John Gleason
This Speaker's Sessions
The New Skills Generating Organic Growth
For All Access Virtual Registrations:
2 Part Series: May 23, June 13
Session 1: May 23, 1-2:30 pm ET
Getting More Work from Difficult Clients
Speaker: A Better View Consulting: John Gleason, CEO
As a former P&G client and procurement executive, John has engaged hundreds of agencies. Leveraging this critical client-side insight, he’ll shed new light on how clients are now assessing, selecting, and negotiating with their agencies.In particular, he will dive into how to work with clients that can be a little more difficult:
- Why some clients are less accessible, don’t understand your value, and can be challenging negotiators
- What it now takes to establish a strong partnership-based relationship
- The objectives of senior clients and procurement
- How clients are now negotiating fee reductions
- How to make two critical investments that will increase your value with senior clients and procurement – resulting in more work for the agency
Session 2: June 13, 1-2 pm ET Stop Getting Pigeonholed: Selling Current Clients on New Capabilities
Speaker: Sharon Honjiyo, Director of Agency Growth Strategy
It’s not uncommon that agencies get pigeonholed with their clients. Whatever type of work you provide at the outset of the relationship, can unfortunately, set a precedent for the future. Clients can be resistant to using more of your agency’s capabilities.The good news is that there’s a fix for this. In this session, we’ll take a look at a few steps you can take to persuade clients to use more of your capabilities – potentially even stealing business from other roster agencies. Ultimately, the goal is to capture a greater share of each client’s spend.