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Closing for Creative Firms is a one-day
workshop on improving the business development skills
required to secure the engagement. Rooted in the Win
Without Pitching approach to business development, Closing
for Creative Firms builds a systematic approach to managing
the final steps of the buying cycle, and securing the
engagement without having to pitch free ideas or write
a proposal.
Win Without Pitching's Blair Enns has been running annual
Closing for Creative Firms workshops in North America
for the last five years. In October, 2008 the DBA brings this
event to the UK for the first time.
Closing for Creative Firms leans heavily on building
and using process-framed case studies to help avert
a pitch and get out of the proposal writing business.
Proprietary to the Win Without Pitching approach, process
framed case studies allow the client the confidence
to move forward without a free pitch or a written proposal.
In this workshop you will begin to map out your own
process-framed case studies and leave with a short list
of next steps required to complete and begin to employ
them. All workshop attendees receive 30 days of feedback
on their own process-framed case studies from Blair
Enns immediately following the event.
Who Should Attend
Principals, creative directors, business development
personnel and senior strategists from all creative services
firms will benefit from this workshop.
Format
This workshop is broken into two modules. The morning
module sets the foundation for proper closing techniques.
We explore the client's motivation late in the buying
cycle, your obligation to the client, the role
of proposals, how to respond to requests for proposals,
and a series of alternatives you have to pitching speculative
creative or uncompensated thinking of any kind.
The afternoon module is an exploration of process-framed
case studies themselves, with an exploration of what
they are, how they work and why. You will learn how
to use these Win Without Pitching-specific tools to
position your firm as one of experts and get out of
the proposal writing business for good. The workshop
concludes with some exercises that help you map out
your own process-framed case studies.
Post-Seminar Support
Your registration fee includes 30 days of consultative
review of your case studies as you build and apply them.
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