Spill The Ink

Hosted by Michelle Calcote King, Steven Gallo

Business

Website RSS feed

Episodes

100

Latest episode

Jun 2026

Language

About the show

Welcome to Spill the Ink, a podcast by Reputation Ink featuring growth and visibility experts from professional services firms, including law firms and AEC firms.

Listen to episodes

60 recent

June 10, 202614 min

Closing the Loop: How CFOs Help Law Firms Connect Marketing Spend to Actual Profitability

In this episode of "Spill the Ink," Michelle Calcote King sits down with John Scott, partner and virtual CFO at Anders, to explore how law firms can use financial data to make smarter marketing decisions. The conversation covers which practice areas deserve more investment and how to build the forecasting rhythm that lets firms course-correct before it's too late. Here's a glimpse of what you'll learn The most common marketing-finance disconnect at law firms — and why it can go undetected for months How dynamic monthly forecasting helps firms course-correct marketing spend in real time Why not all practice areas are equally profitable, and how to find out which ones deserve more marketing investment How cash flow challenges influence law firms' willingness to invest in marketing About our featured guest John C. Scott, CPA, AEP, CGMA, is a partner at Anders and heads the firm's legal industry Virtual CFO practice. With more than 30 years of experience in law firm financial management, he helps firms optimize processes, strengthen profitability and prepare for succession or managing partner transitions. He is the author of Judicial Dollars and Cents and works with practices ranging from million-dollar boutiques to $30 million multi-office firms. Resources mentioned in this episode Check out Anders Follow Anders on LinkedIn, Facebook and Instagram Connect with John Scott on LinkedIn Say hello to Michelle Calcote King on LinkedIn Sponsor for this episode 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.

June 3, 202632 min

The Case for Pursuing the CURT Awards of Excellence

In this episode of "Spill the Ink," Steven Gallo sits down with Greg Sizemore and Gregory Palmer of the Construction Users Roundtable (CURT) to discuss the organization's annual Awards of Excellence: what they recognize, how the judging process works and what AEC firms can gain from putting together a submission. Here's a Glimpse of What You'll Learn What the Construction Users Roundtable is and why Greg Sizemore founded it 25 years ago The three CURT Awards of Excellence — Safety, Workforce Development and Project Excellence — and what distinguishes each one Why safety and project excellence submissions are data-driven while workforce development relies more heavily on storytelling The most common mistakes firms make when applying and how to avoid them Why winning a CURT award carries value well beyond the trophy, from industry-wide exposure to owner pre-qualification signals About Our Featured Guests Greg Sizemore is the founder and president of the Construction Users Roundtable (CURT) and president of Sizemore & Company LLC. He founded CURT 25 years ago with a mission to help industrial owners get more construction for their money. He also serves as an adjunct professor at the University of Cincinnati, where he teaches construction law and leadership and decision making. Gregory Palmer is the director of events and digital programs at CURT, where he has worked for more than 25 years. He oversees the organization's awards programs and events, including the annual Awards of Excellence ceremony. Resources Mentioned in This Episode Learn more about the CURT Awards of Excellence and access applications at curt.org/awards Follow CURT on LinkedIn Connect with Greg Sizemore on LinkedIn Connect with Gregory Palmer on LinkedIn Say hello to Steven Gallo on LinkedIn Sponsor For This Episode 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.

May 20, 202618 min

What Makes a Law Firm Leading? Bloomberg Law's Data-Driven Approach to Rankings

In this episode of "Spill the Ink," Michelle Calcote King speaks with Molly Huie, team lead for rankings, surveys and awards at Bloomberg Industry Group, about the Leading Law Firm Survey and Data-Driven Departments programs. Molly walks through how Bloomberg Law scores firms across four pillars — finance, talent, growth, and tech and innovation — shares what the data is already revealing about AI adoption across firm sizes and offers practical tips for legal marketers deciding whether to participate. Here's a Glimpse of What You'll Learn What the Leading Law Firm Survey measures and how it differs from traditional rankings focused solely on revenue and headcount How Bloomberg Law weights its four scoring pillars — and why the tech and innovation section is getting an expanded role this year What the survey data reveals about AI training and technology adoption across small, mid-size and large firms How firms can participate, what to submit and how to use the results for business development and internal benchmarking About Our Featured Guest Molly Huie is a team lead for Bloomberg Industry Group News on the Rankings, Surveys and Awards team. Her team runs all quantitative programs — law firm and legal team rankings, industry thought leadership surveys, and other data-driven programs. Molly holds both a bachelor's and master's degree in psychology, with specializations in research methodology, design and statistics. Resources Mentioned in This Episode Check out bloomberglaw.com Follow Bloomberg Law on LinkedIn, Facebook and Instagram Connect with Molly Huie on LinkedIn Say hello to Michelle Calcote King on LinkedIn Sponsor For This Episode 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.

