October / New Business Summit with Blair Enns & David C Baker

Held annually in the US for an international audience, this two-day summit comes direct from its international debut in London to launch in Sydney in October.

If you are a leader in the creative community and your role includes positioning, lead generation, selling, and pricing, this is the high-level event you have been waiting for.

Blair and David together have worked in 40+ countries and have adapted these two days of hands-on learning to the unique market conditions you face.

The four half-day sessions are a mix of presentation, hands-on exploration, exercises, & roundtables. The first is about positioning: how to craft a unique place in the market that gives you options and control so that you are less interchangeable. The second is about lead generation: how to turn that positioning into a steady stream of right-fit opportunity so that you have more appropriate choices. The third is sales: how to close opportunities without giving away your ideas for free, doing so efficiently and with the upper hand, all at a lower cost of sale. The fourth is pricing: how to sell value instead of time, with many practical examples and techniques.

What You’ll Get Out of This Intense Two-Day Programme
Develop a New Point of View on How New Business Can and Should Be Done, Delivered By Two of North America's Leading Experts.

Better Yourself
● Understand why your current positioning might not be yielding the results you had hoped for
● Improve your firm's positioning and rapidly build the expertise to support it
● Start off new client relationships positioned as the expert instead of the vendor
● Compare new business practices with your peers from throughout AU and beyond

Improve Efficiency
● Develop a lead generation plan that feeds your new expertise
● Eliminate the unnecessary work from your lead generation efforts
● Strip the unnecessary costs from your new business programme
● Get out of the free pitching business

Sell More
● Navigate every point of the sale from the first interaction through to the close
● Sell more high-level strategic work
● Increase your profits by getting paid for the value you create
● Increase your closing ratios through better, simpler proposals

Two-Day Agenda
The four half-day sessions are a mix of presentation, hands-on exploration, exercises and roundtables designed to link together.
If you're a good fit, expect your free billings per full-time employees to rise 20% within a year. Better yet, expect to grow comfortably into the role of an expert and feel far more in control of your new business efforts

Monday, October 22nd
09:00 - 09:30 Introductions
09:30 - 10:15 How to craft a unique place in the market that gives you options and control
10:30 - 12:00 Applying and testing new research around positioning
12:00 - 13:00 Lunch with fellow attendees
13:00 - 14:15 Lead generation: how to turn your positioning into a steady stream of right fit opportunities so that you have more appropriate choices
14:30 - 16:00 Pulling 3-5 (of 26) of the most effective lead generation levers.

Tuesday, October 23rd
09:00 - 10:15 Navigating the four conversations of the sale
10:30 - 12:00 Pricing strategies that see you paid for the value you create rather than the inputs of time
12:00 - 13:00 Lunch with fellow attendees
13:00 - 14:15 Replacing elaborate decks with one-page proposals
14:30 - 16:00 Closing the sale, without free pitching

Monday 22nd & Tuesday 23rd October
9am to 5pm

Tickets:
Early bird (until Friday, 28th September)
AGDA Members $1495
Public $1895
Late tickets
AGDA Members $1795
Public $2195

UNSW CBD Campus
Level 6, 1 O’Connell Street
Sydney 2000

Parking:
Attendees can receive a discounted all day rate for parking at Secure parking – 109 Pitt Street & Wilson Parking – Sofitel Wentworth (Entrance on Bligh Street).The Secure parking station is located at 109 Pitt Street, near the corner of Pitt and Hunter Street and the entrance to the Wilson parking is on Bligh Street rather than at the Hotel’s entrance on Philip Street. All day parking is $45 for entry and departure between 6.00am and midnight the same day. Please direct guests to CBD Campus reception to collect a follow-on voucher (Secure) or to have their ticket stamped (Wilson).

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October 22
9:00AM

$1895 - Ticket
$1495 - Member