Day-to-Day Negotiation Skills for Account Management
About This Webinar
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 – backed by their negotiation training.
In this training session, we provide the new negotiation skills that...
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 – backed by their negotiation training.
In this training session, we provide the new negotiation skills that will empower account managers as they work to gain approval of estimates, proposals, and SOWs. We’ll outline the new tactics clients are using to reduce agency fees and how to address (even pre-empting) them to ensure the agency gets paid for all its work. Your teams will immediately put these practices to use.
Training Materials
Following the session, you will be provided with 2 weeks of recording access.
Who Should Attend
This class is designed for those mid-level and senior team members who interact with clients as it relates to estimates, proposals, staffing plans and agreements.
Instructors
Sharon Honjiyo
Director, Agency Growth Strategy
Sharon 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.
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 in significant 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.
Other webinars you might like
The New Role of Account Leadership
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Making Smarter Pitch Go/No-Go Decisions (Includes Guide)
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