Take Advantage of Scope Creep: Turn It Into a Revenue Growth Opportunity

Overview

Aug 02
1:00 - 2:00PM ET

Scope creep is a serious challenge for most agencies. Clients are planning more of their work on the fly and becoming more reactive as they adjust their Scope of Work based on the needs of the moment. It doesn’t help that digital, data and analytics actually encourage real-time marketing optimization.

However, when you accept that scope creep is a given with clients – and then proactively develop strategies to pre-empt it – you can turn this problem into a revenue growth opportunity.  

Applying best practices from our organic growth and new business training, we will outline specific steps you can take to get ahead of scope creep, consistently get paid for all the work you do, and often generate more revenue than originally scoped. 

You will walk through a system that not only guarantees fair compensation, but creates revenue growth opportunities: 

 

  • Understanding why and where most scope creep takes place
  • Pre-empt this challenge by establishing simple new systems that will capture fees for all the additional time spent on every project
  • Proactively design estimates, proposals and agreements to capture new revenue from "incremental and spontaneous scope adjustments”

SINGLE SESSION WEBINAR

Take Advantage of Scope Creep: Turn It Into a Revenue Growth Opportunity

Who Should Attend?

This session is designed for those in account management, who manage accounts and deal with scope creep on a daily basis. While there is more of a focus for mid-level and senior account team members, those who are more junior will also benefit from the training. 

About the instructor

Brent Hodgins

Managing Director

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.