May 6, 202619 min

Under the Hard Hat: Mental Health and Safety Culture in Construction

In this episode of "Spill the Ink," Steven Gallo speaks with Sonya Bohmann, Executive Director of the Construction Industry Alliance for Suicide Prevention, about the mental health crisis hiding in plain sight across the AEC industry. Suicide claims more than five times as many construction workers' lives each year as on-the-job injuries, yet many firms still aren't talking about it. Sonya breaks down the risk factors driving that statistic, the most common mistakes firms make when they try to address mental health and what communications and marketing professionals can do to lead the charge internally. Here's a Glimpse of What You'll Learn About CIASP and its mission to create a zero-suicide construction industry The risk factors that make construction workers disproportionately vulnerable to suicide How firms can start the conversation — and why something as simple as an email signature can be a first step Why mental health must become a core value, not a one-time priority How the largest construction clients are now requiring mental health components in the proposal process About Our Featured Guest Sonya Bohmann is the Executive Director of the Construction Industry Alliance for Suicide Prevention (CIASP), a 501(c)(3) nonprofit founded in 2018 with the goal of creating a zero-suicide construction industry. CIASP's mission is to provide and disseminate information and resources for suicide prevention and mental health promotion across the construction sector. Sonya comes from a construction background, having spent more than a decade in the commercial remodel, refresh and facilities maintenance space. That experience gave her a firsthand understanding of how the industry works and the mental health challenges construction workers face daily — and has shaped her perspective on how companies of all sizes can tackle this crisis. Resources Mentioned in This Episode Learn more about The Construction Industry Alliance for Suicide Prevention (CIASP) Follow CIASP on LinkedIn, Facebook and Instagram Connect with Sonya Bohmann on LinkedIn Say hello to Michelle Calcote King on LinkedIn Sponsor For This Episode 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.

April 22, 202629 min

Inside Legal 500: Submission Strategy and AI's Growing Role in Firm Selection

In this episode of "Spill the Ink," Michelle Calcote King sits down with Barnaby Merrill, US editor at Legal 500, to unpack everything legal marketers need to know about one of the industry's most established rankings programs. Barnaby walks through what makes a strong submission, how referee feedback actually influences ranking decisions and why firms new to the process may be closer to a strong ranking than they think. He also shares what's new with the US Elite rankings — a partner-led, jurisdiction-specific program now in its second year — and explains how Legal 500's data is increasingly shaping the answers AI tools serve up when corporate clients search for outside counsel. Here's a Glimpse of What You'll Learn What Legal 500 looks for in matter highlights — and what to leave out How referee feedback factors into rankings (and why low response rates aren't the dealbreaker firms fear) The biggest misconception about breaking into the rankings for the first time What's different about the US Elite rankings: partner-led, interview-driven and jurisdiction-specific How Legal 500's rankings are surfacing in AI-generated law firm recommendations About Our Featured Guest Barnaby Merrill is the United States editor at Legal 500. He has been at Legal 500 since 2019 and took on his current role in 2023. In this role, he oversees all research into the US private practice market, including the national Legal 500 United States and the state and city-based US Elite rankings, which are in their second year having launched in February 2025. Barnaby is passionate about the US legal market in all its forms, with a strong interest in the intersection between client service and market growth with a view to the long-term future of law firms. Resources Mentioned in This Episode Check out Legal500 Follow Legal500 on LinkedIn, Facebook and Instagram Connect with Barnaby Merrill on LinkedIn Say hello to Michelle Calcote King on LinkedIn Sponsor For This Episode 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.

April 14, 202636 min

Why AEC Firms Keep Getting Client Experience Wrong and How to Fix It

Why AEC Firms Keep Getting Client Experience Wrong and How to Fix It In this episode of "Spill the Ink," Steven Gallo sits down with Jerry Gennaria, president and CEO of TOKY, a full-service branding and design consultancy, to unpack why most AEC firms treat client experience and culture as separate problems — and what that disconnect is actually costing them. They dig into how to make the business case for investing in both employee and client experience, what it looks like to start measuring something that feels intangible, and why culture will override process every single time. Here's a Glimpse of What You'll Learn Why client experience and employee experience are rarely connected in AEC firms — and why that's a problem How to make the data-driven business case for investing in culture and client experience Where to start if your firm has never tackled this before, and how to establish a measurable baseline How to trace feedback patterns back to root causes — and why a toddler's favorite question is the key About TOKY and its "branding from within" philosophy About Our Featured Guest Author of the upcoming book, Branding from Within, and host of The Intangible Brand podcast, Jerry Gennaria leverages 30 years of experience in strategy and communications to help professional service firms more effectively tell their story, build a stronger business, and reach their full potential. Jerry leads TOKY, a branding and strategy firm, serving organizations in the Built Environment (AEC). His pragmatic approach delivers actionable insights and frameworks to help marketers and business leaders move past the tropes to build a stronger brand experience. Resources Mentioned in This Episode Check out TOKY.com Follow TOKY on LinkedIn, Facebook and Instagram Connect with Jerry Gennaria on LinkedIn Say hello to Michelle Calcote King on LinkedIn Sponsor For This Episode 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.

