AEC Marketeer Keelin Cox

This episode dives into constructing and evaluating effective pursuit processes, and defining what sets them apart from traditional proposal process. Krystn shares her philosophy of prioritizing clients over projects, highlighting the strategic, client-focused approach that distinguishes a pursuit process. She details the fundamental steps crucial for any company's prosperity, underscoring the importance of adaptability, defined roles, and striking a balance between inflexibility and flexibility.


Join us as we dig into the importance of authentic client connections, the common pitfalls to steer clear of, and the intertwined responsibilities of leadership, business development, and marketing teams in creating and maintaining a successful pursuit process.


Krystn Macomber believes there's magic in disrupting the ordinary and she thrives on challenging the status quo. She has more than 20 years of experience in the marketing + proposal profession, including 17 years in the corporate world building and leading high-performing teams for global AEC firms across the country. She has trained thousands of leaders, project managers, marketers, and SMEs on proposal + marketing best practices. Three years ago, she left the corporate world to follow her long-time dream to start her own business, Summit Strategy. Today, Summit is a game-changing integrated marketing + proposal consulting firm instrumental in helping B2G + B2B organizations achieve their goals through strategic planning, branding, proposal development, and training.


LinkedIn: https://www.linkedin.com/in/krystnmacomber/
Website: https://www.summitstrategywins.com/

In this episode Dr. Tullio Rossi explains how he uses animated videos to convey complex information in a simple and approachable way. While Tullio primarily works with scientists, the principles of communicating complex projects are what the A/E/C and scientific communities share.


Dr. Tullio Rossi is an award-winning science communicator, marine biologist and graphic designer. As founder of the agency "Animate Your Science", he helps STEM professionals tell their story to the world. His engaging video animations and eye-catching graphics make science and engineering understandable for everyone, reaching millions of people around the world, to create a real-life impact.


Website: animateyour.science
Workshops and learning opportunities: https://www.animateyour.science/training

In this episode we dig into the transformative impact of AI in the AEC industry. Discover how AI is reshaping the AEC landscape and paving the way for firms to gain a competitive edge. This conversation is balanced between AI expert Mehdi Nourbakhsh, Ph.D. and CEO Andy McCune as we explore the benefits of integrating AI software, strategies for staying ahead of the curve, and crucial considerations for successful implementation.


About today's guests:
Mehdi Nourbakhsh, Ph.D., is an author, speaker, and CEO of YegaTech, a technology consulting company in the AEC industry.With a decade of experience in the research and development of innovative AI solutions in the AEC and manufacturing industry at YegaTech, Autodesk, and GeorgiaTech, Mehdi brings a unique perspective to this space. He has developed several AI solutions that are used by
tens of thousands of AEC and manufacturing professionals every day, has filed seven US patents on the use of artificial intelligence in the AEC and manufacturing industries, and served as a member of the technical advisory committee of the Center of Integrated Facility
Engineering at Stanford University. In his new book written for AEC innovators and professionals, "Augment It: How Architecture, Engineering, and Construction Leaders Leverage Data and Artificial Intelligence to Build a Sustainable Future," Mehdi explains how AEC leaders can invent, innovate, and augment their capabilities using AI.


**Andy McCune **began his career in the consulting engineering industry in 1987 as a graduate engineer. Through the years, he has filled various roles; from project engineer to project manager to group manager to region manager, market segment manager, Chief Operating Officer and now Chief Executive Officer and Chairman of the Board for Wade Trim. These roles have given him the opportunity to work with a wide variety of clients including municipalities, utility authorities, departments of transportation, industrial and commercial entities, energy companies and many more. Andy draws from his 37 years of experience to guide the firm’s strategic focus and business performance. He is invested in continued development of the organization’s ability to be the best team in the business and to maintain a deep technical bench.


Links:
YegaTech: https://yegatech.com/free-resources/
Wade Trim: https://www.wadetrim.com//

This episode is part two of my book report on Never Split the Difference by Chris Voss. In this episode I go over mastering "no" and getting to "That's Right".

I'm trying something new this year and doing book reports on professional development books I really like. In this episode I'm going through Never Split the Difference by Chris Voss and applying the tactics he discusses to AEC Marketing! In this episode I cover the two building blocks for building relationships and improving communication - mirroring and labeling.


Link to book: https://www.amazon.com/Never-Split-Difference-audiobook/dp/B01COR1GM2/ref=sr_1_1?crid=SW75YBEQRXVL&keywords=never+split+the+difference+chris+voss&qid=1707326308&sprefix=never+spl%2Caps%2C172&sr=8-1

Have you ever wondered how to make your website really stand out? Well, in today's episode, Ben and I dive into working with a copywriter when designing a website and the role good copy plays in a successful user experience.


Now, Ben has some serious wisdom to share. He's a firm believer in getting the copywriter involved right from the start. Why? Because thoughtful copy can guide the entire design process and make sure your website speaks directly to your audience. So, if you want your website to not just look amazing, but really hit the mark in delivering your message, stick around.


About Ben:
Ben Culbreth is a freelance copywriter and content strategist who partners with corporate clients and news publications. He also works with organizations to develop content marketing strategies. Prior to starting his business, Ben held roles in voluntary benefits sales and marketing and non-profit advocacy.


Ben's LinkedIn: https://www.linkedin.com/in/benjaminculbreth/


Website: www.benjaminculbreth.com