PSM: Professional Services Marketing

Cause Marketing is where A/E/C firms partner with non-profits to develop campaigns that do good things for the community, help the non-profit and their cause, and advance the brand and goodwill of the company investing in it. PSM Show cohost Frank Lippert talks to Jodi Sommers of Jodi Sommers Marketing and Megan Falkenstein of Sponsors, Inc. to learn more about what goes into doing great cause marketing—the kind of campaigns where everyone benefits and everyone wins.   Jodi Sommers, CPSM, Jodi Sommers Marketing Jodi Sommers spent the past twenty-five years providing her expertise to a diverse array of AEC firms. With a bachelor’s degree in marketing from the University of Florida, she has dedicated her career to the art of marketing ever since. Jodi is a Certified Professional Services Marketer and a LEED Green Associate. She served as the President of the Southwest Oregon Chapter of the American Marketing Association and led a sustainable business organization in Eugene, Oregon for three years. In 2023, Jodi launched her consulting firm, Jodi Sommers Marketing, where she offers a comprehensive range of marketing services tailored to AEC firms. Her firm specializes in cause marketing, which integrates support for nonprofits with marketing and employee engagement goals. From strategic planning and project pursuits to client feedback surveys and cause marketing, Jodi is committed to helping her clients achieve success.   Megan Falkenstein, Sponsors, Inc. Megan Falkenstein, a native of Eugene, Oregon, has over a decade of experience as a professional fundraiser and communications director. She is deeply dedicated to her work, which has focused on creating unique visual brands and compelling donor-focused storytelling for social justice nonprofits. She has spent the last 5-years as the Development Director for Sponsors, Inc. A nonprofit whose mission is to provide wrap-around supportive services and housing to formerly incarcerated individuals in Lane County. In her free time, she enjoys walking her rambunctious rescue pup along the beautiful river bike path, seeing as much live music as possible, throwing killer parties, and volunteering year-round as the Oregon Country Fair Volunteer Crew Coordinator.   Music by RomanSenykMusic on Pixabay. www.pixabay.com

Frank sits down with Laurie Lumish, Principal and Director of Marketing and Business Development at Degenkolb Engineers, and CFO Maury Ballif to explore the secrets of building a strong working relationship that sets a new industry standard. In this engaging conversation, you'll gain practical advice on enhancing your role within the company, developing empathy, mutual understanding, and fostering seamless collaboration between marketing and finance teams. Laurie and Maury address common challenges and offer strategies for overcoming them. Their combined experience provides valuable lessons for any professional aiming to strengthen team dynamics. Tune in for actionable tips to build your internal partnerships and achieve outstanding results.   Music by RomanSenykMusic on Pixabay. www.pixabay.com

In this follow-up episode, Frank and Deirdre dive deeper into how companies can effectively plan and execute their presence at conferences. Learn how to set SMART goals, craft a compelling message, and equip your team with effective conversation topics. Frank and Deirdre also discuss creating a staffing plan that balances attending sessions with manning the booth. This episode highlights important aspects such as ROI, achieving your overall conference goals, and more. Tune in for actionable advice that will elevate your conference strategy and drive impactful results.   Music by RomanSenykMusic on Pixabay. www.pixabay.com

Frank and Deirdre share their insights on making the most out of your professional conference experience. They discuss strategic networking, setting realistic expectations, and engaging effectively with speakers. You'll also learn about the importance of taking notes and adhering to proper conference etiquette, especially during the final keynote session. Whether you're new to conferences or a seasoned pro, this episode is filled with valuable tips to enhance your participation and takeaway.   Music by RomanSenykMusic on Pixabay. www.pixabay.com

Coffman Engineers is known for having some of the most talented, long-standing, happy marketers in A|E|C. And Chad Heimbigner, COO, and Board Director, is part of the reason why. From his heartfelt servant leadership to collaborative partnerships to lifelong learning, Chad embodies the best traits of a strong technical leader who stands by the team. Deirdre, Kate, and Chad talk about what makes a leader advocate and how to build an intentional, positive marketing/BD/leadership culture.   Coffman Engineers is a multidiscipline engineering consulting firm with almost 800 team members in 21 offices across the United States. Chad is also an active volunteer with several community organizations and serves on the University of Idaho Civil and Environmental Engineering Advisory Board.   Resources: Chad Heimbigner - LinkedIn - https://www.linkedin.com/in/chad-heimbigner-96b76131/  Coffman Engineers - www.coffman.com  Gonzaga University, Women Lead Conferences - https://www.gonzaga.edu/school-of-leadership-studies/leadership-training-and-development/women-in-leadership/conferences-and-events  Music by RomanSenykMusic on Pixabay. www.pixabay.com

Knowing what you know now, what advice would you give to your younger self? Deirdre Booth and Kate Robinette swap professional and personal advice in this fireside chat. If you have advice to share, please post to our social media pages on Facebook, LinkedIn, and Instagram #psmshow! Resources: Burnout: The Secret to Unlocking the Stress Cycle, by Emily and Amelia Nagoski (available on Amazon.)  First, Break All the Rules: What the World's Greatest Managers Do Differently, by Marcus Buckingham (available on Amazon) Citizenship in a Republic (The Man in the Arena), by Theodore Roosevelt Music by RomanSenykMusic on Pixabay. www.pixabay.com

Two theater kids walk into an AEC firm… Kathryn Ness visits Kayla McCause from Dragonfly AEC and Kate Robinette of GO Strategies about how they apply their performing arts training and experiences to their work in marketing and business development. These three get serious about play and the transferable skills of unusual backgrounds. Enter, stage right.

