THE BUYER SHIFT DECODED
Speaking
Bring the new buyer into focus for your whole revenue team. One program that aligns your leadership, marketers, BD professionals, and seller-doers around how today’s buyer finds you, qualifies you, and selects you.
The buyer has shifted. Where they find you, how they qualify you, and how they select you is new.
Most firms are selling to the buyer they knew ten years ago
The decision is largely made before your firm is ever contacted, during a research phase you cannot see. Your leaders, your marketers, and your BD team each own a piece of that phase, and most firms have never aligned them around it. When today’s decision-makers use new lenses to find, qualify, and choose a firm, the advantage goes to the firm whose whole team knows how to show up for them. That alignment is what this program builds.
One program. Your whole revenue team
The Buyer Shift Decoded is delivered inside your firm as a coordinated set of working sessions. Everyone starts from the same research-backed foundation, then each team builds a plan for their part of the buyer’s journey, shaped around your firm. Your teams leave pointed in the same direction, not holding four separate opinions.
Research-backed
Grounded in current buyer research and the neuroscience of how decisions are made
Firm-specific
Working sessions use your real data, channels, personas, and pursuits
On your terms
Delivered on-site or virtually, across three to four sessions
BUILT FOR EVERY SEAT AT THE TABLE
Each team goes deep on its part of the buyer’s journey and leaves with an actionable plan.
LEADERSHIP
Principals & Owners
See where your firm is visible and trusted to the new buyer, and where the opportunity is worth the most.
Marketing
Marketers
Build for the research phase where the shortlist is built, in the channels your competitors ignore.
You leave with: Channel & Content Strategy
Business Dev
BD Professionals
Invest where the decision is forming, before the RFQ exists, so you are shortlisted before the pursuit begins.
You leave with: BD Strategy
Seller-Doers
Seller-Doers
Turn your expertise into a visible presence that earns trust before you ever have the first conversation
You leave with: A pre-positioning plan you can run
IT STARTS WITH ONE SHARED SESSION
Every team begins from the same foundation: the four measurable ways the buyer has shifted, how the buying decision is made in the brain, and where your firm shows up in the new buyer’s journey. One starting line, one shared language, before each team works on its own plan.
THEN EACH TEAM BUILDS ITS PLAN
TRACK 1
Leadership
Audit the firm through the new buyer’s eyes and build the business case for where to invest.
Leaves with: Buyer Opportunity Assessment
TRACK 2
Marketing
Map the channels where the new buyer decides and build content that earns trust in the research phase.
Leaves with: Channel & Content Strategy
TRACK 3
BD & Seller-Doers
Shift BD investment toward pre-positioning and adjust the pursuit for a buyer who arrives pre-educated.
Leaves with: BD Strategy
Sequenced so leadership goes first and sets the direction the marketing and BD tracks build on.
HOW IT WORKS
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3
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Shared foundation session. All teams start together with the research and the neuroscience of the new buyer.
Team working sessions. Three to four sessions per team over six to eight weeks, built around your firm.
Plans built on your firm. Each team works with your real data, channels, personas, and pursuits.
Aligned direction. Leadership, marketing, and BD leave pointed the same way, not four ways.
WHAT YOUR FIRM WALKS AWAY WITH
One shared language for the new buyer across every team
Firm-specific plans your teams can start on Monday
Investment aimed where the decision is forming
Alignment between leadership, marketing, and BD
A competitive advantage that compounds year over year
A clear view of where you are visible and trusted, and where you are not
LED BY SARAH KINARD, HEAD BIRD OF THE FLAMINGO PROJECT
With over 20 years of experience leading growth strategies and new market development, Sarah Kinard is the driving force behind The Flamingo Project, a research-, strategy-, and growth-focused firm. She specializes in research-driven growth strategies and market positioning to help AEC firms thrive.
Sarah is heavily involved in SMPS. She served as Dallas president from 2021 to 2022, and during her presidency, she worked with Fort Worth to re-envision how SMPS serves the market, which led to the SMPS North Texas chapter. She is SMPS Foundation President 2026.
BRING THE BUYER SHIFT DECODED TO YOUR FIRM
Align your leaders, marketers, and BD team around the buyer who decides before you know they are looking.