Dedication
The author and Spring 80:20
Preface
Chapter 1: Why do smart people make such stupid mistakes?
Chapter 2: Negotiation principles
Chapter 3: A front-foot mindset
Chapter 4: Work smarter, not harder
Chapter 5: Differentiation and winning new business
Chapter 6: Pricing profitably
Chapter 7: Charging higher fees
Chapter 8: That’s a good question
Chapter 9: Internal negotiations and supplier negotiations
Chapter 10: Procurement
Chapter 11: In conclusion
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.
This is great – more than a book on negotiation – it should be a
bible for all agency account handlers. Inspiring and practical.
*Tara Page, Client Services Director, Saatchi and Saatchi
Health*
Moving from supplier to partner should be the goal of any
forward-thinking agency – the thoughtful and practical advice here
can really help to make that goal a reality.
*Phil Bartlett, General Manager, Torre Lazur McCann McCann World
Group*
Chris Merrington knows his sector inside out and has great
strategies, tools and approaches that actually solve the problems.
And I know because I’ve tried them.
*Martin Finn, Managing Director, EdComs*
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