Kayla has a background in theater and worked in corporate marketing, giving her an appreciation of both the art and analytics behind effective marketing strategies. Energetic and inquisitive, she challenges herself to continually learn and improve in work and life, whether through asking powerful questions or experiencing different cultures. With her unique mix of skills and perspectives, Kayla gives AEC firms the tools to expand their influence and grow their revenue. From helping firms grow and diversify their market share to delivering engaging training sessions, she applies a combination of optimism and objectivity that creates connection and drives results.

 Kate is a theater nerd who learned about AEC marketing when a board member of the arts council where she worked suggested she talk to his marketing director. She quickly realized her linear thinking, strategic analysis, writing, and logistics management were a killer combination for helping to win work. She spent 20 years honing her craft. Now she helps companies strengthen their marketing and BD teams, culture, and employee engagement with the same combination of talents and a (slightly less) deadline-driven rigor.

 Kayla McCause, MS, CPSM - Dragonfly AEC, https://www.linkedin.com/in/kaylamccause/  

Kate Robinette, CPSM - GO Strategies, https://www.linkedin.com/in/karobinettecpsm/ 

Music by RomanSenykMusic on Pixabay. www.pixabay.com 

**Recorded live at the 2024 SMPS Pacific Regional Conference in Portland, Oregon**

Ryn (Kathryn) Bennett, MPH, is a non-binary 40 under 40 award winner, world-record-holding strongman competitor, celebrated TEDx and Ignite speaker, and advocate for developing mental toughness. They are the author of Productive Pain, a personal memoir and inspirational guide. With a background in social and behavioral health and process improvement, Ryn's professional career spans industries including tech, healthcare, and engineering/construction. Ryn used the mental fortitude and tenacity they learned in the gym to advance their career and overcome burnout, working from an entry-level process improvement role into a director position. Ryn is a Certified Professional Services Marketer and is nationally ranked as a strongman competitor. They are passionate about helping others develop the mental tenacity and internal strength they need to succeed, no matter the adversity they're facing.

The podcast picks up after Ryn's keynote. A few excerpts from the keynote have been included for context, but the podcast discussion does not depend on having heard the address.

https://www.linkedin.com/in/kathrynbennettwrites/  Productive Pain, by Ryn Bennett (available on Amazon) https://www.proposalindustryexperts.com/  Music by RomanSenykMusic on Pixabay. www.pixabay.com

You've heard of common sense and street sense. Get ready for farm sense, as doled out by SMPS Weld Cox awardee, Donna Corlew, FSMPS, CPSM. Learn how this self-described farm girl got her start, what she sees as the biggest changes in AEC marketing and BD, and what today's marketers can do for themselves to get ahead. Deirdre and Donna bless all the hearts in this uplifting look at our craft.  

A native Tennessean, Donna Corlew’s roots run deep in Southern hospitality, a culture of giving, and an abiding love of SEC football and Nashville Predators hockey. Don’t let that Southern twang fool you – under the surface lies the heart and soul of a Steel Magnolia driven by a passion for coaching and helping architects, engineers, and builders identify and maximize their unique talents and expertise. She works with AEC firms across the country to focus strategic vision and market research, grow connections and chemistry with clients and prospects, and help technical staff and marketing and business development professionals to thrive and win profitable work. With over 700 technical professionals trained as effective doer-sellers, Donna brings an understanding of the AEC market and a proven track record of performance and results. https://www.linkedin.com/in/donnacorlew/ 

Resource links:

Patrick Lencioni, The Ideal Team Player, available on amazon.com https://www.amazon.com/Ideal-Team-Player-Recognize-Cultivate-ebook/dp/B01B6AEJJ0  

Catch Donna at these conferences:  

https://convention.agc.org

https://smps-serc.org 

https://smpsmvrc.com

https://smpsheartland.org 

https://smpsheartland.org

https://www.amplifyaec.org/  

Music by RomanSenykMusic on Pixabay. www.pixabay.com 

In today’s episode, we have a case study on authentic and intentional leadership. Frank and Deirdre talk with Justin Conger, of Conger Construction, about leadership, decision making, culture, brand, and how marketing impacts a firm.   At the helm of Conger Construction Group, Justin Conger stands as a paragon of transformative leadership. His distinct approach, grounded in the principles of servant leadership, has been the compass guiding the company’s ascent in the construction sector. With the conviction that true leadership stems from serving first, Justin continuously places the needs and professional growth of his team at the forefront. This ethos has not only fostered a culture of mutual respect, trust, and empowerment within Conger Construction Group but has also been instrumental in its sustained business expansion. https://www.linkedin.com/in/justin-conger-27636614/    Resource links: Conger Construction: https://www.congerbuilt.com/  Vistage: https://www.vistage.com/  Off Balance, Matthew Kelly: https://www.amazon.com/Off-Balance-Work-Life-Professional-Satisfaction/dp/1942611331  The 5 Disfunctions of a Team, Patrick Lencioni: https://www.amazon.com/Five-Dysfunctions-Team-Leadership-Fable/dp/0787960756