How Can You Get Better at Negotiating with Clients? [MEMBER EVENT]

What actually makes a client switch agencies?

Mike Lander has spent years negotiating multi-million contracts as a buyer and seller – but when it comes to smaller agencies, every deal counts, no matter the size.

All the better if they’re profitable deals too.

“You don’t lose clients because somebody else is cheaper,” says Mike. “You lose them because someone else appears to offer better value.”

For smaller agencies, the real challenge isn’t new business acquisition, it’s keeping and growing the clients you’ve already got. It’s also about working out what to do when they start saying, “We’re thinking of re-tendering the work”.

In this session, negotiation practitioner and former procurement director Mike Lander, founder of Piscari, will show you how to:

• Reframe client relationships around value, not price.
• Win before clients even start talking about going to pitch.
• Negotiate more profitable contracts with less drama.

“If your client leaves, it’s usually because of two big things. They either don’t understand the economic value you bring – or you’ve messed up the relationship,” says Mike.

We’ll talk about why clients really go to pitch, how to stop them, and what to do if they do it anyway.

If you’re looking to strike profitable deals, retain clients, or simply feel more confident handling negotiations – this one’s for you.

This event is for members. To join, email Rob@theagencycollective.co.uk