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The Biz Dev 100: Darryl Sparey, business development director, Hotwire

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.

Darryl Sparey

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

Name: Darryl Sparey

Job Title: business development director

Agency: Hotwire

What were your highlights of last year?

Too many to mention! Creating the opportunity to pitch for Hotwire's biggest ever client win, joining Hotwire's UK board, representing the business across the globe at major events like CES, MWC, DMEXCO and IFA, joining the CIPR Greater London Group Committee. I also won "best laugh" at Hotwire's Christmas party against some very stiff competition....

What has been your most memorable win - and why?

Work that Hotwire did for The Met Office. It was created entirely from a discussion with someone I'd met at an event, without a formal tender or procurement exercise, and for a completely new service. It was created entirely by me as an opportunity for the agency.

How would you describe your approach to business development?

Be someone people want to spend time with, or at least don't want to avoid. Go to as many events, meet-ups, conferences and expos as you can. Know who your key prospects are, and show up where they are. Always say please and thank you.

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

Never nominate yourself for an award or accolade...

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

There is absolutely no substitute for hard graft.

What is your new business soundtrack?

"I win" Lethal Bizzle and Skepta, "All I do is Win" DJ Khaled, "Win again" Nicki Minaj, "Play to Win" Ace Hood...

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.