March 24, 20261 hr 0 min

How Law Firms Get Ranked: An Insider Look at Benchmark Litigation

In this episode of Spill the Ink, Michelle Calcote King talks with Michael Rafalowich, Managing Editor and Head of Research at Benchmark Litigation, the leading intelligence platform dedicated to identifying and ranking top litigators and litigation firms across the U.S. and Canada. He shares what's new for the 2027 cycle, including expanded local market coverage and a newly built research team, and offers candid advice on what separates a strong submission from one that gets lost in the pile. Here's a Glimpse of What You'll Learn What is Benchmark Litigation and what makes it unique What's new for the 2027 Benchmark Litigation cycle What law firms most commonly get wrong in submissions and interviews How interviews factor into the rankings process, and who should be in the room Why human judgment remains central to Benchmark's integrity, even as AI reshapes the legal industry About Our Featured Guest Michael Rafalowich is the Managing Editor and Head of Research at Benchmark Litigation, where he has been the driving editorial force behind the publication since its inception. A digital media professional and investigative journalist by background, Michael holds a Bachelor of Arts in English from Kean University, where he graduated magna cum laude. His expertise spans research, editorial, marketing communications and business development. Before his current role, he held research and editorial positions at Euromoney Institutional Investor. He is based in New York. Resources Mentioned in This Episode Check out Benchmark Litigation Follow Benchmark Litigation on LinkedIn Connect with Michael Rafalowich on LinkedIn Say hello to Michelle Calcote King on LinkedIn Sponsor For This Episode 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.

March 9, 202637 min

Inside the DBIA Project/Team Awards: What Judges Really Want

As design-build project delivery methods continue to gain ground in the U.S. construction industry, the DBIA Project and Team Awards have become one of the most coveted — and most misunderstood — recognitions in AEC. In this episode of Spill the Ink, host Steven Gallo sits down with Praful Kulkarni, director of integrated services at CannonDesign and chair of the National DBIA Awards Committee, to pull back the curtain on the judging process. Praful shares what separates winning submissions from the rest, the most common mistakes firms make and why the marketing team should lean on the project manager to help tell the full story. Here's a Glimpse of What You'll Learn What the DBIA Project and Team Awards are and how they differ from Architecture Institute of America (AIA) or Associated General Contractors of America (AGC) awards programs The three core evaluation areas judges use to score every submission: design excellence, process and teaming The biggest mistakes firms make when assembling their submissions — and how to avoid them Why the project manager, not just the marketing team, needs to be involved in the application Industry trends Praful is watching, including design-build's continued growth and the surge in data center construction About Our Featured Guest Praful Kulkarni has dedicated his career to sparking change within the AEC industry. As a young architect, he recognized the fragmented nature of traditional design and construction and the inefficiencies that came with it. He founded his own integrated firm in response, gkkworks, to unite design excellence and construction innovation. In 2018, gkkworks merged with CannonDesign, strengthening one of the most progressive integrated design firms in the world. Praful is a champion for single-source collaborative design and delivery methods that help ensure certainty in project cost, schedule and quality outcomes. He has a pulse on the latest innovations within the industry, specifically, he is a tireless advocate for progressive design-build and its ability to foster heightened levels of collaboration across owners, designers and builders. Praful was the DBIA National Chair in 2017 concentrating on Progressive Design Build initiatives and currently serves on the National Board for CMAA and as the Chair the Awards Committee for the National DBIA. Resources Mentioned in This Episode Learn more about CannonDesign at cannondesign.com Visit DBIA at dbia.org — entries for the 2025 Project and Team Awards are due June 1 Connect with Praful Kulkarni on LinkedIn Follow CannonDesign on LinkedIn Say hello to Steven Gallo on LinkedIn Sponsor for This Episode 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.

