Updated for 2020, this training will directly impact your ability to secure more revenue from your current client roster.
Expect to be put to work in this workshop as you start crafting aggressive organic growth plans, while learning new methods to mine for more business from every roster client – without having to feel like a sales person.
Over the course of a day & a half, you will learn how to arm your account teams with the tools and systems necessary to identify, attack and convert growth opportunities – systematically. Importantly, the goal is to have you implement these new methods with your current clients immediately upon returning to the agency.
New This Year: this training now includes curriculum to address more effective estimate writing and day-to-day client negotiation skills, ultimately securing more revenue from every project.
You will learn how to become a “trusted advisor” vs. a “sales person” by being more proactive about adding value to your client’s business – and charging a fee for it.
Understand why clients leave agencies, why they stay, and why they choose to provide some with more business.
Based on Mirren’s on-going research with clients, you will learn the most significant trends impacting client growth.
Develop a set of tools based on diagnosing your clients’ key business issues and opportunities, to then systematically mine for new projects.
Clients are paying a premium fee for much deeper, more pragmatic insights – those that drive purchase behavior.
Understand how to leverage powerful insights about your client’s target audience to generate more business.
Learn to utilize this basic and fundamental strategic model to better identify and sell opportunities that will directly impact your client’s business.
Apply the principles, plots and rhythms of storytelling to ensure your presentations more effectively sell your strategy.
You will leave with a presentation structure that can be applied to all client presentations.
In your day-to-day client work, learn how to pre-empt client and procurement negotiation tactics.
Apply principles for presenting project and fee proposals to help the agency generate more revenue from each project.
Rather than fearing scope creep as a challenge, through special client engagement methods, proactively turn it into a new revenue opportunity.
Train your teams to implement these new systems in a way that can be counted on for more consistent growth.
This is designed for those who play a leading strategic and growth role with their clients, including management and senior client services. Most agencies bring several people to sharpen their personal skills and more effectively collaborate – to then improve how the agency will innovate and apply the key learnings. Attendees can join one or both workshops.
Day 1: Jan 14: 8:30am – 5:00pm
Day 2: Jan 15: 9:30am – 12 noon
Hosted by R/GA: 450 West 33rd, New York
Day 1: Jan 15: 8:30am – 5:00pm
Day 2: Jan 16: 9:00am – 12 noon
Hosted by Anomaly: 46 Spadina Ave., Suite 200, Toronto
Day 1: Jan 21: 8:30am – 5:00pm
Day 2: Jan 22: 9:00am – 12 noon
Hosted by DDB Chicago: 225 Michigan Ave, Chicago
Day 1: Jan 22: 1:30pm – 6:00pm
Day 2: Jan 23: 9:00am – 5:00pm
Hosted by 72andSunny: 12101 Bluff Creek Dr, Los Angeles