Training & Qualifications

Establishing Profitable Contracts, Terms & Conditions - Understanding what matters in contract negotiation

Description

This session looks at one of the biggest influences on agency profitability, the contract or agreement between agency and client.

 

How attendees will benefit

Attendees will:

  • Gain the ability to get a clear and fair agreement between client and consultancy
  • Gain an understanding of what should be expected from both parties and the commercial basis on which the relationship is based
  • Learn the basis of contracts
  • Understand ow to judge the value of  individual elements (e.g. length of contract, notice period, payment terms) and how to negotiate a fair deal

Who Should attend

This course is aimed at managing director level, who would like to gain further insight into getting better deals from clients.

What attendees will learn

This workshop introduces the concept of ‘trading' in negotiating the terms and conditions that apply to a project or contract for services.  It introduces a simple way to establish the impact on account or project profitability of agreeing to the conditions or terms often demanded by clients, when to accept them and when to walk away.

It also examines the balance of power and why it is that we, the agencies and consultancies, so often feel the weaker party in what should be a ‘partnership' of equals.

As with all these special MD Workshops, the session will be split 50:50 between presentation and discussion, with plenty of time for ‘Q and A'.

What materials attendees will receive

Attendees will receive a copy of the presentation

About the Trainer

This workshop will be led by Neil Backwith, the specialist Corporate Strategy and Development Consultant, former CEO of Porter Novelli Europe and author of the PRCA book ‘Managing Professional Communications Agencies' published in May 2007.

Location

Course Details

Non-Member Price £215.00 excl. VAT | Member Price £170.00 excl. VAT

Places available: 12
Book Now
Level Advanced
Date13 June 2012
Time09:30 - 11:30
LocationLondon, London
 


Think before you print! Save energy and paper! Do you really need to print this page?
Fee Income
X
Drag here
  • This field should only be completed by the individual with responsibility for your company's PRCA membership.
  • NB - Once you check the box to the left of this field and click update this figure is fixed for the entire year.
  • Fee income is defined as fees or income arising from time spent on carrying out public relations consultancy work plus any mark up and any handling charges or profits made on disbursement or expenses.
  • This figure
    1. will be used to calculate your membership subscription fee for 2009
    2. will be published on the PRCA website and in the yearbook.
  • This figure must include the fees from any subsidiary companies but not associated companies (see below).
  • If you are bound by Sarbanes-Oxley please select that accordingly, we will contact you individually about your fee income.
Holders of public office
X
Drag here
  • Please list any employees who hold any public office including members of House of Parliament, members of local authorities or of any statutory organisations or bodies who are full- or part part-time directors, partners, staff, special advisers or consultants retained by the consultancy
Subsidiary companies
X
Drag here
  • These companies are entitled to the same benefits as other PRCA members, they must abide by the PRCA Professional Charter and Codes of Conduct and their fee income must be included in the fee income field above.
Associated companies
X
Drag here
  • These companies are not included in your membership and as such do not benefit from PRCA member benefits. These companies are not covered by the PRCA professional charter.
Current clients
X
Drag here

The clients listed in this section are those which retain a consultancy on a continuing basis to deal with their public relations either in a specialised area or as a whole. One asterisk (*) against a client's name indicates that the consultancy has been retained by that client for three years; two asterisks (**) indicate that it has been retained for at least five years. Clients served on an ad-hoc basis are listed separately.

Adhoc clients
X
Drag here

Clients for whom you have undertaken work in the last twelve months on a project rather than a retained basis

Conflict of interest clients
X
Drag here

NB This will not appear as a separate list in the yearbook.