197 - Deirdre Gilmore and Nikki Hasbun on Proposal Design

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   

Ever wonder what it takes to be a leader? Deirdre and Kathryn explore what leadership means, how to become a leader, and what it takes to go beyond a title to truly lead. They also look behind the curtain on how leadership decisions are made. They bring their education, personal experiences, and practical tips to unlock the secrets of good leadership. As a partner in GO Strategies, Kathryn brings an energy and vitality to the team that significantly promotes the mission of “making everything about marketing and business development easier.” With more than 20 years in the A/E/C industry, Kathryn brings an in-the-trenches perspective for how things work and, more importantly, how things can work better. Her sense of humor is balanced with a sense of getting-the-job done. She is a strategic thinker, an excellent listener, and provides creative solutions that work, not abstract theory that sits on shelves. As a life-long learner, she is a certified professional services marketer (CPSM), certified professional life coach (CPLC), and a 6 Types of Working Genius facilitator. Kathryn is a frequent presenter and facilitator, in both the virtual and in-person environments, presenting at national and regional conferences, and at SMPS chapters Beyond work…she loves to scuba dive and is PADI rescue diver, has been called a gym-rat (rats love cheese!), and enjoys time with her 1-year-old grandson. She served a past chapter president for the SMPS Sacramento Chapter and is currently on a committee for APWA Sacramento Chapter.   Resources: Adam Grant, Think Again (available on Amazon) Patrick Lencioni, The Ideal Team Player (available on Amazon) Edgar Schein, Humble Inquiry (available on Amazon) Six Types of Working Genius: https://www.workinggenius.com/    Connect with Kathryn Ness: https://www.linkedin.com/in/kathryn-ness-cpsm-6a08928   Music by RomanSenykMusic on Pixabay. www.pixabay.com 

What if your project summaries could proactively win work for you? Leslie Blaize, CPSM, is a case study specialist. She's sharing the secrets to making a compelling case study document that speaks to your company, your client, and prospective clients with her 1 case study = 3 wins techniques.   Resources: American Writers and Artists Institute - https://www.awai.com/  Casey Hibbard - https://www.compelling-cases.com/  SMPS Pacific Regional Conference - https://smps-prc.org/    Connect with Leslie Blaize: linkedin.com/in/freelance-writer-architecture-engineering-construction/     AEC Connect newsletter: Subscribe on LinkedIn  https://www.linkedin.com/build-relation/newsletter-follow?entityUrn=6947590700544704513    Website: blaizecommunications.com/    [email protected]   Music by RomanSenykMusic on Pixabay. www.pixabay.com 

Did you resolve to be better organized or have better follow-through in 2024? Frank and Kate share their tips for staying on top of email, scheduling, and to do items in practical, low key ways.   Music by RomanSenykMusic on Pixabay. www.pixabay.com  

As another year comes to a close, Deirdre and Frank recap highlights of 2023 and expectations for 2024. It's a meaningful look at their professional and personal journeys. There's a little arm-chair market forecasting, a little lessons learned, and a lot of fun in this episode.   Music by RomanSenykMusic on Pixabay. www.pixabay.com  

This is part two of a two-part series on interviews and interview coaching. Professional services marketers work with a team to position for a big pursuit, write a killer proposal and get shortlisted to interview. It’s the last step in the process to winning the pursuit… and, honestly, it can be a lot of fun and/or a lot of work. There are multiple personas involved, lots of moving parts, and lots of pressure. Deirdre Booth and Kathryn Ness are interviewed by Frank Lippert to help marketers set the stage for success with this important job function.   Music by RomanSenykMusic on Pixabay. www.pixabay.com 

This is part one of a two-part series on interviews and interview coaching. Professional services marketers work with a team to position for a big pursuit, write a killer proposal and get shortlisted to interview. It’s the last step in the process to winning the pursuit… and, honestly, it can be a lot of fun and/or a lot of work. There are multiple personas involved, lots of moving parts, and lots of pressure. Deirdre Booth and Kathryn Ness are interviewed by Frank Lippert to help marketers set the stage for success with this important job function.   Music by RomanSenykMusic on Pixabay. www.pixabay.com