Advanced Commercial Acumen

CPD Value: 20 Hours

MIPA Accreditation: 1 star

This one day course chaired by Tom Knox, Executive Partner, MullenLowe is for anyone involved in financial negotiations with their clients – we recommend delegates have between 3 – 6 experience.  Focussing on understanding your client’s business, making money for your agency and delivering value for your clients, this course will enable delegates to negotiate with more confidence and assertiveness.

Delegates are required to complete pre-work, have access to an online portal and submit a final assignment for marking. On passing the assignment delegates will gain a MIPA star.


8.30am - Breakfast and registration

9.00am – 10.00am -Intro and talk on owning your agency’s commercial performance
Tom Knox, Executive Partner, MullenLowe London

10.00am-12.15pm - Rachel Murphy, Consultant and Executive Coach
Understanding your client’s business workshop
• To improve your understanding of the financial dynamics and internal decision-making processes of client companies
• To improve your ability to interpret client’s business strategy and service the client companies needs
• To help you to identify, grow and measure value opportunities.
• To strengthen your negotiating and leadership skills

12.15pm – 1.15pm Lunch

1.15pm – 2.15pm - Rachel Murphy continued…
2.15pm – 2.30pm - Break

2.30pm – 4pm - How agencies make money
Janet Markwick, Global EVP Commercial Operations and Production, Y&R

4pm – 5pm -Understanding your client’s procurement team and how to work with them
Richard Woodford, Global Procurement Category Director, Pearson

5pm – 5.15pm - Break

5.15pm – 6pm -Panel Session with drinks:
Richard Woodford, Global Procurement Category Director, Pearson
Paul Bainsfair, Director, IPA
Buster Dover, Group Managing Director, MullenLowe Group
Phil Rumbol, Executive Partner, MullenLowe Group

Course Dates and Locations

Location: IPA, 44 Belgrave Square, London, SW1X 8QS
Course Date(s): 04 Oct 2018 09:00 - 18:00
Member Ticket £500.00 + VAT
Non-Member Ticket £750.00 + VAT
Booking Deadline: 27/09/2018

IPA, 44 Belgrave Square, London, SW1X 8QS,   04 Oct 2018 09:00 - 18:00

Non-Member Ticket: £900.00
Booking Deadline: 27/09/2018

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