Duration: 
11:09

Uncover Client Objectives: They Don’t Tell the Truth, It’s Your Job to Find it (1/8)

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Series Overview

Knowing what’s really going on behind the scenes of a competitive review is a guessing game at best. However, understanding what the client really wants can make or break your pitch.

  • Do we have any chance of winning at all?
  • Do they already have a favorite agency?
  • Is this just a procurement exercise to reduce the incumbent’s fee?
  • While the brief might say one thing, what are they really looking for with the work?
  • Do we give them what they need – or what will win?
  • What are the selection criteria that really matter?

This training series takes a look at how to inject a discovery process into every competitive review – even if the prospect hasn’t offered one. You will walk step-by-step through how to get the prospect to open up more and how certain discovery questions and tactics will quickly reveal the truth about the review. Learn an approach that will help you to better understand your real chances of winning – and if your chances are good, what it will take to beat the other agencies.

Video Overview

The first video in this series look at why clients often withhold valuable information and the impact this has on your effectiveness.

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