Pitch Teams

Uncover the Hidden RFP Objectives: Getting More Client Access & Intel

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About This Webinar

Uncover the Hidden RFP Objectives: Getting More Client Access & Intel

In far too many reviews, agency teams shy away from a robust and strategic discovery process – often jumping in head first – void of clarity on the objectives, deliverables and budget. However, it’s more effective to step back,...

Uncover the Hidden RFP Objectives: Getting More Client Access & Intel

In far too many reviews, agency teams shy away from a robust and strategic discovery process – often jumping in head first – void of clarity on the objectives, deliverables and budget. However, it’s more effective to step back, take control of the conversation, and get the intel about what it’s really going to take to win.

In this session, you will learn how to get more access to the right people (even when remote) and how to leverage this into a more effective pitch strategy. We’ll address how to ask smarter questions to get better answers, along with the external sources you can use to fill in the gaps. The sooner you gather this critical intel, the faster your team will get to work on building the winning pitch.

Ultimately, this will result in elevating your team’s thinking and placing the focus where it belongs – the specific business outcomes most important to the senior decision-maker.


Training Materials

Following the session, you will be provided with 2 weeks of recording access.


Who Should Attend

This session is designed for those pitch team members who are involved in engaging clients in the RFP process.

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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