After
our successful 'beating the big guys' seminars in October
2008, we have been lucky enough to secure Blair Enns to come
back to the UK in September for three days of insight looking
into how to position your agency for profit, winning new business
without pitching and rethinking the role of the rainmaker.
About Blair Enns:
Blair helps owners/managers
of design consultancies rethink their roles as salespeople
and explains how what an agency sells is determined by how
it sells. He challenges the assumptions of what is needed
to win business and offers a way out of the cycle of endless
pitches and proposals.
Business
development success begins with positioning. But
most businesses suffer from barefoot cobbler syndrome. Why
is it that positioning one's own business is so difficult
for someone so adept at positioning their client's brands?
A
one-day workshop on the tools and techniques required
to position your business for profit.
In this one-day
seminar you will learn the answer to this question and
more, including:
Should you really be repositioning during
a recession?
The advantages of narrowing the focus of your
business
How to determine the most appropriate positioning
for your business
The only viable basis for positioning your
business against competition
How to articulate your new positioning to
your target audience via your website, your marketing
materials and your telephone introductions
The common mistakes to avoid in considering
a specialism
Who
should attend:
Managing Directors
and anyone charged with or having a voice in setting
strategy for the business. Anyone who suspects
the root of their business development challenges might
be the positioning of the agency.
Winning
Without Pitching
Tuesday
15 September
9.30am-4.30pm
Free pitching is never going
away. But in an environment where many firms incur
an enormous cost of sale and devalue their offerings
by routinely giving their thinking away for free, some
firms have quit pitching altogether and are thriving.
How? How is it that one firm can see a
poor economy as a rationale to perpetuate the free pitch
whole another can use it as an opportunity to grow its
business without giving away free ideas?
The properly
positioned firm has business development advantages
that can be leveraged to win business without free pitching,
if its people know what to do. Learn
what to do in this one-day seminar on a new model for
developing new business without free pitching.
You will learn:
How to lower your cost of sale while increasing
your fees
How to command the power position in the buy-sell
relationship
A better way to categorise leads and move
people through the buying cycle
The mistakes of meetings, proposals and chemistry
How to win the business without writing a
proposal
Who
should attend:
Managing Directors,
Business Development personell and anyone involved in
business development who is willing to rethink the way
the business goes about getting business.
Rethinking
the Rainmaker
Wednesday
16 September
9.30am-4.30pm
The
first business development person an agency hires usually
fails. Often the next one does as well. So
why is it that the business development position has
such a failure rate?
This question
and others are answered in this one-day seminar on finding,
hiring and managing business development personell.
You will learn:
How design agency business development differs
from other sales
The motivational make-up of successful business
development people
Where to find and how to avoid common recruiting
mistakes
Keys for vetting candidates in the interview
process
How to craft a pay plan that aligns with proper
business development goals
A format for ongoing business development
reporting
How to run the weekly business development
meeting
Your CRM (software) solutions
The support that all business development
people need to succeed (and that few ever receive)
Who
should attend:
Managing Directors,
CEO's and anyone charged with managing the business
development position and anyone considering hiring business
development personnel.
Tickets:
EXCLUSIVE
DBA MEMBERS - EARLY BIRD BOOKING OFFER
CONCLUDES
ON FRIDAY 14 AUGUST
Early bird
tickets per day DBA members £389+vat
(£447.35)
Standard tickets
per day DBA members £489+VAT
(£562.35)
Standard tickets
per day Non members £749+vat
(£861.35)
THREE
DAY PACKAGE PRICE
DBA members
£998+vat (£1147.70)
Non members £1650+vat (£1897.50)
Location:
The Brand
Union, 11-33 St John's Street, London EC1M 4AA
To book your place/s, please complete our booking
form and return to Harsha at harsha@dba.org.uk or fax to 020 7251 9229
