The Biz Dev 100: Matt Lambert, business development director, TMW Unlimited

Matt Lambert

Welcome to The Biz Dev 100, powered by The BD 100, which aims to recognize and celebrate important role played in the media and marketing industry by those who source and bring in new customers and keep the fortunes of businesses on track.

Below is Matt Lambert, one of those at the top of their field who work in the UK biz dev sector.

Name: Matt Lambert

Job Title: business development director

Agency: TMW Unlimited

What were your highlights of last year?

Working with an agency that had experienced a particularly bad run of luck in new business pitches and within six months, winning Costa’s global web build, being appointed by Ferrari as their first ever agency of record and winning big government contracts from the Ministry of Housing, Communities & Local Government and the British Business Bank.

What has been your most memorable win - and why?

Helping MRM Meteorite win the £11m consolidated Direct Line Group business, the biggest direct pitch of the year in 2012. With the merger between MRM and Meteorite only four months old at the time, the win was a game-changer. It brought two agency cultures together, doubled the agency’s revenue and allowed us to invest in a completely new wave of talent.

How would you describe your approach to business development?

All-in. Front of house and back of house. Understanding what it’s going to take to win and managing the hell out of the agency to make it happen.

What is the best piece of advice you’ve ever been given?

Always be one step ahead in the process.

What would be your number one tip to anyone starting in business development?

Focus on winning the pitch and make sure your agency is hungry for the client’s business. You can always outsmart the competition by wanting it that bit more.

What is your new business soundtrack?

Easy Love, Sigala

Brands looking to appoint a new agency should look to The Drum Recommends for help. The Drum Recommends offers reviews of agency partners by their own clients to offer insights to the rest of the industry when hiring.

Get The Drum Newsletter

Build your marketing knowledge by choosing from daily news bulletins or a weekly special.