Workshop Day One

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Advanced CEO/ Sr. Management New Business Strategy

This day is reserved for agency CEOs and senior management. Join a select group of your peers in this hands-on working session that covers completely new Mirren Training material. Get answers to the most pressing issues, including what it takes to jump start your pipeline.

I. SELLING WITH SOCIAL MEDIA

  • Social Media has quickly become a powerful new business tool... specifically what role should it play in helping you network and open doors with prospects?
  • What are the best tools to use?

As a powerful new tool for business development, you will learn Mirren's Guide to Opening Doors with Social Media: a step-by-step, no-hype approach to establishing your social media strategy. Learn how best to efficiently establish your social media architecture, your content engine and how to apply the key networking platforms such as Blogging, Twitter, Facebook, LinkedIn and YouTube. We'll break walk through real-world examples that cut through the hype with a pragmatic approach.

Guest Speaker (via Webcast): Based on input from our Twitter followers and blog readers, we have further dialed up Social Media strategy. Greg Straface, VP Business Development, and Mike O'Toole, President, of PJA Advertising + Marketing will provide a behind the scenes look into how they've opened doors with prospects and won new business using social media. You can read their recent AdAge Social Media posting here.

II. Converting the Meeting

  • You convince the prospect to meet with you, now what?
  • What is the approach that is working right now to convert first meetings into projects?

Step by step, walk through what it takes to walk out of these meetings with an assignment. It is changing yet again with the economy starting to expand again. No matter what the prospect asks for (or agrees to), there are several stages that you have to lead a prospect through - taking them from a brief introduction of the agency to focusing in on their immediate business issues.

III. BRAINSTORMING BIGGER PITCH IDEAS

  • Are your ideas big enough? Are they differentiating enough?
  • What is the best way to get to bigger, better pitch ideas?
  • How do you do it when time isn't on your side?

Learn the latest innovative techniques for brainstorming bigger pitch ideas, more quickly: accelerate and better focus your brainstorming process.

IV. SELLING THE SEARCH CONSULTANTS

  • Is it really worth your effort to connect with these gatekeepers?
  • Are they open to new agencies... or do they stick with their favorites?

No matter what size or type of agency you are, get a look into their selection process and exactly what it takes to get on their short list. Understand why they reject most agencies and how you can prevent this. We'll also reveal an approach that creates opportunities for smaller agencies.

V. SELLING & MANAGING PROCUREMENT

  • What is the best way to engage and persuade this new gatekeeper?
  • Is it just about price now?
  • Will they pay more?

Whether you deal with procurement or new procurement-like policy, understanding this new gatekeeper can open - or close - doors. Here, we'll review the latest insight into specifically how procurement thinks, and what it takes to best build and maintain a profitable relationship.

VI. DRAFTING YOUR PERFORMANCE-BASED NEW BUSINESS PLAN

  • How should you organize your agency's new business resources?
  • Specifically, what functions are critical?
  • What is the best way to get your team focused & committed?
  • What are the key elements critical in writing a pragmatic, results-oriented new business plan?
  • Building Your Biz Dev SWAT Team.  What roles should be covered on your core pitch team and your core prospecting team? How can you make up for any capability gaps on your team?

The key element to guarantee the greatest return on your resources.

VII. THE ABILITY TO APPLY YOUR LEARNING IS CRITICAL.
To help you implement these strategies back at your agency, a 60-minute one-on-one teleconference follow up training session is included with each registration.

Do I Have To Be a CEO to Attend? No, you do not have be a CEO to attend this session. However, you do have to be on the senior management team and directly involved in the overall direction of your agency.

> SOLD OUT <
New York Series
Sept.17-18
>SOLD OUT<
Chicago Series
Sept.24-25
> SOLD OUT <
L.A. Series
Sept.29-30


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