SK&A Structural Engineers recently participated in the SMPS Northeast Regional Conference (NERC), where Director of Communications Shambi Eubanks, CPSM, joined a panel discussion titled The Mindbenders: Hacking the New AEC Buyer’s Brain. Moderated by Karl Feldman of Hinge, the session brought together industry leaders to explore how buyer behavior is evolving across the AEC industry, supported by new research and real-world insights.
The conversation centered on a clear shift: buyers are more informed, more selective, and often further along in their decision-making process before engaging with a firm. While referrals remain an important entry point, they are increasingly followed by independent validation, through websites, LinkedIn, published content, and visible expertise. Firms are being evaluated long before the first meeting is scheduled.
From SK&A’s perspective, this reinforces the importance of clarity and relevance in how expertise is communicated. Many firms across the industry are technically strong, but differentiation comes from the ability to translate that expertise into clear, client-focused insight. Buyers want to quickly understand how a team can solve their specific challenges, and the firms that can communicate that effectively are gaining traction.
At SK&A, this comes to life through our team of thought leaders who regularly share insights drawn from project experience and technical practice. These perspectives not only reflect the depth of our expertise but also help clients and partners better understand how we approach real-world challenges. (Explore a collection of insights from our team.)
At the same time, the panel emphasized that digital tools and emerging technologies, including AI, are not replacing the fundamentals of the AEC industry. Structural engineering, design, and construction decisions carry real-world implications for safety, performance, and long-term value. Clients ultimately rely on accountable professionals—teams that bring not only technical expertise, but also sound judgment and a collaborative approach.
For SK&A, these insights align closely with how the firm approaches its work. Whether through project collaboration, technical problem-solving, or thought leadership initiatives, the focus remains on clearly communicating value, supporting informed decision-making, and building lasting client relationships. Digital visibility may introduce a firm, but trust is built through experience, expertise, and performance over time.
