ORGANIC GROWTH TRAINING Turn Your Account Teams Into Client Growth Machines
Training Dates Los Angeles: January 15 – 16 Miami: January 17 – 18 New York: January 23 – 24 Toronto: January 24 – 25
Updated for 2019, this training will directly impact your ability to secure more revenue from your current client roster.
Expect to be put to work in this session 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 proposal writing and day-to-day client negotiation skills, ultimately securing more revenue from every project.
Mirren Business Development Nadine Tull Director of Agency Growth Strategy See Bio >
Mirren Business Development Joe Mattson Director of Agency Growth Strategy See Bio >
Mirren Business Development Laurie Coots Director of Agency Growth Strategy See Bio >
Mirren Business Development Brent Hodgins Managing Director See Bio >
Over the Course of a Day & a Half, We’ll Cover:
Shift from Reactive to Proactive
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.
Diagnostics as a Growth System
Develop a set of tools based on diagnosing your clients’ key business issues and opportunities, to then systematically mine for new projects.
Insights as a Growth System
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.
Path to Purchase Modeling as Growth System
Learn to utilize this basic and fundamental strategic model to better identify and sell opportunities that will directly impact your client’s business.
Client Presentation Development
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.
New: Proposal Writing & Negotiation Skills
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 to generate more revenue from each project.
New: Turn Scope Creep Into a Revenue Opportunity
Rather than fearing scope creep as a challenge, through special client engagement methods, proactively turn it into a new revenue opportunity.
Implement, Monitor & Report
Learn techniques to gain more team commitment and monitor their on-going Organic Growth progress.
Train your teams to implement these new systems in a way that can be counted on for more consistent growth.
Who Should Attend
This special training program is designed for agency management and senior account management / client services team members. There is a particular focus on those who play a leading role in growing their accounts at the agency.
Organic Growth Dates
LOS ANGELES Day 1: January 15, 1:30 PM – 6:00 PM PT Day 2: January 16, 8:00 AM – 6:00 PM PT Hosted at Team One: 13031 W Jefferson Blvd #800, Los Angeles
MIAMI Day 1: January 17, 1:30 PM – 6:00 PM ET Day 2: January 18, 8:00 AM – 6:00 PM ET Hosted at The Community/La Comunidad: 6300 Biscayne Blvd., Miami, FL 33138
NEW YORK Day 1: January 23, 1:30 PM – 6:00 PM ET Day 2: January 24, 8:00 AM – 6:00 PM ET Hosted at 450 West 33rd Street, New York
TORONTO Day 1: January 24, 1:30 PM – 6:00 PM PT Day 2:January 25, 8:00 AM – 6:00 PM PT Hosted at SapientRazorfish: 134 Peter Street, 12th Floor, Toronto