kacash/

The challenges businesses encounter in generating pipeline and revenue have changed. SmartWIN24 speaker and Smartegies Alliance Partner Megan Gregory joins the podcast. With two decades of sales and marketing expertise, Megan offers insights into contemporary marketing strategies. Specifically targeting AEC firms, she discusses the importance of understanding your audience, pinpointing their issues, and deploying a continuous marketing engine powered by paid media. The conversation sheds light on the shifting paradigms of advertising, stressing the necessity of engaging potential clients and innovating ways to connect and resonate with them.

Marketing has its own intricacies in today’s digital age, and it is important that AEC marketers learn to pursue the latest trends and technologies. Megan advocates for a grounded approach that prioritizes a clear understanding of the business's specific objectives and audience. Her unique perspective offers a balanced view, advocating for strategic, targeted, and intentional marketing efforts.

Connect with Megan Gregory:

For over 20 years, Megan has worked in a variety of sales and marketing roles in data management software companies. And while the roles have been varied and include Business Development, Territory & LOB Sales Management, Partner & Alliances, Content Marketing, Marketing Operations, and Demand Gen; the thread that ties it all together is understanding companies want to gain more customers and keep the ones already earned.

As a Smartegies Alliance Partner, Megan uses this to help clients enhance their digital presence, optimize online campaigns, and integrate innovative media strategies.

LinkedIn: https://www.linkedin.com/in/megan-m-gregory/

Connect with Katie:

LinkedIn:  https://www.linkedin.com/in/kacash/

Are you enabling the people at your firm to help you grow? Katie welcomes Greg Johnson, PE, a Partner at the distinguished MEP engineering firm Newcomb and Boyd, to the podcast. Greg discusses investments in marketing and business development resources, emphasizing the role of networking and knowledge exchange at events like SmartWIN24. He emphasizes the importance of close-knit networking and open dialogue among industry peers, aiming to learn from their experiences and insights into innovation and technology. He also touches on the need for a synergistic relationship between marketing, business development, and engineering teams to achieve shared success.

Connect with Greg Johnson:

Greg Johnson, PE, is a leader who exemplifies a forward-thinking mindset in the AEC industry. As a Partner at Newcomb & Boyd, a firm with a century-long legacy, Greg has been instrumental in helping steer the company through leadership transitions, growth into new geographies, and growing the complexity of the firm’s collective portfolio.

Greg's approach to design and client service is mirrored in his strategy for marketing and business development. He applies the same level of informed leadership and collaborative decision-making to ensure that the relationships built with clients and employees are as high-quality and enduring as the services his firm provides. This holistic approach to project execution and client and employee engagement is a cornerstone of his firm's century-long success.

At SmartWIN24, Greg will share his journey, helping guide the firm through significant changes and adapting to the evolving landscape of AEC marketing. His experience effectively blending traditional values with modern marketing techniques makes him an invaluable speaker.

LinkedIn: https://www.linkedin.com/in/greg-johnson-pe-6a03774/
Website: https://www.newcomb-boyd.com/

Connect with Katie:

LinkedIn: https://www.linkedin.com/in/kacash/