Why Do Smart People Make Such Stupid Mistakes?: A Practical Negotiation Guide to More Profitable Client Relationships for Marketing and Communication Agencies,Sales Teams and Professional Service People by Chris Merrington (Paperback, 2011)
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This book will save you a fortune and maybe even make you a fortune. Its practical approach means you can apply the proven strategies in your business today. It is a practical negotiation guide to more profitable client relationships for marketing and communication agencies, sales teams and professional service people.
After 20 years in a successful agency career at director level in client management and business development, Chris started Spring 80:20 in 2001. Spring 80:20 Limited specialises in working with directors of communication agencies, sales teams and professional services enabling them to be more successful, more productive and more profitable. Spring 80:20 has worked with over 60 agencies, large and small - both independents, regional agencies and network groups such as Omnicom, Engine, Interpublic and Publicis. Chris works with all types of agencies: advertising, media, direct marketing, digital, design, promotional marketing, research, sponsorship, field marketing, experiential. He has worked with agency trade bodies such as the IPA (Institute of Practitioners in Advertising) and the IPM (Institute of Promotional Marketing). Chris has worked with agencies across Europe from Moscow to Germany, from Turkey to Spain. Spring 80:20 has also worked with corporate clients such as The Telegraph, EMAP, Zurich Insurance, M&G and the Times Educational Supplement. Spring 80:20 provides training for communication agencies, sales teams and professional services in key areas such as: negotiation skills, trusted adviser selling, selling consulting services, winning new business, leading and managing a great team, passionate persuasive presentations, developing existing clients, dealing with difficult people, being effective under pressure. More importantly, much of Spring 80:20's business, over 90% in fact, comes from repeat business and referrals. Clients consistently talk about the difference Spring 80:20 has made to their business.