OasisLMS

Duration: 53mins Learning objective: Understand the difference between flogging time versus delivering value in order to charge accordingly and build a valuable business. See Resources tab for presentation slide deck

Senior Sales Professionals Sales Management & Leadership Professionals

UK and International Creative & Consulting

Costas set up a creative innovation agency Happen in 2007 and sold the company in 2019. In that period, they had invoiced well over $100 million to happy clients. Despite operating with no retainers, royalties, or programmatic work, and against the odds with a dire economic crisis unfolding in the background, their clients were extremely loyal. They faced many challenges along the way, in particular that they started out with fluctuating income placing a daunting pressure on cashflow. These challenges were overcome as their employees made their career by being good consultants and great salespeople; as a result, the business itself became valuable. He has written a book to demystify how they sold creative services which was different to anything he read in business literature before. - the reality was messier, but it worked! In this webinar, he shares his greatest sales insights which are designed to save you time and inspire your team!

Transforming a client conversation into an RfP Charging high fees for value delivered Growing from selling man-hours to building a project-based agency

CPD Points: One

Costas Papaikonomou, co-founder of Happen Group and author of multiple blooks on mass market innovation and business development Co-Founder of global creative innovation agency Happen Group, which created over $5Bn incremental revenue for its clients, now part of Accenture. Costas writes books about the ugly reality of business in crowded markets. Since 1996, Costas has worked across the globe in many areas of innovation, from strategy to design, from commercialization to manufacturing. He has continuously pursued the balance between technology, consumer need and business relevance, driving for the innovative leap to achieve all three. He earned his Master of Science in Industrial Design Engineering degree with a perfect score at the University of Delft, the Netherlands. Before starting Happen, Costas worked as consumer product designer and engineering manager, picking up several pan-European design and engineering awards on the way. Costas has led insight-led projects across cultures and categories on all continents (including the Antarctic), for over 100 major consumer goods companies, helping them create evolutionary and revolutionary breakthroughs that grow revenue through smart execution.