Cummings Electrical isn’t the electrician you call when a breaker flips. They’re a major commercial and industrial contractor doing high-stakes electrical work for data centers, hospitals, high-rise multifamily, and massive builds across the country.

On this episode of the He Said, She Said: Razor Branding™ Podcast, we sit down with Matthew Stephenson, VP of Marketing at Cummings Electrical, to talk about what B2B marketing looks like when your “product” is trust, your risk is labor, and your growth depends on finding the right work with the right customers—at the right time.

Matt breaks down how account-based marketing (ABM) works in the real world, why marketing and sales have to operate as one team, and how his “Blue Ocean” process helps them spot the next opportunity before everyone else floods the market.

• Why ABM is the only approach that makes sense when every pitch, proposal, and buyer scenario is different
• How Cummings positions itself as the safe choice
• What it takes to build a marketing strategy around labor + backlog—not just visibility and leads
• How the company identifies and exits red oceans (price-driven markets) and intentionally pursues blue oceans
• Why relationship marketing still wins—even in 2025—through interviews, experiences, and connection-driven tactics