The Biz Dev 100: Lucy Morris, head of business development, TMW Unlimited

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.

Lucy Morris: TMW Unlimited

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

Name: Lucy Morris

Job title: head of business development

Agency: TMW Unlimited

What were your highlights of last year?

It’s been the year where we’ve really engaged the whole agency behind the new business drive. And it’s worked. We’ve had our best year yet for opportunities and wins, culminating in three major pitch wins in just one week in July. A fitting outcome to all our collective hard work.

What has been your most memorable win - and why?

We won a global pitch for a well known FMCG brand last year which was really memorable as we were invited to pitch off the back of an innovative prospecting strategy that we’d just introduced. They’re now a major client of the agency and we’ve since developed five global campaigns for them.

How would you describe your approach to business development?

A rigorous, well-researched and strategic approach to prospecting. When responding to briefs, a focus from the outset on what success looks like and how we can beat the competition.

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

Be forensic about the brief and refer back to it constantly.

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

Get out of your seat and talk to people across the agency every day. It’s the fastest way to become an expert on your agency. And forging strong relationships with your colleagues is essential for when you’ll be asking them to drop everything and help you with a last minute RFI.

What is your new business soundtrack?

Neneh Cherry’s Buffalo Stance or something similarly upbeat to keep things in perspective when the pressure is on.

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.

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