This is the third session in the New Business Infrastructure & Process series. Select "Register Now" to join the series.

Series Overview 

Build the Infrastructure and Process To Convert More New Business
 
This multi-session webinar training program will guide your team on how to build the back-end infrastructure to make your new business run like a well-oiled machine.
 
The series is designed to support those accountable for agency growth – those leading, managing or participating in key new business initiatives. Whether you are a new business director or a team member actively engaged in new business, learn the systems and tools to bring order to the chaos. More effectively and efficiently convert your competitive review and proactive prospecting opportunities.
 
Throughout the training, we cover:
 
• Identify & Address Your Agency’s Most Critical New Business Challenges
• More Effectively Align Your New Business Lead With Agency Objectives
• Write a Performance-Based New Business Plan
• Secure the Resources Necessary to Achieve Your Agency’s New Business Objectives
• Codify, Train and Scale Your New Business Process to Establish Consistency
 
Your team will be put to work with a series of interactive exercises and brief homework assignments – all focused on driving growth in a methodical manner. In fact, the program concludes with a look at how to scale out your new systems agency-wide.

This Session 

Session 3 of 5: Write a Performance-Based New Business Plan
1:00 – 2:00pm ET
 
Most agencies operate without a well-crafted new business plan.
 
In this session, you will learn why most new business plans fail and understand how to best structure and write this critical document to focus on results. Learn how your plan should be structured, the critical elements that must be included, and how to avoid several of the pitfalls that keep most from achieving their planned objectives.
 
In new business, momentum is key. Confidence and support follows when the management team and agency see important progress. We’ll address the first 90 days—the types of “wins” a new business lead should look for to gain this momentum.
 

Next Sessions 

April 27, 1:00 - 2:30pm ET  - Session 4:  The Optimal Resources For Your Agency
May 3, 1:00 - 2:30pm ET  - Session 5:  Codify, Train & Scale Your Process
 
Note, if you register for one session, you are automatically enrolled in and can join the entire series. You can still join remaining sessions if the series has begun.
 
 
Training Materials:
A printed handout will be provided following each session as your team progresses through the course.
 
Mirren Membership includes access to all Mirren Webinars (Single Viewer or Conference Room) for no additional fee. You can learn more here, email Member Services, or call 866-508-0523.
 
 
Member Non-Member

This option provides one login and one handout for one class participant, with additional handouts available for $27 each. NOTE: If multiple team members from your office are interested in participating, please choose the Conference Room option below.

Single Viewer
$0 $785

This is the recommended option for access by several participants, viewing from a conference room. A single login and handout is provided for the group, with additional handouts available for $27 each. NOTE: If logins are needed across multiple offices, please select one the Multiple Locations option below.

Conference Room
$0 $885

This option provides access for up to 4 locations, with 1 login and 1 handout per location, with additional handouts available for $27 each.

Multiple Locations
$585 $1085

Within 72 hours of each class, we will provide a special link and password to view each session's recording for 3 weeks.

View Class Recordings (For 3 Weeks After Class)
$485 $885
Register Now

About the Instructor

Brent Hodgins

Managing Director

Brent Hodgins is the Managing Director of Mirren. Brent has trained CEOs and their senior management teams in every major region around the world. He is highly competitive as he pushes himself, his Mirren team, and his clients to accept nothing less than a commitment to growth.

His

... Read more

Brent Hodgins

Managing Director

Brent Hodgins is the Managing Director of Mirren. Brent has trained CEOs and their senior management teams in every major region around the world. He is highly competitive as he pushes himself, his Mirren team, and his clients to accept nothing less than a commitment to growth.

His approach to converting business is down to a science – strategic and methodical – but often contrarian. In fact, he believes you have no choice but to break many rules of prospecting and competitive reviews, as the process is purposely designed by clients to commoditize agencies. He also believes that agencies need to stop bowing down to clients and command the respect they deserve. “As soon as you put the client up on a pedestal, it’s a downward spiral from there. If you bring a high level of expertise to the table, then take a stand and command the respect you deserve.”

Brent began his career in account management at Leo Burnett, where he worked on Kellogg’s, Johnson & Johnson and McDonald’s. Later at TBWA\Chiat\Day he launched their digital group in New York, before moving into new business at Wieden + Kennedy. He regularly guest lectures at NYU Stern and Columbia business schools.

After 17 years in New York, Brent recently moved to Seattle to open Mirren’s west coast office. He resides in the Ballard area with his wife and son.

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Nadine Tull

Director, Agency Growth Strategy

Nadine is a Training Director at Mirren. Through her 15+ years in the industry, she has built a business-focused outlook with clients in order to avoid “vendor” status and to protect the long-term relationship. Clients are looking for business partners, and not simply tactical executions. It

... Read more

Nadine Tull

Director, Agency Growth Strategy

Nadine is a Training Director at Mirren. Through her 15+ years in the industry, she has built a business-focused outlook with clients in order to avoid “vendor” status and to protect the long-term relationship. Clients are looking for business partners, and not simply tactical executions. It is essential to frame your efforts, no matter how big or small, through this lens.

Nadine spent the majority of her career at various agencies in Los Angeles and has worked with retail powerhouse clients, including Taco Bell and T-Mobile. She moved to a WPP shop in Seattle, Cole & Weber, to lead key accounts and new business pitches. During her tenure as the agency partner for Washington’s Lottery, she led continuous years of record growth. She expanded their digital ecosystem, grew the account scope within the agency, and successfully defended against a large competitive review, securing the business for 6 additional years.

Always a West Coast city girl, she lives downtown and is a huge fan of Seattle’s theater and event schedule.

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