9 & 11 November, 10:30-12:00

You've just won a new piece of business, or it's time to renew your relationship with a long-standing, incumbent client. Now, you are invited to have “that” conversation… the negotiation. Do you feel confident in your ability to negotiate with your clients and prospects? Or does the prospect of it leave you feeling overwhelmed and anxious?

The process of negotiation starts long before you take a seat at the table to discuss the ins and outs of the contract. You need to know what both parties want to achieve from these conversations, and from your relationship going forward, as well as how your success will be measured. You also need the confidence and drive to lead these discussions to achieve the results both sides want. This interactive workshop will help you feel more confident in your negotiations. More importantly, we'll give you the skills and ability to be better prepared for your client negotiations. Whether negotiating big things, like: scope, talent, pricing/value, or terms & conditions for big new relationships, or smaller elements or adjustments to parts of your briefs and projects - you'll be able to approach each discussion with a carefully considered plan. Book today and gain the confidence and skills to tackle your next negotiation head on, and win.

This workshop covers

  • Demystifying the client perspective

    How clients prepare for agency negotiations, their most important priorities and how to use this knowledge in your planning.

  • Planning and preparation

    Building a plan that will give you confidence and increase your ability to retain and regain value for both your agency, and for your client.

  • Casting your team

    Considering who might be best suited to lead your negotiation planning and discussions and why.

  • Reinforcing your value

    Through each interaction with your client and prospects.

  • The role and impact of power

    Who has it? And how might you get more of it?

You will gain

  • Insight and context into client rationale, motivations, preparation, and negotiation tactics you can use to your advantage.

  • A helpful resource guide to help you build your own negotiation plan, anticipate client needs, and build options that serve both your business and your clients’.

  • Useful tactics, tips, hints, and scenarios to improve confidence and outcomes in your negotiations

  • A new confident approach to own and lead negotiation discussions.

Meet your trainer

John Gleason

John Gleason is Founder of A Better View Strategic Consulting, which helps brands and client organisations elevate and leverage design as a strategic business competence. It helps agencies become more relevant, create better value, and become better businesses, and helps enhance client/agency relationships. John has advised more than 1,600 agencies and his clients have included 120+ corporate/ brand organisations. He is also a member of the DBA’s Expert Register. Prior to launching A Better View in 2007, John enjoyed a 20+ year career at Procter & Gamble. Notably he was head of design, innovation, and production sourcing at Procter & Gamble, and responsible for all external agency relationships in these areas and was known for seeking mutual value, and advocating for agencies to improve client processes & actions. John serves on a number of advisory boards for a wide range of companies, agencies, industry association groups, start-ups and not-for-profit organisations. John also teaches an experiential Design Thinking course in the MBA programme at the University of Notre Dame in the U.S.

Pricing options

DBA members receive a discount off the standard price. To talk to us about joining the DBA, email membership@dba.org.uk. Prices include VAT. If you're buying from outside the UK please select the price without VAT.

Previous feedback for John

John has the unique ability to understand the issues that both client and creative wrestle with and provide unique and sage council at a strategic, practical and tactical level. His passion and advocacy for the value and role of design within the creative and corporate world stands him above his peers. Exceptionally knowledgeable, he is also extremely personable, a rare combination in the creative and corporate world.

Glen Spurrier, Co-Founder, Kerning Collective

John is the design industry’s leading advocate here in the US. From his time crafting the relationships between Procter & Gamble and their worldwide design consultant partners, to his current corporate and design firm consulting engagements, he is the industry’s thought-leader. He provides critical and relevant direction and data-supported insight to the organisations he serves and the many industry events where he is invited to speak. He provides connection between corporate recruiters and the individuals John knows to be best suited for their positions. And in his every interaction, John provides honest and trustworthy integrity.

Rob Wallace, Founder & Brand Advocate, Best of Breed Consortium