This session is for MDs and new-business leaders, especially designed for those who lead client pitch processes, and the major client and supplier negotiations upon which an agency’s success depends.

The training will cover client procurement, negotiating in competitive pitches, negotiating essentials as well as go through leader’s negotiation challenges. This workshop combines teaching input sessions, negotiation case studies and role plays which reflect common, real-world agency negotiation and conflict scenarios, as well as using specially created teaching videos.

Tom Kinnaird is an experienced negotiation trainer and coach with 25 years’ experience as a procurement leader and professional commercial negotiator. For 15 years, he was Chief Procurement Officer at WPP, the world’s largest communications services group, where he led the global procurement team and ensured that WPP received value for money from its spend with external suppliers around the world.

Founder and Managing Director of Kinnaird Negotiation, Tom Kinnaird has been a procurement leader and professional commercial negotiator for over 25 years. For 15 years, Tom was Chief Procurement Officer at WPP, the world’s largest communications services group, with annual revenues of close to $20 billion, where he was responsible for leading the global procurement team, and ensuring that WPP delivered value for money from its spend with external suppliers around the world. While with WPP, Tom co-founded the Accord initiative, designed to uplift the negotiation, commercial and pricing skills of leadership teams and individuals across WPP’s highly complex world of multiple marketing communications agencies. Tom has over 10 years of experience of teaching negotiation and coaching leaders and pitch teams through difficult and complex negotiation challenges.