Business Development

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How To Drive Organic Growth, December 12 | New York

Location: 4A's, 1065 Avenue of Americas, 16th Floor, New York, NY 10018

Time: 9:00 AM - 1:00 PM


When sales growth slows, most companies invest more resources in their sales teams. Savvy agencies also invest in their account-management and client-servicing employees. Because generating more business from existing clients not only increases revenue—it’s more profitable, too. It’s the business trifecta everyone seeks: increased client retention, increased sales, and lower costs of acquisition. 

What You Will Learn
  • The questions that uncover new opportunities
  • How to hear what's not being said
  • How to ask for, and get, referrals for new business
  • A newfound 'sales confidence' from hands-on practice
  • Why people buy
  • How ‘non-sales’ staff impact the company’s success
  • How to deliver: closing the loop and following up

Who is it for?

  • Client-facing professionals in all agency departments   
About The Trainer 

Kim helps businesses grow sales revenues by helping ‘non-sales’ staff get comfortable with
sales and selling. Her one-on-one sales training is focused on building relationships and having
conversations with purpose. She has conducted workshops for Howard University’s In3
Incubator, Hera Hub and the Maryland Women’s Business Center in addition to her private
clients. Kim has also presented at The Power Conference, NAWBO, the Freelance Union and the
Women in Business Leadership Council. Her enthusiasm about sales has proven to be
infectious!



A Modern Approach to Ad Agency New Business in 10 Lessons

4A's Members: $630 (Login with your 4A's Profile for Member Discount)  / Non-4A's Members: $899

Ad Agency New Business Training revolutionized. On-demand winning content straight to your conference room. Everything your agency needs to know about how to win new business in 10 separate training modules.

  • How to get your entire agency on the same page!
  • The Four Ways to Grow Your Business
      1. Organic Growth
      2. Referrals
      3. RFP’s
      4. Recruiting the Clients You Want
  • Creating a Strategic Growth Plan Around the Four Ways to Grow
  • The “Four P’s” of Business Development
      1. Positioning…the importance and approach to finding your unique voice
      2. Prospecting…we’ll debunk some myths and coach you on how to build the ideal prospect list for your agency
      3. Pitching…how the modern meeting has changed the pitch dynamic\
      4. Pricing…yes, you can make more $ AND strengthen your client relationships   

How to Play to Your Agency’s Strengths

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

Stop chasing new business - reframe your position and have new business chase you!

  • Learn to develop a stronger win ration in new business.

  • Explore a broader geographical market area.

  • Leverage your pricing!

Presentation Skills & Business Storytelling

The very best way for people to learn persuasive presentation skills is not to listen, watch and try to emulate, but to practice. In this intense but friendly workshop, participants get a chance to try out what they’re learning in front of the group, with live feedback, in a supportive environment. Each person will make several mini-presentations as they develop their personal style, practice new techniques and learn first-hand what others respond to best about his or her natural style.

WHAT YOU WILL LEARN
  • Finding an intrinsic style
  • Mastering physical presence and the power of voice
  • Organizing effectively
  • How to tell a business story
  • Presenting with a team

Build a Reliable Lead Pipeline

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

Learn how to consistently generate excellent leads!

  • Know the systems you need to generate leads.

  • Build the right offer that will close deals.

  • Position your agency as THE choice for clients!

 

Win, Keep and Grow Accounts in 45 Min

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

Stand out from the crowd with these proven strategies!

  • Learn to position your agency as your client’s most valued asset.

  • Discover how to win your client’s trust, admiration, and respect.

  • Uncover the key to setting your agency apart from the competition.

 

How To Convert Your Client Proposals

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

Start converting as a result of your expertly crafted proposals!

  • Learn the #1 tip to closing your percentage

  • Understand how to qualify your prospects

  • Discover a more efficient way to create your proposals

 

3 Steps to Learn How to Innovate

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

Create innovative solutions to position your clients as disruptors!

  • Use customer and technology insights to discover opportunities for innovation.

  • Develop an effective Client Innovative Workshop.

  • Turn innovation into new scopes of work!

Persuasive Writing for New Business

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

Ditch the traditional, ho-hum pitch and spice things up with these techniques!

  • Master a simple five-step process for better writing and editing.

  • Focus on the role of “boilerplate” content and how to more effectively incorporate it into your work.

  • Embrace the most important element of writing - ruthless editing.

How To Write an Annual New Biz Plan

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

Are you ready to perfect your annual new business strategy?

  • Learn to focus on creating a new business strategy in Q4.

  • Understand the basics of managing your team and giving them the information they need to succeed.

  • Uncover how to best manage your timeline.

Understanding Chemistry with Clients

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

Do you have strong client relationships? In our world, chemistry is everything.

  • Discover why a good personal chemistry is critical to agency-client relationships.

  • Uncover the different personality profiles and how to identify them.

  • Modify behavior to improve relationships and create lifelong clients.