Countering Client Fee-Cutting Tactics: Day-to-Day Negotiation Skills
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Countering Client Fee-Cutting Tactics: Day-to-Day Negotiation Skills
On a daily basis, agencies are leaving a tremendous amount of revenue on the table when engaging with highly-skilled client and procurement executives. Clients are often more natural negotiators – many backed by advanced negotiation training.
In this session, we provide the new day-to-day negotiation...
Countering Client Fee-Cutting Tactics: Day-to-Day Negotiation Skills
On a daily basis, agencies are leaving a tremendous amount of revenue on the table when engaging with highly-skilled client and procurement executives. Clients are often more natural negotiators – many backed by advanced negotiation training.
In this session, we provide the new day-to-day negotiation skills required to help account and project managers gain approval of estimates, proposals, and SOWs. We’ll outline the new tactics clients are using to reduce agency fees – and how to pre-empt them – to ensure the agency gets paid for all its work.
Training Materials
Following the session, you will be provided with one week of recording access.
Who Should Attend
This session is designed for those team members who interact with clients as it relates to estimates, scopes, proposals, staffing plans, and agreements.
Instructors
Laura Matthews
Director, Agency Growth Strategy
Laura is Director, Agency Growth Strategy at Mirren, a firm that specializes in organic growth and new business training for agencies in digital, PR, advertising, media, experiential, and more. Each year, more than 700 agencies participate in Mirren’s annual conference, training programs, and webinars (www.mirren.com). Their team has trained CEOs and their senior management teams in every region around the world.
Laura brings senior account leadership and business development experience, with a background in client engagement and former roles in business development for tech companies. With experience across a broad range of industries and agencies (full service, PR, digital), Laura provides tremendous insight in her training.
At Mirren, Laura trains agency teams on client retention, growth, strategy, and new business, empowering them to strengthen their client relationships and better position their value. “Too often, agencies limit themselves to a vendor role where they’re seen as order takers. The most successful agencies make the effort to deeply understand their clients’ categories and bottom-line goals, and they deliver work that is clearly positioned to impact those goals.”
Laura has run accounts at several independent agencies, managing integrated campaigns and digital strategy. She spent nearly six years with VMLY&R, where she led work for Bridgestone, Tennessee Tourism, and Intel, among other brands.
Originally from South Carolina, Laura moved to Seattle in 2019 after spending a decade in Nashville, TN.
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