Spill The Ink

Angels sing when marketing and business development (BD) work in harmony. Together, the departments highlight the business's value at every stage of the buyer's journey.  Michelle Hamilton, VP of Business Development at Vessel Architecture, talks about how BD and marketing complement each other and how to make genuine connections that go beyond transactional interactions. She and host Michelle Cal...

Many businesses have spent the past year navigating the increasing use of artificial intelligence in the workplace. Law firms are especially cautious due to lingering questions about the legal implications of using AI, particularly related to confidentiality and privacy concerns. Meanwhile, many professionals are exploring how AI might enhance their expertise and simplify workloads.  Jessica Aries...

Architecture, engineering and construction firms are increasingly integrating video content into their marketing strategies. Thanks to smartphones, AEC firms don't need expensive equipment or large production crews to create high-quality videos. Field professionals can now use their phones to capture on-site perspectives, resulting in authentic and engaging behind-the-scenes content. Jessica Whitl...

Jennifer Sebranek helped shape GBBN Architects's marketing into a vibrant, creative and attention-grabbing masterpiece — much like the buildings the firm's architects design. Their success truly cemented as the firm focused on building a client-first brand, which Jennifer refers to as GBBN's "You, not us" approach. It captures GBBN's unwavering commitment to prioritize the client experience and fo...

Extracting, capturing and communicating knowledge from project team members are fundamental responsibilities of an architecture firm's marketing department. LS3P, an architecture, interiors and planning firm, has honed these processes over the years to drive its success, elevate its marketing efforts and provide greater value to its clients. In this episode of "Spill the Ink," Michelle Calcote Kin...

The marketing industry is evolving at warp speed, as Jennifer Haferbecker tells Michelle Calcote King in this episode of "Spill the Ink." Role specialization, branding, research and technology are increasingly important players in an architecture firm's strategy. Keeping pace in this constantly changing landscape means being more intentional with both strategy and professional development. As chie...

Some say that running a business is an art, not a science. But professional services firm owners should have a documented strategy for growing and scaling their business to one day (fingers-crossed) sell their company for millions of dollars. In 2017, Greg Alexander sold his consulting firm for $162 million. Now he's on a mission to help other business owners achieve similar success.  In this epis...

What do we all do before making a decision? Research. Market research enables architecture, engineering and construction firms to make strategic decisions about their business. Firms can use the information for diverse purposes, including to plan for the future, create buy-in, break into a new market and identify missed opportunities in their current markets. How do you know you're doing "good" re...

Virtual meetings and remote work are the new norm of the professional landscape — yes, even for law firms. As the industry evolves, so should our communication skills.  Michelle invites Marsha Redmon, a legal communications and business development consultant, to share advice on how legal professionals can improve their engagement when presenting and pitching to remote and hybrid audiences.  They...

What does your brand say about your architecture, engineering or construction firm? Does it accurately reflect who you are today or is it still rooted in your early days of establishment? How a potential client perceives your AEC firm holds significant sway over their decision-making process. If your brand seems outdated or inconsistent, it could be the decisive factor that sends new business into...

Women face unique challenges in the workplace, particularly in male-dominated industries like law. For female law firm owners, these challenges can inadvertently impact their efforts to efficiently scale their business, leaving highly capable attorneys to grow their firms at a slower pace than their male counterparts. In this episode of "Spill the Ink," host Michelle Calcote King invites Davina Fr...

What if there was a way for lawyers to ditch the billable-hour model without sacrificing value or profits? ADVOS Pro is teaching law firms to do exactly that with its P3 Method. The P3 Method enables firms to transition to a "deliverables-based" format where the firm's expertise and results — as opposed to six-minute increments — act as the measure of its worth. The model is designed to reward eff...

To advance and excel in the extremely competitive legal field, attorneys and legal professionals are pressured to work long hours, handle substantial workloads and exhibit a high degree of professionalism when dealing with complex issues. Although their role is undeniably vital, the industry is facing growing criticism for the negative impact its demanding work environment can have on the wellness...

Legal professionals operate in incredibly demanding and high-pressure work environments that lead many lawyers to struggle with severe stress, burnout and mental health issues such as depression, anxiety and substance abuse. Research into attorney mental health often reveals grim realities. For example, a recent study sponsored by the California Lawyers Association and the D.C. Bar found lawyers c...

When faced with a complex legal challenge, businesses search for law firms that can provide specialized solutions to their problems. By branding your law firm as a "jack of all trades," you risk having potential clients lump your sophisticated law practice with other competitors.  What does that mean? You've just lost new business because you didn't stand out. Casting a wide net can help expand yo...

The legal industry isn't known for being the most progressive when it comes to adopting new technology. Yet, (slowly but surely) lawyers are realizing that wielding the right legal tech can lead to improved productivity and client satisfaction. In this episode of "Spill the Ink," Michelle Calcote King interviews Daniel Steinberg, the co-founder and CEO of Lawbrokr, about how to best leverage techn...

Traditionally, the request for proposal (RFP) process has required countless hours of work to create comprehensive proposals that highlight an architecture, engineering and construction (AEC) firm's full range of capabilities. Unfortunately, most RFP responses contain hundreds of pages of boilerplate information that are ineffective at clearly communicating a firm's value proposition and expertise...

With so many law firms vying for attention in today's hyper-competitive market, it can be hard to stand out among the crowd. Answering Legal, a company providing 24/7 answering services for law firms, has found success using partnership and video marketing strategies to amplify its reach and connect with its audiences.  In this episode of Spill the Ink, Michelle Calcote King sits down with Nick We...

What's the key to building high-performing teams where people feel valued and motivated from start to finish? Brent Darnell says the answer lies in leveling up our emotional intelligence. Emotional intelligence is the ability to recognize, understand and manage one's own emotions, as well as the emotions of others. It encompasses self-awareness, self-regulation, motivation, empathy and social skil...

Competition in the architecture, engineering and construction (AEC) field has grown increasingly fierce over the years. Economic changes, market movement, technological advancements and — of course — the pandemic have greatly impacted the evolving business landscape.  According to Lori Sullivan, building stronger relationships with people will always be at the heart of winning business and sales s...

The global legal technology market has rapidly grown into a multibillion-dollar industry — and it's still expanding. Even in its infancy, legal tech is revolutionizing how law firms manage client relationships and internal processes, yielding better overall services for more affordable prices. What trends are shaping the future of the legal industry? What do law firms need to know to keep up with...

The state (and future) of the legal industry is drastically different from what it was 10 years ago. The rise of legal tech and social media platforms like LinkedIn are changing the way law firms operate and market their services to clients. Meanwhile, the role of firm culture in recruitment and retainment is shifting priorities for in-house marketers and business developers. What can legal market...

We blinked, and suddenly December was upon us. What even happened in 2022?  To start, the massive federal infrastructure spending bill passed in 2021 meant more projects on the horizon for architecture, engineering and construction (AEC) firms. Recruitment and retainment became significant priorities for AEC marketing teams, especially amid the Great Resignation. In this episode of Spill the Ink ,...

An architecture, engineering and construction (AEC) firm's website is its most valuable marketing asset — but its utility can be stretched even further with the right approach. Your website can be transformed into a state-of-the-art tool that both empowers B2B buyers to make decisions based on your portfolio and creates automated efficiencies for your business. Scott Jacques is the founder of NK I...

Many lawyers spend a lifetime building their legal practices into thriving businesses with an abundance of clients. While your day-to-day grind is vital to sustaining operations, it's also essential to have a strong strategic plan in place to secure your law firm's future. Your firm's strategic plan is the blueprint not only for when challenges and crises arise, but it's also the roadmap attorneys...