Are you leaving money on the table?

Introduction

Over the last few years there has been much talk and no little evidence in reality to explore how agencies can evolve away from legacy business models to a variety of new models that drive better commercial success for the agency and greater value creation for clients. But while agencies focus on evolving their offer, many underestimate the role procurement plays in shaping the commercial outcome.

In this seminar, hosted by marketing procurement specialist Nina Chandé, we will share insights into why and how agencies lose deals, margin or growth, not because they are wrong for the job, but because they get caught in a procurement filter they didn’t know existed. Most agencies think procurement is one decision. It isn’t. There are five invisible filters every buying decision passes through and most agencies only focus on the wrong ones.

Seminar Overview

A practical, interactive session. Nina will share frameworks and real-world examples, followed by a breakout exercise where participants apply what they’ve learned to a live client relationship.

We’ll cover:

• The five invisible filters and where most agencies get stuck
• The procurement playbook: the tactics used to create leverage and extract concessions
• What separates agencies who win and grow from those who keep leaving money on the table

Benefits

Participants will leave with:

• A clearer understanding of how procurement operates behind the scenes
• The ability to recognise common procurement tactics
• A sharper sense of where value is being left on the table in existing relationships

Who should attend?

Agency leaders, client service directors, commercial leads, new business directors and anyone responsible for pricing, pitching or managing client relationships where procurement is involved.

About the presenter

Led by Nina Chandé, a marketing procurement consultant with 20+ years on the client side, including global roles at Unilever managing a €250m digital marketing portfolio with a focus on AI disruption. Nina now works with agencies, technology vendors and brands to decode procurement, protect margin and unlock growth.

Running this session online

NB: AAR seminars are exclusive to AAR subscribing agencies only. A maximum of FIVE places per agency for our remote sessions, please.

We will be running one session only from 9.15am to 11.15am on Wednesday 16 September 2026 via Zoom. If you or a colleague would like to participate, please do email us with the relevant name, job title, agency and email address on events@aargroup.co.uk and we’ll be sure to send you the Zoom conference details. We cannot process bookings without those details!