The Biz Dev 100: Simon Cole, director of business development, Equator

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.

Simon Cole: Equator

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

Name: Simon Cole

Job Title: director of business development

Agency: Equator

What were your highlights of last year?

It was a major year for me in 2017 as I moved back from the USA to the UK after 20 years. Which in the BD sense meant I was starting from scratch and re-building my network.

What has been your most memorable win - and why?

Landing Pepsi when I was with THRIVE in Atlanta. As it was done right under the nose of their arch rival Coca Cola. For Pepsi to select an agency in Atlanta was a great win!

How would you describe your approach to business development?

People first. Listen, you have two ears and one mouth, so use them in that order. Listen and focus on solving or addressing the prospects needs.

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

"People buy goosebumps". The buying decision is an emotional one, backed up later by their rationale when they are justifying that decision. Give them goosebumps and you will close the deal.

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

Network, Network and more Networking. Your relationships will go from place to place and help define your value in this business.

What is your new business soundtrack?

Don't stop believin' – Journey

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