Take Advantage of Scope Creep: Turn It Into a Revenue 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 the digital channel actually encourages real-time optimization and spontaneity.

Applying best practices from our new business training, we treat scope creep as a given, and then outline specific steps you can take to get ahead of this problem – and consistently get paid for all the work you do. In fact, we'll show you how to turn scope creep into a new revenue opportunity for the agency.

What You Will Learn:
You will walk through a system that guarantees fair compensation, including:

• Understanding where most scope creep takes place.
• Knowing scope creep is a given, pre-empt it by establishing simple new systems for the agency.
• Proactively design proposals, estimates and agreements to capture revenue from “spontaneous adjustments.”
• Secure agreement from the client in advance about the new principles, to ensure no problems later.

 

Training Materials:
Following the webinar, you will provided with digital access to print the session materials.

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. 

Register

Your Access Level

All Access or All Access + Coaching

$0

MIRREN SUBSCRIBER

Entry or Basic

$265

Not a Mirren Subscriber

$265

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.