Finance

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Negotiation Skills, TBD | New York

This half-day workshop is designed to better position agencies as negotiators and business partners to marketers, procurement personnel, and other potential client stakeholders, both to protect existing margins and to help them grow. Learn the tips and tricks to win in today's complex environment from procurement expert Brett Colbert, Partner, Strategic Acquisition Solutions. 

Duration: 4-6 Hour session

Location: 4A's (5 Bryant Park New York, NY)

Price: Members ($700) Non-Members ($850)

 

Topics Covered

How do other agencies manage to the scope

  • Who is responsible for holding the client responsible for scope creep

  • Who approves doing incremental work for free (investment)

What makes you different?
  • Do clients think we bring something different?

  • Do they want something different? Are they willing to pay for something different?

  • Does your process or offering demand a premium?

How do you up-sell?
  • Pricing small incremental scope items.

  • Where are the opportunities? How do you find and sell?

  • How do you target longer-term opportunities (like other brands the company has)?

Negotiating fees
  • Is it ok to negotiate?

  • What are the variables at play – scope, fee, timing...?

  • Do clients have more than they say they do?

 

Agency Financial Relationships: What You Need to Know

Free for 4A's Members / Non-4A's Members: $221

Better understand how your work generates income to fully comprehend the profitability of your agency!

  • Understand the basics of your agency’s financial underpinnings.

  • Learn to protect your agency’s financial interests.

  • Discover new tactics for talking money with clients.

The Legal & Regulatory Environment

4A's Members: $170 (Login with your 4A's Profile for Member Discount) / Non-4A's Members: $221

Brush up on your legal expertise with this course!

  • Learn about how the First Amendment impacts your strategy.

  • Gain a deeper understanding of regulation.

  • Take protective measures to keep your agency safe.

 

Understanding & Leveraging Intellectual Property

4A's Members: $170 (Login with your 4A's Profile for Member Discount) / Non-4A's Members: $221

Intellectual property is a key element for any agency - learn more about it!

  • Understand how IP is protected.

  • Discover new ways to structure terms and agreements.

  • Uncover what IP is and what it isn’t.

 

Social Media Dynamics

4A's Members: $170 (Login with your 4A's Profile for Member Discount) / Non-4A's Members: $221

Understand the legalese behind social media dynamics!

  • Learn your social media rights.

  • Uncover the risks you take - and how to protect yourself.

  • Tune in for lessons learned and real-world examples.

Strategies for Selling Your Agency

4A's Members: $170 (Login with your 4A's Profile for Member Discount) / Non-4A's Members: $221

An excellent plan today will help you sell your agency tomorrow!

  • Understand that there are more buyers than you think.

  • Learn to navigate sales price.

  • Discover how potential owners can change.

 

Sweepstakes, Contests & Promotions

4A's Members: $170 (Login with your 4A's Profile for Member Discount) / Non-4A's Members: $221

Understand the legal ramifications of promotions, and what your agency can do to protect itself!

  • Learn the do’s and don’t’s of consumer promotion activity.

  • Gain insight into the complicated world of promotion regulation.

Budgeting Essentials P&L Forecasting and Analysis

4A's Members: $170 (Login with your 4A's Profile for Member Discount) / Non-4A's Members: $221

Be ready to answer questions from brands and negotiate like a pro!

  • Understand what types of questions are coming your way.

  • Learn to prepare adequately.

  • Preemptively head off objections that could occur during the negotiation.