Convert More Business
Turn Your Teams Into Client Business Partners –
Bring Mirren to Your Agency for Advanced Organic Growth or New Business Training
Convert more business by bringing method, accountability and motivation to the pursuit of organic growth and new business. In fact, command a premium fee by becoming business partners, correlating your agency’s work to meaningful client business outcomes. Our approach to converting business is down to a science - strategic and methodical - but often contrarian.
Our New Business Specialists will train your team on the best practices working right now to convert more business, more quickly.
All training programs end by outlining the specific steps the agency will take to implement the training best practices. What are the next steps? When are they due? Who is accountable to deliver the action item? We are big on taking action. We are big on accountability.
Select the Topic Below to Learn More
- Competitive Pitching / RFPs
- Proactive Prospecting
- Organic Growth
- Deck Writing & Presentation Skills
Completely eliminate all the clichés. Step-by-step, move through a process to articulate a positioning that hooks prospects by better communicating the business value you create.
Competitive Pitching / RFPs
Learn how to become a machine at pitching business. Step-by-step, your team will become aligned as they learn the most innovative strategies that consistently increase your odds of converting business. You will never pitch the same again.
Using a powerful “diagnostic selling” approach, learn how to systematically build and convert a pipeline of qualified leads. In fact, without feeling like sales people, your team will learn how to methodically target, attack, and convert more leads, more quickly.
Train your senior account teams how to mine for more business from more clients. Without having to feel like salespeople, arm them with the tools, systems, and habits to more consistently identify and attack client growth opportunities.
Advanced Deck Writing & Presentation Skills
Learn how to have your senior teams better command the room as they write and deliver presentations that are more dynamic, engaging, and persuasive.
Training Practice Leads
New Business Specialists
Bring Mirren to your event for a talk that is insightful, provocative, and interactive.
Book Mirren to Speak
Our team has addressed agency CEOs and senior management teams at numerous industry conferences around the world. These have included the 4As, agency networks, agency holding companies, and individual agency management retreats.
Each keynote and workshop often ends with participants taking a few minutes to articulate a few next steps they take immediately upon returning to the agency. Materials and handouts are often provided.
Select the Topic Below to Learn More
- The New Agency Model: The Next Five Years
- Build Your Agency Like You’re Going to Sell It
- Beating Clients & Procurement at their Own Negotiation Game
- Saving the Business When You’re the Incumbent
- Advanced Pitch Strategy: Better Engage, Differentiate, Convert
- Advanced Prospecting Strategy: Target, Attack, Convert
The New Agency Model: The Next Five Years
It’s no secret that clients have changed over the past several years. They are seeking an evolved set of capabilities and a different way of being engaged in a new business situation. Particularly suited for agency CEOs, this session takes a frank look at the specific set of core competencies that every agency (small and large) must master to drive new business growth. Expect to leave this talk with a framework that will help lay a rock solid foundation for growth.
Build Your Agency Like You’re Going to Sell It
There is a specific set of characteristics an investor looks for when paying a premium for an agency. This talk draws a direct correlation between those fundamental characteristics and building an efficient "machine-like" infrastructure to drive the growth of your agency. The lessons are immediately applicable, whether or not you have any plans to exit.
Beating Clients And Procurement at Their Own Negotiation Game
At two of our recent New Business Conferences, client-side procurement speakers commented that, "Negotiating with agencies is like lambs to the slaughter." It turns out that agencies are leaving a lot of revenue on the table by going up against highly skilled (and constantly highly trained) negotiators. This talk focuses in on a small number of critical tools and skills that can have the biggest impact on securing higher fees for your agency.
Saving the Business When You’re the Incumbent
A standard new business pitch is tough, but it doesn't compare to when one of your existing clients calls a review. It can shake the agency's confidence and consume a tremendous amount of resources, only to remain revenue-neutral if you win. In this talk, we reveal a set of aggressive strategies you must immediately deploy to save the business.
Advanced Pitch Strategy: Better Engage, Differentiate, Convert
Immediately begin making your competitive pitch/RFP engagements more disciplined, strategic, and engaging. From pitch discovery (uncovering what it will really take to win), to capabilities sessions, to final pitch presentations, you will learn contrarian strategies that will separate you from the pack and engage prospects in ways they didn't expect.
Advanced Prospecting Strategy: Target, Attack, Convert
Using a powerful "diagnostic-selling” approach, this talk addresses how to build a robust pipeline of qualified leads. The session begins by identifying those prospects you can most quickly and efficiently convert. It then addresses each step of building your entire pipeline: 1) Initial outreach; 2) Converting the initial phone call into a meeting; and 3) Converting the meeting in a new assignment for the agency.