events

Win Without Pitching

London

11th September 2009

As part of the Business in Action series Eventia is delighted to offer two highly insightful business seminars targeted at agencies and service providers looking for business development strategies that deliver.

If you'd be happy to never have to part with your thinking for free again and to never write another proposal, then you need to attend...

Seminar leader Blair Enns

Our presenter, Blair Enns, helps owners/managers and anyone in a client facing role rethink their roles as salespeople and explains how what an agency sells is determined by how it sells.  He challenges the assumptions of what is needed to win business and offers a way out of the cycle of endless pitches and proposals.

Morning session: Positioning for Profit in a Poor Economy

10.00am – 12.30pm

In this session, we will focus on how to create a positioning strategy that will set your agency apart from your competition and, more importantly allow prospective clients and prospects to see immediately what your agency has to offer. Specifically we will look to demonstrate how to create an expert positioning that will put you in control of the buy: sell relationships with clients.

Many experiential marketing agencies are using the recession as an excuse to rationalise bad business practices, such as cutting prices to win business, pitching ideas for free, or pursuing opportunities that are too small, unprofitable or just poor fits.

By the end of this half-day seminar you will see that for the well-positioned company business development success has very little to do with the state of the economy

You will learn:

• Why business development success (and failure) begins with positioning
• The common mistakes to avoid in positioning an experiential marketing company
• Seven steps to positioning your company as the expert in your space
• How to articulate that positioning in your written and spoken communication

Afternoon Session: The Ladder of Lead Generation: Closing the Pipeline

2.00pm – 4.30pm

This session follows on from the morning’s focus on positioning. The session concentrates on the creation, management and closing of the leads throughout the sales cycle. We will share with delegates a sales and marketing approach that will dismantle your current thinking about new business development. Ultimately if you apply these strategies you will win business without pitching and not give away all your ideas for free!

To give clients the best possible results an agency must be allowed to lead the engagement. But leading begins in the buy-sell cycle. If the client does not let you lead before you are hired, he won't let you lead once you are engaged. In this seminar you will learn how to gain the high ground in the client-agency relationship and use that high ground.

You will learn

• Simultaneously increase your closing ratios and your fees, while lowering your cost of sale
• Reduce your dependency on tenders and written proposals
• Prioritize opportunities as you generate them, and determine which ones are worth pursuing and which are not
• Set and achieve appropriate business development goals for your company

Who should attend:

Companies and agencies providing a range of communications services and solutions where pitching and proposal writing is key to winning business.

All personnel involved in the pitch process will find these seminars invaluable. We recommend you bring a team from your company so that together you can take back these strategies and apply them to the way you position and grow your business in the future.

The sessions are relevant to the all client facing personnel within your business, especially those managing the pitching processes and writing the proposals.

Managing Directors, Business Development Managers, Client Services Directors, Sales & Marketing Directors, Planning Directors, Senior Account Managers

Cost to attend:

Member rate:

• 1 session: £195+vat
• Full day: £350+vat

Non member rate:

• 1 session: £295+vat
• Full day: £450+vat

If you are looking for a better way to manage your business development to grow your business book your place(s) NOW!

Email Philippa.smith@eventia.org,uk or call the management team on 0121 212 1400

Related Links

The following reports can be downloaded using this link
http://www.exigentmarketing.co.uk/wwp-form.html

Download for Free
Six insightful extracts written by Seminar Leader Blair Enns

• Can Sales be Outsourced
• Responding to RFP’s
• Business Development Planning
• The Five Objections
• The Selling Website