February 24, 202640 min

Your Chambers Submission Playbook: Tips From the Research Directors

The Chambers and Partners guide is one of the most trusted resources in the legal industry, used by in-house counsel worldwide to find and evaluate outside counsel. With roughly 350,000 legal professionals interviewed globally each year across 1,800 practice areas in the U.S. alone, the rankings carry significant weight in how firms are perceived and how work is awarded. In this episode of "Spill the Ink," James Haggerty and Kush Cheema, both USA research directors at Chambers and Partners, join Michelle Calcote King to discuss the attributes that define a great submission. They share practical guidance on selecting referees, structuring matter highlights and approaching the process with strategic intentionality. James and Kush also discuss broader market trends — from the surge in boutique and mid-market firm participation to how major law firm mergers, market consolidation and AI adoption are reshaping how Chambers evaluates and ranks firms. Here's a Glimpse of What You'll Learn How the Chambers USA guide serves as a critical resource for in-house counsel making hiring decisions and narrowing their outside counsel options. Why demand growth is shifting toward mid-market and smaller firms and what that means for firms evaluating their competitive positioning. How Chambers handles submissions and rankings during and after major law firm mergers, and why firms shouldn't panic about steep drops. What clients are telling Chambers researchers about AI adoption, billing efficiency and the potential shift away from the billable hour. The most common submission mistakes firms make and how to structure matter highlights for maximum impact. Why selecting the right referees — not just the most senior ones — can make or break a firm's ranking outcome. How smaller and boutique firms can leverage the Chambers process to stand out in local and niche markets through programs like Chambers Spotlight. The strategic approach that distinguishes top-performing submissions, from championing breakout attorneys to aligning referees with highlighted work. About Our Featured Guests Kush Cheema is the North America Research Director at Chambers and Partners. He joined Chambers as a research analyst in 2015 and is now based in the company's New York office. He oversees external outreach to the US and Canadian legal market. James Haggerty is the USA - Operations Research Director at Chambers and Partners. Having joined Chambers as an analyst in 2015, James has led US research from the company's head office in London since 2021. He heads a team of up to 100 analysts researching the world's leading legal market. Resources Mentioned In This Episode Check out Chambers and Partners Follow Chambers and Partners on LinkedIn and Facebook Connect with Kush Cheema on LinkedIn Connect with James Haggerty on LinkedIn Say hello to Michelle Calcote King on LinkedIn Sponsor For This Episode 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.

February 10, 202639 min

Inside ENR's Rankings: What AEC Firms Should Focus On

In Steven Gallo's inaugural episode as Spill the Ink co-host, we're launching a new series diving into the premier awards and rankings programs across the AEC industry. First up is Engineering News-Record's (ENR) prestigious top lists and survey rankings. Emell Derra Adolphus, Senior Editor of ENR Top Lists and Survey Rankings, joins Steven to demystify the submission process and share key takeaways for firms participating in ENR's programs. With more than five years managing ENR's rankings and a decade of journalism experience, Emell offers an insider perspective on how submissions are evaluated, why honest reporting about challenges creates better industry outcomes, and how firms can leverage the competitive intelligence they receive. The conversation also explores pressing industry trends, from skilled labor shortages to AI adoption, and practical advice for firms navigating supply chain uncertainty and market volatility in 2026. Here's a Glimpse of What You'll Learn About Engineering News-Record's regional and national rankings structure How ENR's regional rankings feed into national lists — and why that matters for your competitive positioning The "secret sauce" behind ENR's fact-checking process and how their team of journalists keeps submissions honest How qualitative storytelling in your submission can be just as valuable as the revenue numbers Why volatile or challenging years are actually the best time to participate in rankings, and how "small" innovations during those periods can become major stories How honest reporting about project challenges — including safety issues — helps the entire industry The hidden value of participating beyond rankings: competitive intelligence and industry benchmarking About the latest construction trends shaping the market, including skilled labor shortages, mega-projects, data centers and AI adoption The double-edged sword of diversification: when to specialize deeper vs. when to expand into new markets How regional differences dramatically impact which strategies work for navigating market volatility What's coming next from ENR, including new data presentations and their upcoming podcast series About Our Featured Guest Emell Derra Adolphus is the senior editor of ENR's Top Lists and Survey Rankings at Engineering News Record, a position he has held since April 2020. With more than a decade of writing and journalism experience spanning multiple publications, Emell brings a journalist's rigor to analyzing the construction industry's leading companies and projects. In his role at ENR, Emell manages the magazine's prestigious annual rankings programs, including the Top 600 Design Firms, Top 500 CM-Contractor and Top 400 Specialty Contractors. He analyzes both quantitative data and qualitative insights from thousands of construction firms across regional and national markets, working closely with ENR's editorial team to ensure accuracy and integrity. Emell also contributes feature stories on technology adoption, climate resiliency and diversity, equity and inclusion for the magazine. Before joining ENR, Emell served as editor in chief at KGM Magazine and DriFit Magazine. Looking ahead, he is helping to expand ENR's coverage by launching a podcast that will extend conversations from the magazine's print issues, providing deeper insights into company operations and industry challenges. Resources Mentioned in This Episode Check out ENR.com Follow ENR on LinkedIn, Facebook and Instagram Connect with Emell Derra Adolphus on LinkedIn Connect with Emell directly for first-time submissions: adolphuse@enr.com Say hello to Steven Gallo on LinkedIn Sponsor for This Episode 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.