Episode 277 - Passing the Torch: Reflections, Lessons, and a New Era for the PSM Show
PSM: Professional Services Marketing
Release Date: 12/20/2024
AMA: Getting Seller-Doers to Buy In Without Overstepping feat. Rachel Charlton
PSM: Professional Services Marketing
This episode is an Ask Me Anything with Rachel Charlton of Sticky Communications, and the questions go straight to the stuff AEC marketers deal with in real rooms. We talk about what buy-in actually is, why it rarely shows up “as a stage” in the pursuit process, and how marketers build credibility with technical teams before the fire drill starts. From interview prep and slide strategy to role clarity and change management, we break down what it looks like to lead with the client’s perspective, build a coalition inside the firm, and move ideas forward without turning every meeting...
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Tell Me More: Empathy, Headlines, and the Stories Firms Choose
PSM: Professional Services Marketing
When the world feels heavy, polished stories stop working. The ones that land are the honest ones — the ones that start with trouble. In this episode of The PSM Show, hosts Damion Morris and Deirdre Booth sit down with writer and strategist Joel Hoekstra for a “pull up a chair” conversation about why the best AEC stories don’t begin with brilliance or technical expertise — they begin with friction, uncertainty, and what wasn’t working. Joel shares how he helps marketers draw human-centered narratives out of highly technical subject matter experts, why empathy consistently...
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RERUN: Where Strategy Meets Action feat. James Hatch
PSM: Professional Services Marketing
What does strategy really look like inside a construction firm that wants to grow on purpose, not by accident? In this episode of the PSM Show, host Damion Morris talks with James Hatch, Chief Strategy Officer at Kovac Building Enclosures, one of the top glazing contractors in the country. James shares how his path through architecture, estimating, finance, and business development shaped the way he leads strategy today – and why he sees the CSO as the "agent of change" inside the firm. They dig into what it takes to keep the "periscope above the water," choose the right pursuits, and build...
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PSM Unscripted: Starting the Year with Perspective
PSM: Professional Services Marketing
In this unscripted conversation, Deirdre Booth and Damion Morris step away from the usual format and start the year with an honest check-in. They talk candidly about growth, ambition, balance, connection, leadership, and what changes when career wins stop being the only measure of success. This episode sets the tone for the season ahead with real reflection, lived experience, and the kind of perspective that comes from years in the industry and life beyond the job title.
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Why Joy Is a Leadership Strategy, Not a Soft Skill
PSM: Professional Services Marketing
In an industry built on deadlines, pursuits, and constant pressure, resilience is often framed as grit and endurance. But what if that mindset is actually driving burnout? In this episode of The PSM Show, Deirdre Booth sits down with Nicole Van Valen, founder of Keen Insights and author of The Joyful Leader, to reframe how AEC firms think about resilience, leadership, and performance. Drawing from her background as a licensed marriage and family therapist and corporate leader, Nicole explains why joy is not a perk or personality trait, but a practical tool that supports focus, steadiness, and...
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Where Strategy Meets Action
PSM: Professional Services Marketing
What does strategy really look like inside a construction firm that wants to grow on purpose, not by accident? In this episode of the PSM Show, host Damion Morris talks with James Hatch, Chief Strategy Officer at Kovac Building Enclosures, one of the top glazing contractors in the country. James shares how his path through architecture, estimating, finance, and business development shaped the way he leads strategy today – and why he sees the CSO as the “agent of change” inside the firm. They dig into what it takes to keep the “periscope above the water,” choose the right pursuits,...
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Generalist to Strategist: The Evolving Role of AEC Marketers
PSM: Professional Services Marketing
Hosts Deirdre Booth and Damion Morris dig into why AEC marketing roles have stretched across design, writing, coordination, and strategy, and why that model is shifting. They unpack findings referenced from SMPS research, lessons from recent pursuits, and how private equity, data, AI, and client experience are changing expectations. Hear practical ways teams can organize around five core functions, build true strategic capacity, and connect marketing to revenue and reputation.
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Crossover! What AEC Marketers Can Learn From Taylor Swift feat. Keelin Cox
PSM: Professional Services Marketing
Whether you're a Swiftie or not, Taylor Swift's influence on global spending and the marketing strategies behind her success are impossible to ignore. In this episode, Deirdre Booth and I explore how AEC firms can draw inspiration from Taylor Swift's innovative marketing tactics to create their own opportunities for growth.
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Talent and Technology in AEC Marketing
PSM: Professional Services Marketing
AEC marketing and business development are changing fast. In this episode, Deirdre Booth talks with Scott Butcher of Stambaugh Ness about what is reshaping the work today and what leaders need next. They cover the talent crunch, the “missing middle,” and why environmental scanning belongs in every plan. They discuss practical uses of AI, how early adopters are already productizing tools, and what happens when firms delay. Scott makes the case for true marketing leadership at the table, not just a new title, and offers a six month playbook that focuses on three use cases for AI, stronger BD...
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The Business of Client Experience with Tim Asimos
PSM: Professional Services Marketing
Client experience is more than good service. In this episode of the PSM Show, Damion Morris and Deirdre Booth talk with Tim Amos, CPSM and Head of Growth at Client Savvy, about how AEC firms can design and manage client experiences that create measurable business results. Tim shares his journey from in-house marketing to leading CX strategy and explains why repeat business does not always equal loyalty. He introduces practical ways to measure client sentiment, including Net Promoter Score and share of spend, and describes how firms can use feedback to inform go/no-go decisions, increase...
info_outlineThis episode marks the transition of longtime co-host Frank Lippert as he steps away to focus on his role as Director of Strategy at Delve Underground. For the past three years, Frank has been a trusted voice for candid, honest conversations about leadership, marketing, and the human side of professional services. His reflections on this journey offer valuable insights on authentic leadership, succession planning, and navigating change — themes that every professional can relate to.
But as one chapter closes, another begins. The PSM Show is proud to welcome its new co-host, Damion Morris, a proven marketing leader from PCL Construction known for his innovative thinking, dynamic presence, and ability to spark meaningful conversations. Together with co-host Deirdre, Damion promises to bring fresh energy, bold ideas, and timely discussions on the topics that matter most to today’s professionals.
Music by RomanSenykMusic on Pixabay. www.pixabay.com