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. (boiled down from an intial list of 15)
1) Why did you hire the Agency you did?
2) Why did you fire the incumbent?
How do we know these answers?
Every 2 years, since 1987, The Louws Group has conducted over 40,000 + interviews globally with advertisers. (latest update, Februay 2025)
Having worked with some 500 agencies worldwide has also afforded unprecedented insight into what works and what doesn’t in landing business.
Additionally, 175 global brands have been trained and received consulting by Louws which, too, brings enormous benefit into knowing what makes them tick and most importantly, what they positively respond to when evaluating their agencies.
Note: Item #1 under Skills Taught (Top 10 post-pandemic reasons - clients hire and why they don’t) is available in a 3 or 6 hour format. The 6 hour format includes a review of 3 - 4 of your most recent losses, with substantive advice and counsel on how to improve the next time round.
Skills Taught:
Top 10 post-pandemic reasons - clients hire and why they don’t with “do it tomorrow” solutions to capitalizing on each. Spolier alert: The #1 reason turns out to be a duplicate of that of 2019, the year before the pandemic. You also learn who participated in the intensive 38 year and counting research project (you may recognize a number of your own clients).
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. (For both online and in-person)
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. (For both online and in-person)
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. (For both online and in-person)