Welcome to The Drum’s 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 Jemima Monies, one of those at the top of their field who work in the UK biz dev sector.
Name: Jemima Monies
Job Title: head of new business & PR
What were your highlights of last year?
Winning Agency of the Year for a record fourth year was not just the highlight of 2017 but also a career highlight. It was the first year of our new leadership team, who I have worked closely with over the last five years, so it felt really special. I spent the first half of the year on maternity leave so a personal highlight was becoming a mum and then a working mum!
What has been your most memorable win- and why?
A few years ago we pitched for Waitrose, Lloyds Bank and Aviva, back to back, and won them all. It was pretty intense but really exciting. Every single person in the agency was involved at some stage – fuelled by coffee and Haribo!
How would you describe your approach to business development?
New business these days is much more than just pitching. It comes hand in hand with marketing, internal comms and PR, touching every part of agency life. In that respect, my approach looks very much at the agency as a whole - from the first impression a prospective client, new starter or journalist gets when they are introduced to us, through to working closely with all departments on how they can best present themselves and their client work.
What is the best piece of advice you’ve ever been given?
Always offer to make the tea (or buy the coffee in my case). People want to play with team players, whatever their position. I am still there at 3am the night before a pitch and back in at 7am moving pot plants and easels. Oh, and physiologically you can’t whistle and cry at the same time – a useful tactic to know when the clients turn up an hour early!
What would be your number one tip to anyone starting in business development?
Don’t be scared to move around until you find yourself at an agency you can call home. New Business immediately gives you access to the people at the top – bed yourself in and make yourself indispensable.
What is your new business soundtrack?
I will have to defer to our wonderful reception team who control the tunes on our floor and keep us upbeat when we are running on empty!
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.