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This conference
features five workshop/seminars. All five will be run simultaneously
three times during the conference, so each delegate can choose
to attend three of them. Please make your choice clear on
the registration form.
Workshop
A
Positioning your business
Simon May, August
Associates
- How do you differentiate yourself from your competitors?
- Are you a specialist or full service – and how do
you articulate this?
- While you brand your clients do you pay any thought to
your own brand?
Download
Simon's presentation here
Workshop
B
Key elements of a successful marketing strategy
Kate Newman, KNA
Strategic Consulting
- Identifying your strategic goals
- Reviewing the markets you operate in
- Defining your products & services
- Profiling your current customers and their needs
- Analysing the competition
- Setting your strategic marketing objectives
- Monitoring and measuring for success
Download
Kate's presentation here
Workshop
C
Formulating
a Marketing Plan
Peers de Trense,
Tapestry Consulting
- Developing your marketing calendar
- Gathering your assets
- Using your database effectively
Download
Peers' presentation here
Workshop
D
Raising
your Business Profile
Shan Preddy, Preddy
& Co
- Profile-raising tools, and how to use them successfully
- Developing the right media toolkit for your business
- Why you need brains, not budgets
- How to make sure that you are 100% promotion-ready
Due to illness Shan
missed the event. As soon as she is out of hospital we will
be able to upload her presentation.
Workshop
E
New Business
Generation
Trevor Flannery,
Storm Brand Design
- DIY or outsource? The pros & cons and what to avoid
- How to overcome your fears of cold calling
- Getting your foot in the door
- Measuring the effectiveness of your marketing activity
Download
Trevor's presentation here
Case study
Presentation
Giles Poyner, Business
Development Director, Boxer
(part of The Marketing
Store)
Giles will
lead a no-nonsense discussion on how
a sound prospecting strategy can ease the pain
of new business. He will share some of the proven techniques
in pitching that he and his team currently adopt as
well as discuss how an agency can stand out in such an overcrowded
marketplace.
Speaker
Biographies
Shan Preddy, Preddy &
Co
www.preddy.co.uk
PREDDY&CO is Europe’s leading design-sector marketing
and training consultancy, working with design businesses and
architectural practices to improve their performance through
finding, winning, keeping and developing clients. Based in
the UK, it operates internationally for a wide range of
companies from all of the major design disciplines. PREDDY&CO’s
consultancy includes both new business development and client
relationship management. Its in-house training courses, which
run in addition to Shan Preddy’s popular DBA courses,
cover Presentation Skills, Credentials and Pitches, Sales,
Negotiation and Client Relationship Management. In addition,
PREDDY&CO conducts expert qualitative perception, satisfaction
and impact surveys. Shan is an accredited consultant on the
DBA Experts Register. A skilled facilitator, she is a
frequent speaker at, and chairman of, conferences and
she regularly runs awaydays and brainstorming sessions.
Her professional memberships include the Chartered Institute
of Marketing, DMI (Design Management Institute) and the Marketing
Society. She is a member of the Institute of Directors, an
Elected Associate of D&AD and a Fellow of the Royal Society
of Arts. Her book How to Market Design Consultancy Services,
published by Gower for the Design Council (ISBN 0-566-08594-1)
is available in a fully updated and expanded 2nd edition as
well as in a Dutch-language version.
Trevor Flannery, Sales and Marketing Director, Storm
Brand Design
www.stormbranddesign.co.uk
Trevor's passion for selling has always seen him gravitate
towards a sales role throughout his career, which has involved
selling performing arts, train maintenance services, catering
services and predominantly graphic design.
In 2007 Trevor joined Storm Brand Design as Sales & Marketing
Director to raise the profile of the business and to devise
a marketing plan and formulate a simple but effective strategy
geared to growing the business. Prior to this Trevor spent
six years at Stocks Taylor Benson championing new business
and driving forward the marketing activity, which included
implementing all PR initiatives. In 2006 Trevor compiled an
entry for the local regional business awards for the sales
& marketing category. This endeavour not only complemented
the marketing objectives but was also maximised by a flexible
marketing strategy. The entry was a winner!
Eager to promote the importance and benefits of the design
industry Trevor championed the Design Leicestershire initiative
in 2007 with other industry peers, which secured funding of
£250k from the regional development agency to support
collaborative ventures for the East Midlands region nationally
and internationally. He was nominated to represent Stocks
Taylor Benson, the Design Business Association and Design
Leicestershire on a Trade Mission to Brazil in March 2007.
Peers de Trense, Tapestry Consulting
peersdetrense@googlemail.com
Peers de Trense specialises in advising design companies on
their growth and development - funding and equity partner
recruitment, strategic planning - company structure and offer,
development of skill sets, new business planning and development,
mentoring partners and acting as executive or non executive
chairman/board director.
Peers was a shareholder and marketing director of Worthington
and Company, a graphic design business from 1988-1996 developing
clients such as Sainsbury's and Oracle. He helped grow the
business fivefold and successfully sold it to Havas subsidiary
Conran Design Group. As Executive Business Development Director
of Conran Design Group, he helped turn it from making a £500K
loss into a £1 million profit within 4 years working
on major global telecoms brands. He left in 2006 to set up
his own consultancy advising other design consultancies on
their offer, structure, business development and equity partnerships.
Simon May,
Octane
Octane is a recently
launched performance coaching business that specialises in
the Creative Industries. Simon's background is a mix of design
and management consultancy, having trained as a product designer
and working client side before switching to specialise in
the management of design and a spell at PWC in the Strategic
Performance Improvement Group. He ran his own Design Management
consultancy for many years before turning independent and
providing a coaching role both for clients such as the Design
Council and Nesta as well as design consultancies ranging
from start ups and breakaways to established businesses.
Simon brings a deep
understanding of the clientside and what they are trying to
achieve and can help designers develop a different perspective
with regards to their approach to client supply chain challenges
such as the buying of design, the roster process, the PQQ
and ITT process as well as managing clients for the long term.
He also coaches on the development of business and growth
plans which include the pitch process, resource and talent
management and planning for exit.
Kate Newman, KNA Strategic Consultancy
www.kna-strategic-consultancy.com
KNA Strategic Consultancy was founded by Kate Newman
in 2006. Kate is a former Sales and Marketing Director of
CDT Design and was Head of Marketing at The Brandnaming Company,
a division of Corporate Edge, a top ten UK branding agency.
Formerly a client at what was SmithKline Beecham she has a
BSc in Business & Marketing and a post graduate diploma
from the Chartered Institute of Marketing, Kate is a creative
and commercial all-rounder. She has over 18 years of brand
consulting, marketing and growth development experience.
Giles Poyner,
Business Development Director, Boxer (part of The Marketing
Store)
www.boxerthinkbeyond.co.uk
Giles has been in agency
new business for over 10 years. He has been
with TMS/Boxer for nearly two of these. During his
career he has prospected, pitched and won a number of
clients both in the UK , US and UAE.
Giles will lead
a no-nonsense discussion on how a sound
prospecting strategy can ease the pain of new
business. He will share some of the proven techniques
in pitching that he and his team currently adopt as
well as discuss how an agency can stand out in such an overcrowded
marketplace.
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