BD100 2019: James Byrne Pitch

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What’s your job title?

What’s your job title?

Growth & Reputation Director

Which agency do you work for?

Dragon Rouge

How have you found business development over the last 12 months?

It's been tough. The uncertainty around Brexit has meant that clients have been parking briefs. This has meant that we've had to work harder on the proactive side, as less has been coming in on the inbound. But this has been a good thing. It's forced us to work together to develop more considered angles to engage clients at first point of contact, in order to differentiate ourselves from competitors. We've reaped the rewards of this and we've learnt to not take anything for granted - we will continue to work in this way even though the wins have started to come back in.

What have been your highlights over the last year?

The wins, always. They are the shot in the arm that the wider team needs when spending night and day pitching. But also the awards - winning gold for best overall brand evolution for GenesisCare at the Transform Europe Awards 2019 was pretty cool. And seeing the impact our work for Coca-Cola Signature Mixers has had across the branding and design press but also the trade verticals has been impressive.

What do you think is the most important trait of a successful business developer?

Two things - strategic thinking and relationship building. Firstly - you need the strategic thinking to be able to put yourself in the shoes of clients and the challenges they are facing, and opportunities they have ahead of them. This helps develop the angles that engage them and open them up at the first point of contact. Secondly, sounds straightforward but I've always been a great believer in people buying from people and dealing with people. You can be the best strategist or creative in the world, but you need to have the personal relationship with the clients to keep the energy and continuity. First impressions are everything and the manner, ways of communication, responsiveness and considered approach from the business development person are key, as the face of the agency.

What one thing is vital to you doing your job effectively?

Energy. Its application, consideration and conservation. I get up every morning at 05.30am, and I go to bed every evening at 10.30pm. My routine is key and is only disrupted by business travel to other time zones. Every minute of my day is focused in terms of research time, individual work time, team time, family time, leisure time, exercise time and learning new skills time. I believe this gets me ahead.

Who has been the biggest influence to you over the last 12 months and why?

Michael Jordan. It's been over twenty years since his second retirement. That's now enough time to reflect on his success and how he handled being the best in the game and working with teams. I've been analysing him - not just his playing time but his words, on camera, in interviews. Quotes such as "People ask how I keep motivated when I'm being paid this much money. I tell them it just motivates me more, because I want to justify being paid this much money." Little things like that. He has always been an influence and a motivator for me, but the past year I have been taking advantage of digital connectivity to get even more access to MJ.

What is your secret to success?

Effort. I'm not the most naturally talented, for sure (my colleagues will tell you so.) But what I lack in talent I make up for with effort, energy, fight and belief.

How do you unwind after a busy day of new business?

Take my 3 year old daughter to the bridge over the train tracks in Richmond to wave at the train drivers. They all wave back too, apart from Overground drivers who are about 50/50.

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