As 48% of agencies plan to increase prices The Drum launches negotiation skills training course
Research presented at a recent Drum Network event showed that 48% of marketing services agencies are planning to increase their client fees in the next year in order to boost profits. To that end, The Drum Network has launched a training course to help agencies manage this often difficult process and to make their staff more commercially aware.
Increasing agency fees can be a daunting prospect, particularly if the client has been with your agency for many years and you don’t want to lose them to another ‘cheaper’ agency, so The Drum Network has joined forces with Chris Merrington of Spring 80:20, to hold a one day training course to help agenices negotiate more effectively.
Merrington, founder of Spring 80:20, has worked with many agencies to make them more commercially aware and has joined forces with The Drum Network to hold a one day training session in London that will explore the many facets that go to make up a profitable client/agency relationship.
Some of the issues and challenges that Chris will offer insights and guidance on include:
The ‘secrets’ of the most profitable agencies.
- Proactive pricing techniques
- How your mind set affects your ability to negotiate well.
- How to reduce the impact of under-pricing, over-servicing and scope creep.
- Learn how to work with decision makers with authority and budgets, not ‘messengers’.
- Identify profit vampire clients and develop strategies to improve the situation.
- How to respond to price challenges and unfair client demands more effectively.
- Move from wimp to winner by being more assertive and more able to say ‘no’ appropriately.
Speaking of a recent training session with Chris, a director at Fishburn Hedges, said: “Your experience of agency life was a real benefit and hit the spot with our senior team. People could immediately put what they had learnt into practice. I have witnessed a lot more confidence from people when they handle a tricky client negotiation and now don’t spend weeks avoiding the issue!”
Richard Draycott, managing director of The Drum Network, added: “Chris has spoken at a number of Drum Network events across the UK and his insight and advice is always first class. He doesn’t mince his words and his advice is always practical and down to earth, which in the area of price and negotiation is always good as it can be a very emotive area for agency owners and staff to talk about.”
The training day will take place on Monday 13th October in Central London, from 9am to 5pm. Lunch will be included for all attendees.
For full details of the training day please click here.
Content created with:
The Drum Network
Take a fresh approach to raising your profile with potential clients and adding profit to your bottom line
The Drum Network is an organisation that helps...