£222 – £456

Pitch & no pitch: better ways to win new business | Half-day training works...

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Sutherland Labs

52 Shorts Gardens

London

WC2H 9AN

United Kingdom

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What's the smartest, least time-consuming and most cost-effective approach to bringing in new clients? How can you make every new business opportunity successful? How can you avoid giving away free strategic thinking and creative solutions to prospects? Is it, in fact, necessary to pitch at all?

At this half-day training workshop you'll find out how to select the right new business methods for different types of prospects, ensure your success and win the respect of clients and colleagues. You'll gain top tips on how to identify what prospects are really looking for when you meet them.

Our speaker is:

Shan Preddy, Partner, Preddy&CO

Discussion will include:

  • The appointment process from initial contact to final contract.

  • What you need to do before and after each new business encounter to optimise your chances of success.
  • Why credentials and pitches are sales meetings, not just presentations.

  • Why features fail and how benefits succeed.

  • Objections and how to deal with them.
  • How to convince through evidence based casework, including design effectiveness.

  • Why the standard design credentials presentation format is a disaster.

  • How to construct core sales documentation.

  • Procurement professionals, and how to work with them.

  • Find out why free pitching is a sure-fire recipe for disaster and how to avoid it.

You'll leave with:

  • Improved knowledge, skills, techniques and confidence.
  • An ideal credentials meeting template.
  • The ability to optimise every sales opportunity.
  • Knowledge of how other design agencies tackle new business; peer group information and benchmarking.
  • Notes, checklists and action frameworks.
  • An unlimited telephone and email helpline to Shan Preddy afterwards.

Delegate feedback

  • 'An incredibly useful workshop that inspired confidence in what we offer and how we want to work with clients.' Karen Efford, Project Director, Northbound.
  • 'A very informative, easy to understand process with a lot of tangible tips and processes to take away.' Holly Baxter, Account Director, Haygarth.
  • 'Easy to understand, information driven, and something that I would gladly do again.' Sophie Cooper, Marketing and New Business Assistant, Taxi Studio.

About Shan Preddy

Shan Preddy, Partner, PREDDY&CO

PREDDY&CO specialises in training and consultancy for design firms and in-house design teams: all shapes and sizes, all design disciplines, worldwide.

Their training programmes cover: presentations; conference speaking; credentials meetings and (no) pitches; profile raising; sales and persuasion; negotiation; networking; and client relationship management.

Their consultancy work covers: business growth and development, focusing on vision-based marketing strategies and plans.

Shan is a popular speaker and chairperson at international design conferences, and an expert away day, ideation session and event facilitator. She delivers masterclasses, workshops and talks for design-sector associations and organisations across Europe; in the UK, the majority of these are done for the DBA, and take place regularly throughout the year.

Shan’s professional memberships include the Marketing Society and the Institute of Directors. She is an Elected Associate of D&AD, a Fellow of the RSA and a Founder Member of the DBA Experts’ Register. Her books ‘How to Market Design Consultancy Services’ and ‘How to Run a Successful Design Business’ have become international industry standards. Both are published by Gower with the UK Design Council’s endorsement.

Additional information:

  • Prices include VAT.
  • *DBA member traveller rate: To make our workshops more accessible to those based outside London, we are offering a discount to individuals whose offices are located more than 60 miles from the DBA office (EC1V 9HX). If this includes you, please book using the rates above. We will then contact you to verify your postcode. To see if your office is located more than 60 miles please click here.
  • When booking the event, please provide the name of the person who will be attending - we will use this for their delegate badge and materials.
  • All DBA events and training courses are subject to standard terms and conditions which can be read in full here.
  • If you have any queries please email us at bookings@dba.org.uk or call 020 7251 9229.

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Date and Time

Location

Sutherland Labs

52 Shorts Gardens

London

WC2H 9AN

United Kingdom

View Map

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