The New Negotiation Skills to Drive Revenue
About This Webinar
Note: this session is a part of the special Mirren Live New York Pre-Conference Forum and is being provided to MirrenDirect subscribers as a special bonus for no fee.
It’s no secret that marketing clients and procurement have come a long way in their sophistication with challenging agencies on their fees. It...
Note: this session is a part of the special Mirren Live New York Pre-Conference Forum and is being provided to MirrenDirect subscribers as a special bonus for no fee.
It’s no secret that marketing clients and procurement have come a long way in their sophistication with challenging agencies on their fees. It often feels relentless. Addressing it begins by identifying where your client exists on the Continuum of Cost Savings to Value Creation. Based on this, Francisco will outline specific strategies you can use to prepare and engage – to ensure the highest possible fees.
Francisco advises major corporations and agencies on all aspects of the client/agency lifecycle. In fact, he authored the ANA’s Marketing Communications Procurement Best Practices, the only definitive work on this subject.
Speaker: J. Francisco Escobar, President & Founder JFE International Consultants
Training Materials
Following the session, those who attend will receive one week of recording access.
Who Should Attend
This session is designed for those client-facing and operations team members involved in client negotiations, writing and securing client approval of client estimates and scopes, and developing agency scope and fees.
Instructors
J. Francisco Escobar
JFE International Consultants, Inc. President & Founder
J. Francisco Escobar (JFE) serves as a business management advisor, primarily to major advertisers and service providers in the marketing communications industry. The organization was formed in 2003 as a Minority Business Enterprise.
JFE International Consultants has a singular focus — to ensure that its Client and Agency clientele are treated fairly throughout the lifecycle of the business relationship. JFE is engaged to help customers more productively manage what are often constrained marketing communications investments.
JFE’s customers are guaranteed the undivided attention of a seasoned advisor who has restructured and stewarded major Marketing Services relationships from both sides of the table. JFE’s experience is heaviest in areas most crucial to effective Client/Agency relationship management — that is, financial, legal and enlightened marketing procurement. Given a low overhead and operating expenses, JFE can deliver more personalized service at a reduced cost, that results in a better value to its clientele.
Mr. Escobar was educated in a multicultural environment gaining fluency in Spanish, French and Italian. Following advanced studies in Economics and an MBA, he gained 23 years of experience with Texas Instruments in financial, marketing and procurement management. He has been an active participant and resource for the Association of National Advertisers (ANA), the American Association of Advertising Agencies (4As), and the PR Council. Among numerous other industry contributions, Mr. Escobar authored the ANA’s 2005 publication entitled Marketing Communications Procurement: Building Value Through Best Practices, the first definitive piece on this subject, and the PR Council’s 2008 white paper on Agency compensation best practices.
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