How do to you ‘get’ organic growth? Or new business from new clients for that matter? This session looks at the importance of relationships for in developing new work streams and the key behaviours that can lead to organic growth.  The session debunks the common misperceptions of the alpha extrovert rainmaker and shows how we can all develop commercial relationships by just being ourselves.  Delivered from the perspective of an ex agency MD turned Unilever client attendees will leave the session with plenty of practical behaviours that they can begin to implement the very next day.

YOU WILL LEARN

By the end of this session, participants will be able to:

• Understand how clients choose and the principle of being a trusted advisor and what they means in practice.
• Sell without selling
• Have a toolbox of behaviours they can deploy consistently throughout the ‘sales funnel’
• Understand the organisational tools and temperament that will help them best succeed.
• Create measurement systems that they can look to implement in their own agencies.

CONTENT

This 90-minute interactive session includes:

• Client understanding – Getting into the shoes of your client and understanding how they are feeling and how and when they need your help
• Conceptual frameworks – Looking at common models of consumer brand growth and understanding how they can be applied on your agency and personal brand
• Sales funnel approach – Seeing how behaviours for growth can be applied throughout the ‘sales funnel’ from building mental availability through to introductions and recommendations
• Measurement framework– How we measure what we treasure, how agencies and organisations send mixed signal for growth and how we can change that.
• Collaboration theory – How agency collaboration can be a growth multiplier.
• Behaviour change plan – A personalised behaviour change plan that can be deployed post the session

DELEGATE LEVEL

Appropriate for Mid level staff to senior agency leadership

DATE & TIME : 

21st May, 10am to 11.30am

TRAINER:

James Hayhurst started his career agency-side BMP DDB (now Adam&Eve DDB) as a grad trainee. During his time there he worked on award-winning campaigns for Volkswagen, Channel 4 and the Teacher Training Agency amongst many other UK and international clients. In 2012 James joined Leagas Delaney as Managing Director running the London office, and managing brands including Glenfiddich, Patek Philippe and Timberland.

James decided to try his hand at client-side marketing by joining Unilever in October 2014 as the Global Brand Equity director for OMO/Persil, Unilever’s third biggest brand and sold in 80 countries globally.

Whilst there James was struck by what he ‘didn’t know he didn’t know’ when he’d been an agency MD about client culture and decision making. He also began to appreciate how alien agency culture appeared to many clients, and that they hadn’t been given the instruction manual of how to ‘operate’ their agencies. There was an empathy gap on both sides that needed bridging and James launched The Magic Sauce courses as a result.