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 Fran Brook, one of those at the top of their field who work in the UK biz dev sector.
Full name: Fran Brook
Job Title: new business lead
Agency: MullenLowe London
What were your highlights of last year?
2017 was a year of change, adapting and embracing that change has been a highlight for me. We welcomed two new agencies, and with that, new senior management and creative talent. Everyone was hungry to add to our client list, which paid off with the acquisition of 17 new accounts. My new business remit increased to our other agency divisions to cover MullenLowe salt and MullenLowe Mediahub, adding to my other responsibilities across MullenLowe London and our CCS roster. I also became a NABS Ambassador to help improve and champion wellbeing.
What has been your most memorable win - and why?
Almost impossible to choose as they're all so memorable, but Government business feels particularly special, winning briefs for Public Health England and IICSA’s Truth Project come to mind. There's a great feeling that comes with knowing the work will go on to make really important changes in society and support our public sector services.
How would you describe your approach to business development?
Take everyone on the journey with you. One of the best things about this job is working with people in every part of the agency, we all engage and take more ownership if we’re enrolled early on in the process. By getting to know your team, channelling their passions, understanding how they like to work and what makes them tick, you get a really strong and appealing offering to take to clients, right through from prospecting to pitching.
What is the best piece of advice you’ve ever been given?
Take in as much knowledge as you can from those around you, "be like a sponge, not a rock", advice from Sir Clive Woodward that’s stuck with me. A sponge absorbs new ideas and adapts. A rock is just static, unteachable, and immovable. Always learn and challenge yourself, it’s something I constantly aim to apply both professionally and personally.
What would be your number one tip to anyone starting in business development?
It’s all about people. Collaborate, create, network, learn, embrace change and get stuck in! This role is so broad, no two days are ever the same, that variety will build your skills and expertise which will help you further your career - wherever you want it to go. I’d also recommend reaching out to someone you admire who you’ve never worked with who can be your mentor, it’s a great benefit for both of you.
What is your new business soundtrack?
Do the wonderfully eager sounds of colleagues asking if I’ve heard of the result of a pitch count?
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