• Where: In person or online
  • Frequency: Series
  • Duration: 1 day workshop in person or half day (either in person or online)
  • Type of participants:  Single agency or multiple agencies together
  • Experience level of participants: Mid-level, Senior and CEO/Owner
  • No. of participants: Max. 20
  • Price: USD$ 5,000

what will you learn

There are two programs. The first (and most popular) is the One Day Workshop. The second is the Half Day Workshop. The One day workshop consists of the following content:

1) An introduction by the program leader
2) Why build relationships at C Suite? (economic, reputational & cultural rationale for any agency)
3) What are the key challenges that the C Suite face?
4) Who are the new C Suite?
5) How to create a Contact Strategy & Plan
6) How to differentiate your service offer and raise your appeal within the C Suite
7) What to say to C Suite when you meet them (and why not to sell!)
8) Learning from the competition
9) Some very practical action points to help you reach the C Suite
10) A Contact Program

 

You will learn:

1) Who is in today’s client C Suite, where its changed radically since the pandemic and what new roles are featured.
2) Insight into their professional and personal needs / expectations and how the agency can match these expectations
3) How to forensically audit and understand the key components of how a client business works, where the focus of growth and budget will fall – and why – how it makes money, where the pinch points are and why the agency can support all of these inflection points
4) How to reach the C Suite when they may not wish to be reached by the agency
5) Exactly what to say to them when you do reach them; how to interest them and how to avoid selling to them.
6) How to nurture these relationships over months and years, using them as a platform for continuous incremental growth

 

who should attend

Agency Board / Leadership teams; Group account and strategy leads. Any senior client facing agency members.

 

Philip Lancaster

“I have spent my career (30+ years) working for the major global agency networks including Grey, Lowe, Bates and WPP/JWT. As a Global Client Lead within JWT / WPP I was responsible for all group agency network relationships with Jaguar / Mazda, Kellogg’s, ReckittBenckiser and Bayer.

I developed longstanding, business nurturing and strategically important relationships at Board and Leadership (C Suite) level across these clients and their key geographies and functions (SBU, R&D, Corp Affairs, Marketing Excellence, Legal, Procurement & Finance). Whilst leading these accounts I have been personally responsible for winning incremental new business, retained challenging client relationships, joined client M&A task forces, built strong relationships with client Procurement teams, advised client Board members on their personal brand, advised on key client organisational structure changes and introduced innovation critical to the agency / client prospects eg digital transformation, Gen AI.

I currently sit on two agency boards, am an active NED, mentor many WPP & JWT alumni, advise various agency leadership teams on how to develop their businesses, coach on an ongoing basis agency leaders and their teams on how to reach the client C Suite and methods to bring incremental value to the relationship.”

testimonials

“Phil is one of the most effective and impactful consultants that we have brought into the agency at any time. It helps that he has worked at the highest level of our industry and speaks from very personal experience and achievement. He shared very practical and immediate knowledge of how our senior management group could create far stronger and enduring relationships with the client C Suite. Specifically, he has very successfully shown us how to reach them, interest them, impress them, and provide a more valuable service offer. Our management group considers Phil to be highly credible and with the practical gravitas that comes from having done the job himself for many years. He is a class act and we continue to work with him.” Paul Kirkley. MD MadeBrave

 

other programmes offered by this provider

1) How to create initiatives & proposals to take to C Suite clients that create incremental revenue growth and enhance the agency reputation 2) How to manage and inspire account teams that are spread across multiple geographies and group companies

 

please note

For any programs delivered in person, the provider’s travel and other ‘out of pocket’ costs will be additional to the program fee and will be advised by the program provider in advance, depending on time and distances involved. This will not apply to online programs.

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