New Business Director Effectiveness In the New Agency Landscape
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New Business Director Effectiveness In the New Agency Landscape
Working in new business is one of the toughest roles in an agency. Expectations are high – and the remit is no simple task: in an extremely competitive environment, marshall the agency’s resources (or lack thereof) to pursue and convert new clients for...
New Business Director Effectiveness In the New Agency Landscape
Working in new business is one of the toughest roles in an agency. Expectations are high – and the remit is no simple task: in an extremely competitive environment, marshall the agency’s resources (or lack thereof) to pursue and convert new clients for the agency.
Despite the challenges, there are new best practices that will have a significant impact on the effectiveness of those in a new business role.
In this training session, we’ll introduce several new methods and frameworks that will have a direct impact on the ability of new business team members to perform at a higher level.
We’ll also cover the several types of new business roles, their accountabilities, and corresponding “personality types.” This will empower new business team members to optimize their approach for each unique situation.
We’ll address how to:
- Outline a job description (and expectations) that ensures alignment with management
- Secure the resources necessary to achieve meaningful results for the agency
- Achieve key wins, accomplishments, and recognition inside the agency
- Adapt personally to each unique agency situation and goals
Training Materials
Following the training session, those who attend will be provided with one week of recording access.
Who Should Attend
This training is designed for those who play a lead role in the new business efforts of the agency. This would include anyone dedicated to new business or with aspects of “running new business” as a part of their job description.
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.
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