30 Min Quick Hit: The Mirren Pitch Discovery Call Tool
In 30 minutes learn how to use Mirren’s Pitch Discovery Call Tool.
Knowing what's really going on behind the scenes of a competitive review can be a guessing game at best. And yet, most agencies jump at any chance to participate in a competitive review or RFP.
It’s more effective to step back, take control of the conversation, and get some intel about what it’s really going to take to win. In fact, the next time you receive an invitation, make some requests with the goal to:
- Uncover the client’s real objectives for the review.
- Get some inside intel on what it’s going to take to win the review.
- Build a personal relationship with the decision-maker.
This tool (PDF discussion guide) focuses in on how to orchestrate a new business Discovery Call, which plays a key role in converting the business.
Following the webinar, you will provided with digital access to print the session materials.
About the instructor
Brent is the Managing Director at Mirren. He has trained CEOs and their senior management teams in every major region around the world.
His approach to converting business is down to a science – strategic and methodical – but often contrarian. In fact, as the process is purposely designed by clients to commoditize agencies, he believes you have no choice but to break many of the rules in new business. He also believes that agencies need to stop bowing down to clients and command the respect they deserve. “As soon as you put the client up on a pedestal, it’s a downward spiral from there. If you bring a high level of expertise to the table, then take a stand and command the respect you deserve. And this starts by becoming a business partner to your client.”
Brent began his career in account management at Leo Burnett, where he worked on Kellogg’s, Johnson & Johnson and McDonald’s. Later at TBWA\Chiat\Day he launched their digital group in New York, before moving into new business at Wieden + Kennedy. He regularly guest lectures at NYU Stern and Columbia business schools.
After 17 years in New York, Brent recently moved to Seattle to open Mirren’s west coast office. He resides in the Ballard area with his wife and son.