AEC Marketing for Principals

AEC marketing is shifting from a reactive, proposal-driven function into a strategic discipline that drives demand. Justin Davidson of JE Dunn has helped lead that change from the inside. Katie Cash talks with Justin about how that shift played out inside one of the country's largest builders, where JE Dunn built a dedicated vertical market model for its fast-growing industrial and manufactur...

If your firm is still waiting for the RFP to show up before getting serious about winning the work, you are already behind.  Katie Cash chats with Noel Brady, Co-Founder and COO of ProjectMark, the CRM built specifically for the architecture, engineering, and construction industry. They talk about what it actually takes to build a firm that grows with intention. Noel challenges the deeply ingraine...

The old AEC marketing playbook is no longer enough, and as the AEC truth teller, Judy Sparks is here to say what the industry has been too polite to admit out loud… the way you’ve always done it is quietly costing you work.  Judy Sparks, Founder and CEO of Smartegies and Amazon bestselling author of "The Modern AEC Marketer," joins Katie Cash for a candid milestone conversation.  This is...

Podcasting may be the most underutilized business development tool in the AEC industry right now. Tom Schwab, CEO and Founder of Interview Valet, is joining Katie Cash to explain why they believe podcast marketing deserves a real seat at the table in every AEC firm’s growth strategy. Podcasting goes far beyond content creation; it’s a strategic driver for relationships, reputation, and revenue. Fr...

Good leadership in architecture has never been just about knowing how to design a building. Tory Winn, Principal and Co-Managing Director of Gensler's Atlanta office, has thought a lot about what it actually takes to lead well in this industry, and it comes down to people. How you build a team, how you show up for clients, how you bring someone along who's just starting out. In a convers...

Great engineering firms do not scale on talent alone. They scale on repeatable systems and a culture of accountability. Suzie Engel, PE, President and Owner of Motz Engineering, shares how she transformed her firm by building a process-driven culture that improves communication, protects quality, and creates better client experiences. By implementing structured systems, data tracking, and clear ac...

Brand is no longer a support function in AEC. It is a strategic lever that shapes perception, culture, recruitment, and long-term growth. Katie Cash sits down with Emily Cannon, Vice President of Brand Strategy at Brasfield & Gorrie, to discuss what it really means to elevate the brand to the executive table. From aligning regional leadership to activating entertainment as a marketing currency...

What does it take to lead a 70-year engineering firm into its next chapter of growth without losing the culture that built it? Katie Cash sits down with Carrie Stokes, President and CEO of Barge Design Solutions, and Erika Booker, Chief Marketing Officer of Barge Design Solutions, to unpack how leadership vision, marketing alignment, and data-driven strategy fuel sustainable growth in today’s comp...

What does it really take to get a major urban infrastructure project funded, approved, and built? Jack Cebe, President & CEO of The Stitch at the Atlanta Downtown Improvement District, shares how his team is working to transform three-quarters of a mile of interstate highway into a 17-acre urban park with the potential to generate $9 billion in economic value. The Stitch is designed to reconne...

The future of the AEC industry is being shaped long before professionals step onto a jobsite, and it starts in the classroom. Dr. Georg Reichard shares how Georgia Tech’s School of Building Construction is reimagining construction education to better align with industry needs. From hands-on, real-world projects to a renewed focus on communication, leadership, and emerging technologies, the program...

The future of commercial real estate is being shaped by a more intentional, client-first approach that prioritizes alignment, transparency, and long-term value across every decision. As market conditions shift and expectations evolve, firms that lead with clarity and objectivity are redefining how real estate advisory supports business growth. Jue Wang shares how T. Dallas Smith & Company has...

What happens when AEC marketing owns the data story and becomes a true strategic partner to the firm? Katie Cash sits down with Katie Robinson, Chief Marketing Officer at LS3P, to unpack how a traditional proposal shop evolved into a firmwide, agency-style marketing and knowledge management team. Katie shares how LS3P aligned marketing with business strategy, centralized project data through a dat...

Consistent, ground-up financial planning is the difference between hopeful growth and profitable growth for AEC firms. Katie Cash sits down with Jason Kruger, Partner at Citrin Cooperman , to explore how AEC leaders can better align sales, marketing, and finance for intentional growth. Together, they discuss how to define success, set measurable KPIs, and build budgets from the ground up rather th...

Knowledge has become one of the most valuable assets in the AEC industry. Chris Parsons, founder and CEO of Knowledge Architecture, joins host Katie Cash to explore how firms can transform scattered project data and expertise into a true competitive advantage. Together, they discuss the rise of knowledge management as a C-suite priority, the role of AI in accelerating KM 3.0, and why structured da...

Winning more of the right work starts long before the RFP. It starts with pipeline discipline, proactive positioning, and breaking down silos. Marketer turned business developer Lee Jarboe, FSMPS, CPSM of JE Dunn Construction, shares how accurate pipeline data, smart market mix, and account-based marketing shorten the path from first touch to real conversations about client needs. With examples fr...

Great firms aren’t just built on great design; they thrive through smart operations, strong culture, and client-focused strategy. Natalia Castro, COO of Saltz Michelson Architects, shares her unconventional path from crime analysis to leading operations in a 50-year-old legacy architecture firm. She explains how prioritizing internal culture directly impacts client satisfaction, why listening is a...

People remember stories, not facts—and that’s why your case studies might be your strongest marketing tool. Leslie Blaize, freelance content strategist and case study expert at Blaize Communications, joins host Katie Cash to dig deep into the power of storytelling in AEC marketing. Together, they explore why a well-crafted client success story is more than a nice-to-have.  It’s a bottom-of-the-fun...

Trust is no longer earned at the table; it’s built far before the meeting begins. Marcus Sheridan joins Katie Cash to unpack how AEC firms can grow their business by becoming radically transparent and strategically human in their content. From overcoming outdated marketing norms to building trust through cost education, video, and self-service tools, Marcus lays out the new blueprint for becoming...

How do you build trust, attract top talent, and finally make your marketing hit home? This time around, Katie’s chatting with Ethan Okovikas, Operations Manager at HGA, whose fashion background surprisingly led him into the world of AEC. They talk about how storytelling is at the heart of both industries. Ethan shares how firms can flex their influencer muscles with employee-generated content that...

Want to make a real impact in your AEC business? Today, Katie chats with Carrie Gonzalez, Director of Marketing at SSOE Group, about her journey from intern to key leader in growing the 1,500-person firm.  She talks about how staying flexible and thinking outside the box helped them break into new markets. Carrie also shares how SSOE’s marketing team supports business goals and collaborates with p...

It’s easy to forget how much architects, engineers, and contractors influence our communities and daily lives. Host Katie sits down to talk with Malory Atkinson, co-founder of the women-led firm Shear Structural, about how the AEC industry does more than just design spaces.  She’s all about breaking the mold by bringing fresh energy and a startup mindset to an industry that’s ready for a shake-up....

When change is in collaboration it never feels forced. Vickie Oshima, VP of Marketing at Architecture & Design Firm AO, joins Katie Cash to unpack how she tackles marketing in a firm with 17 specialized studios. She talks about juggling different business needs, keeping marketing in line with the bigger picture, and building trust to make evolution happen. Vicky believes great marketing isn’t...

In the fast-changing AEC industry, building strong relationships and using data-driven strategies are key to staying ahead of the competition. In today’s episode of AEC Marketing for Principals , Katie welcomes Scott Steiding, Chief Growth Officer of Bennett & Pless , to chat about why soft skills, like being responsive and delivering great client service, are becoming more and more important...

Imagine knowing how to leverage metrics to tell your firm’s story and win your next big project. It’s time to turn data into a powerful ally that drives your business growth! Architecture, engineering, and construction firms can revolutionize their growth strategies by decoding data and creating clear roadmaps. Katie Cash is joined by her co-worker, Jenn Friedman, a self-described data nerd, who s...

Strategic marketing investments can transform small AEC firms into industry leaders. Katie Cash kicks off the SmartWin 2025 Speaker Spotlight Series with guest Erica Wozniak Fisher, Director of Marketing and Business Development at The Arkitex Studio. Erica shares her journey from managing major projects at Texas A&M University to driving strategic growth for a small Texas-based architecture f...