In this episode of Spill the Ink, Steven Gallo talks with Troy Meyer, Director of Marketing & Insights at Kantiv, about what pursuit intelligence tools actually are, how they differ from general AI platforms and what AEC marketers need to evaluate before choosing one. Before Troy joined Kantiv, he spent more than 20 years in AEC marketing, which gives him a practitioner's lens on how these tools work. He also shares what firms should evaluate before buying and why the biggest adoption challenges usually have nothing to do with the technology itself.

• What a pursuit intelligence tool is and how it differs from general AI platforms

• How institutional knowledge gets lost in the proposal closeout process

• What to ask vendors — and yourself — before committing to a tool

• Why adoption stalls and what it takes to make implementation stick

• How the right tools can shift AEC marketers from overhead to revenue driver

Troy Meyer is a marketing and communications leader with more than 20 years of experience in the AEC industry, specializing in marketing strategy, proposal development, content operations and AI enablement. He has held marketing and business development roles at firms including Harris & Associates and ICF, and served as owner of Infusion Design Group. He now serves as Director of Marketing & Insights at Kantiv, where he helps AEC marketing teams modernize their pursuit processes through scalable, insight-driven systems.

• Check out Kantiv

• Follow Kantiv on LinkedIn, Facebook and YouTube

• Connect with Troy Meyer on LinkedIn

• Say hello to Steven Gallo on LinkedIn

This episode is brought to you by Reputation Ink.

Founded by Michelle Calcote King, Reputation Ink is a marketing and public relations agency that serves B2B professional services firms of all shapes and sizes across the United States, including corporate law firms and architecture, engineering and construction (AEC) firms.

Reputation Ink understands how sophisticated corporate buyers find and select professional services firms. For more than a decade, they have helped firms grow through thought leadership-fueled strategies, including public relations, content marketing, video marketing, social media, podcasting, marketing strategy services, creative services and more.

To learn more, visit www.rep-ink.com or email them at info@rep-ink.com today.

In this episode of "Spill the Ink," Michelle Calcote King talks with Katrina Dewey, founder of Lawdragon, and Alison Preece, director of rankings and content, about how the Lawdragon 500 actually works. They cover the selection process behind Lawdragon's 36 guides, what separates a targeted, journalism-style submission from a weak one, how AI is changing the way lawyers get discovered, and why Lawdragon sees a ranking as the beginning of a relationship — not the end of one.

• How Lawdragon selects lawyers across its 36 guides and why nominations, peer review and editorial research all play a role

• What makes a strong submission and why firms should write like journalists

• How AI is changing the way lawyers and firms get discovered and how quality rankings factor in

• How to leverage Lawdragon recognition once you have it

Katrina Dewey is the Founder and CEO of Lawdragon. She is a drop-out lawyer, dedicated legal journalist and has been creating lists of lawyers since 1989. With the Lawdragon team, she has created a vital voice in the legal profession that allows legal professionals to share their stories with the world. She views legal recognition as the beginning of the journey, not the destination.

Alison Preece is Director of Rankings & Content at Lawdragon. She is a core member of the Lawdragon Guides research team, highlighting the work of the most elite lawyers and legal professionals in the nation and globally. She oversees editorial content and assists in the strategic direction of the company. She is particularly interested in how the leadership of female lawyers is reshaping the profession, and enjoys speaking with the many incredible lawyers who wrangle with complex and relevant topics daily.

Alison previously managed strategic communications at Cravath, Boies Schiller Flexner, and Shearman & Sterling. She is a graduate of the University of Toronto.

• Check out Lawdragon's website

• View Lawdragon's editorial calendar and guide methodology at lawdragon.com/guides

• Follow Lawdragon on LinkedIn and Facebook.

• Connect with Katrina Dewey on LinkedIn

• Connect with Alison Preece on LinkedIn

• Say hello to Michelle Calcote King on LinkedIn

This episode is brought to you by Reputation Ink.

Founded by Michelle Calcote King, Reputation Ink is a marketing and public relations agency that serves B2B professional services firms of all shapes and sizes across the United States, including corporate law firms and architecture, engineering and construction (AEC) firms.

Reputation Ink understands how sophisticated corporate buyers find and select professional services firms. For more than a decade, they have helped firms grow through thought leadership-fueled strategies, including public relations, content marketing, video marketing, social media, podcasting, marketing strategy services, creative services and more.

To learn more, visit www.rep-ink.com or email them at info@rep-ink.com today.

In this episode of "Spill the Ink," Steven Gallo talks with Barbara Stiles, FSMPS, CPSM, senior consultant in the Strategic Growth Advisory practice at Stambaugh Ness, about why institutional knowledge is one of the most valuable — and most vulnerable — assets an AEC firm has, and what marketing and business development leaders can do to capture it before it walks out the door.

• What gets lost when an experienced employee leaves an AEC firm — and why it goes beyond technical knowledge

• The difference between explicit and tacit knowledge, and why tacit knowledge is where competitive advantage lives

• How marketing and BD teams can make the business case for a knowledge transfer initiative to firm leadership

• Practical first steps for firms that want to start capturing institutional knowledge before it becomes a crisis

Barbara Stiles, FSMPS, CPSM, is a Senior Consultant in the Strategic Growth Advisory practice at Stambaugh Ness. With more than 35 years of experience in the AEC industry, she is a proven leader in strategic planning, business development and marketing. A former vice president and shareholder at WGI, Inc., she has worked with firms ranging from 200 to 80,000 employees.

Barbara has been presenting on business development, leadership, communication and strategic planning topics for more than 20 years at the local, regional and national levels. She is a longtime member of SMPS, has served on the SMPS National board and the SMPS Foundation board, and was recognized as a Fellow of SMPS in 2016. She also holds the Certified Professional Services Marketer (CPSM) designation.

• Check out Stambaugh Ness

• Follow Stambaugh Ness on LinkedIn, Facebook and Instagram

• Connect with Barbara Stiles on LinkedIn

• Say hello to Steven Gallo on LinkedIn

This episode is brought to you by Reputation Ink.

Founded by Michelle Calcote King, Reputation Ink is a marketing and public relations agency that serves B2B professional services firms of all shapes and sizes across the United States, including corporate law firms and architecture, engineering and construction (AEC) firms.

Reputation Ink understands how sophisticated corporate buyers find and select professional services firms. For more than a decade, they have helped firms grow through thought leadership-fueled strategies, including public relations, content marketing, video marketing, social media, podcasting, marketing strategy services, creative services and more.

To learn more, visit www.rep-ink.com or email them at info@rep-ink.com today.