Evolving Engineering and Construction Brands

This week on "The Buyers' Market," Matthew is joined by Mark Wainwright. Mark is the Principal and Owner at Wainwright Insight, where he helps professional services firms reclaim their sales pipeline, build new leaders, and support future growth. Matthew and Mark dive into the future of marketing across the AEC and professional services market, with a particular focus on how sales and marketing can better collaborate to drive real impact. 

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This week on "The Buyers' Market", we explore just how compassion impacts your customer experience, how that experience is shifting from a sales-driven process to a buyer-centric one, and what you can do to shift your internal thinking to better meet your customers where they are. 

Exciting things are happening. You don't want to miss it.

At Energize Ventures, Mark Tomasovic regularly pushes his partners to better understand their customers. A venture capital firm focused on construction software solutions, Mark and Energize Ventures have built quite the portfolio on simply analyzing the white space in a given market and finding the best solution to fit that opportunity.

This week, Mark joins episode 31 of "The Buyers' Market." Whether you're interested in the future of AEC technology or how to hone your messaging to better fit your customer persona, we promise this is a conversation you won't want to miss.

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A few months ago, we were lucky to have Adrian Russell join us on "The Buyers' Market." Director of Diversity, Equity, & Inclusion/Procurement at Shiel Sexton and one of the @Indianapolis Business Journal's 40 Under 40, Adrian is a great ambassador for construction and the trades across the midwest. 

This week, we want to pass our platform to Adrian and let him share his experience as a Black man in a predominately white space.

As so many narratives are weaponized, Adrian brings a perspective built on empathy and communication that should challenge us all to start new conversations and seek new understanding. 

This isn't a typical episode of "The Buyers' Market," but it's one of the most important.

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We love talking with Keelin any chance we get and know you will, too.

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In this episode, we discuss the often overlooked, undervalued and difficult to identify force that adversely affects our recruitment, hiring and customer acquisition efforts: Friction. Friction is difficult to spot and remove from the outside. It's not until you truly and honestly put yourself in your customer or recruits' shoes can you really see it. Is Friction hindering your sales and recruiting efforts? Listen to this episode to learn more.

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Value might not be the only thing your customers care about, but it's definitely high on the shortlist of priorities. According to Gartner, 54% of Millennials prefer to buy complex solutions without involving a sales rep. That means if you want to engage the next generation of buyers, you have to bring something more to the table. 

And that's exactly what Patrick McNamee teaches his team at one of the world's leading marketing technology companies. As preferences, trends, and technologies evolve, it's up to the seller to adapt their strategies to the customer's needs. 

In this episode of The Buyers' Market Podcast, Patrick joins us to explore the past, present, and future of sales and how maintaining your milk run might not be enough for much longer. 

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For Keaton Turner, the success of his mining venture —Turner Mining Group — hinged on his ability to find and recruit the talent to support an influx of opportunity. Keaton and his partners took their search to Instagram, and nearly five years later are redefining the perception of an entire industry. Keaton joins us this week on The Buyers’ Market Podcast to explore the impact social media had on Turner Mining and what he’s doing to pull mining out of the dirt and back into the spotlight. 

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Co-founder and CEO at Surehand, Inc., Christopher Brenchley, joins This week's episode of The Buyers' Market Podcast. We discuss how the trades are perceived and what we can do as companies in the AEC space to shift that perception and attract a new generation of skilled workers. CB's Rock the Trades™ program aims to help ease the labor shortage by celebrating the fulfillment millions of people have found through skilled trades. 

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