Day-to-Day Negotiation Skills for Account Management
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Day-to-Day Negotiation Skills for Account Management
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 their negotiation training.
In this training session, we provide the new day-to-day negotiation...
Day-to-Day Negotiation Skills for Account Management
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 their negotiation training.
In this training 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 class is designed for those account and project team members who interact with clients as it relates to estimates, scopes, proposals, staffing plans and agreements.
Instructors
Sharon Honjiyo
Director, Agency Growth Strategy
Sharon is Director, Agency Growth Strategy at Mirren, a firm that specializes inorganic 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.
Sharon brings senior experience on both the client and agency-side. Having managed roster agencies and run competitive reviews–in addition to running accounts and RFPs at her agencies–she provides tremendous insight in her training.
At Mirren, she empowers agency teams by training on client acquisition, retention and growth. Achieving this, however, requires becoming a more proactive, strategic business partner. In fact, she believes there are many untapped revenue opportunities for agencies.“As a client, I regularly experienced my agencies missing many of our strategic needs that would have resulted insignificant additional work.”
Sharon spent a good portion of her career leading account management and strategy at a number of agencies, including DDB, HL2 and Hornall Anderson Design. She was instrumental in leading client relationship training, organic growth and numerous new business pitches.Prior to joining Mirren, she led the brand marketing team at Holland America Line, a premium cruise line within Carnival Corporation–the world’s largest leisure travel company.
Originally from the San Francisco Bay Area, Sharon currently lives in Seattle with her husband.
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