It seems that the odds are
becoming increasingly stacked against the small and medium sized
consultancies.
More and more brands are owned by fewer and fewer companies, so there
are less major decision making points. Access to these decision-making
points is getting more difficult and the biggest agencies tend to have better
access. Clients seem to want more and more pro-activity from their agencies
for the same, or even less, money. More often than not the big agencies are
better resourced to provide this.
Nobody wants to be in a 'crumbs from the top table' position so how can small
and medium sized agencies fight their corner, compete effectively and win
against the big agencies?
In this workshop, we explore a range of practical ideas to help really sell your strengths.
What you will learn:
- The client and agency landscape – feedback from hundreds of client
interviews conducted on behalf of agencies about how clients view design
agencies, large and small.
- Sending the right messages through your positioning and business
development activity.
- How to tick the reassurance boxes on your ability to deliver.
- Effective pitching against the big agencies - exploiting their weaknesses and
selling your strengths.
- Practical ideas on how to add value to client relationships that will help you to
punch above your weight.
Delegate feedback:
"Inspiring insight into the key ways and ideas for small agencies to compete against larger competition." Martin Wylde, Wylde by Design.
"Excellent overview for any small business and start up."
Ben Romans, Zoo & co.
Speaker
Jonathan Kirk, Founder of Up to the Light Ltd.
Up to the Light advises a wide range of agencies regarding all aspects of
business growth. The consultancy challenges some of the ingrained
assumptions that exist in our industry and offers more effective, insight-led
advice.
Jonathan is unusual amongst consultants in the level of contact that he has
with clients. He conducts hundreds of client interviews on behalf of agencies.
He also frequently partners with agencies to provide brand positioning and
brand strategy for end clients. Jonathan is continually involved at the sharp
end presenting, pitching and delivering high profile strategic work for major
brands. This is of huge benefit to all his clients.
His senior roles have included New Business Director of Fitch, the global
brand design group, and Business Development Director of EHS Brann, one
of Europe’s largest direct marketing agencies. He is a member of the DBA's
Experts Register and is a frequent conference speaker and trade press
contributor.
Click here to read Jonathan's article in design week about how to get on the pitch shortlist.
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