WPP Mini MBA | Growing and Winning Business | 2 Day Workshop

WPP identifies that African clients today are exposed to an increasingly competitive environment. When it comes to choosing a supplier, client decisions are often price based, assuming they have a clearly defined need. However, clients often have no specifically defined needs, more likely a number of vague dissatisfactions. WPP Africa Agencies have an opportunity to deliver value to clients and prospects if they can help them define needs and evaluate solutions effectively whilst leveraging their unique capabilities. This module gives you a range of tools to address the challenges faced in account management and business development.




Training Provider: WPP Executive Development | Burson-Marsteller

Duration: 2 Days

Accreditation: WPP - Certificate of Participation

Next Workshop: 

  • Sunninghill, Johannesburg
  • Tuesday 25 and Wednesday 26 September 2018
  • 9:00 - 17:00

Cost: R12,000.00 per person
 



PROGRAMME BACKGROUND 

Focuses on meeting clients' needs, this program provides participants with knowledge and skills to uncover new business opportunities in thoughtful and strategic fashion. Delegates are exposed to proven concepts and frameworks and given opportunity to actively think about their clients while developing and reinforcing skills that will help win more business. This course is designed for those with account and business development responsibility. 

Clients today are exposed to bewildering amount of information and choice when it comes to choosing a supplier assuming they have a clearly defined need. However, often clients have no specifically defined needs, more likely a number of vague dissatisfactions. WPP have an opportunity to deliver real value to clients and prospects if they can help clients to defined needs and evaluate solutions effectively. 

Which business issues would this program help with? 

  • Easily identifying and /or prioritizing opportunities within and existing or target account
  • Identifying or assessing the right people in an account to progress form the ‘we had a good meeting’ stage
  • Knowing why you win or lose pitches and increasing the number of times you are successful
  • Identifying and managing the client risk factors which delay or defer decisions
     


OBJECTIVES AND OUTCOMES 

Delegate’s will be exposed to proven concepts and frameworks and given opportunity to actively think about their clients while developing and reinforcing skills that will help win more business by: 

  • Understanding more about their client’s goals and challenges
  • Proactively identifying and prioritizing new opportunities where they have capability to help
  • Initiating and engaging in new commercial conversations
  • Navigating complex buyer roles within a client organisation
  • Demonstrate the ‘value’ of change and get stakeholder buy in
  • Building a momentum and reducing the length of the sales cycle
     


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For Enquiries Email: farrah.williams@wppafricaacademy.com
 

Course also included in: