We engaged DFTL to support us on a large EMEA RFP from a global food brand.
Stu helped our team every step of the way, from reviewing the ask from the brand, inputting to the pitch responses, through to negotiating the commercials at the end. We’ll be taking away not just a deal we’re happy with, but loads of learnings on how to make our storytelling and case studies stand out, to negotiation and remuneration strategies and tactics.
We’re looking forward to working with DFTL again in the future to help us land and maximise our brand engagements.
Working with Stu gave me the best, and the most human insight into Procurement I’ve ever had. It goes far beyond the standard of understanding procurement process or tactics, Stu gives insight into who they are as people, their motivations, their goals and challenges, which has without doubt made me more empathetic, understanding and effective at working with Procurement, far greater than I had been before.
DFTL helps us take greater comfort and positivity out of some of those tricky commercial discussions with our clients.
They have been there and done it on the other side of the table, and really help us navigate anything from pitch prep to negotiation trainings.
Thank you so much for the session Stuart. It was both insightful and instructive and will help not only in procurement conversations going forward, but across wider business conversations and objectives.
We look forward to working with you as a partner for years to come.
A valuable and valued partner. DFTL combines huge experience and modern marketing sensibilities; and then tailors them for your business needs.
We’ve been working with Stuart over the last year on wide range of areas, from pricing and contracts to new business positioning and negotiation techniques.
His strategies, insight and tailored approach to our people, clients and agency have been invaluable in upskilling the team in dealing confidently with procurement processes, but also finding creative and workable solutions that help improvement the relationships between us and our clients.
We couldn’t recommend Stuart highly enough, though selfishly we’d rather he remained our secret!
The Agency embarked on these training courses to improve the commercial skill-set of the senior leadership team.
Stuart provided engaging leadership coaching backed up by reading list references together with relevant examples of how to approach these important commercial subjects.
The training courses were well attended and the internal feedback was very positive.
Stuart brings a client perspective to the course material and the team welcomed his open style of shared learnings.
Agencies will quickly recoup the cost of the training modules by developing an improved commercial approach to client negotiations. The management team have already used their new skills in their current work. These modules are recommended for all agency management and leaders.