Landing New Business©
Outcome: Land more business.
Louws has assisted Agencies and Marketing Consulting firms land billions of dollars over the past 4 decades. (Apple, CVS, Discovery Channel, GSK, Humana, HP, Time Warner, Verizon, Visa ……………)
How? We have the answers to 2 questions, asked of advertisers.
1) Why did you hire the Agency you did?
2) Why did you fire the incumbent?
How do we know these answers?
Since 1987, every 2 years, Louws has conducted over 40,000 + interviews globally with advertisers. (latest update, December 2021)
Having worked with some 500 agencies worldwide has also afforded unprecedented insight into what works and what doesn’t in landing business.
And then, 175 global brands have been trained and received consulting by Louws, which too, brings enormous benefit into knowing what makes them tick.
Skills Taught:
Top 10 reasons - clients hire and why they don’t with “do it tomorrow” solutions to capitalizing on each.
Choreography - of team pitches. How to put them together, who does what, what tools to use to enhance the pitch and rehearse without drama and wasted time.
Templates - for structuring and making a persuasive case to the key players and influencers. (based on both legal and consulting models.)
Engaging the audience - making them want to own what the agency is selling while being convinced the agency is the right future marketing partner vs. just vendor.
Differentiating - the agency and its people from the competition.
Getting through the RFP - What it takes to stand out and make it into the finals.
Finals - Techniques and Strategies to win the client before the finals (spec), keep them sold during the finals and then, while negotiating the logistics and fees.