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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 Scott Davis, one of those at the top of their field who work in the UK biz dev sector.

Name: Scott Davis

Job Title: Business Development Director

Agency: Mood Media

What were your highlights of last year?
Working with high profile and interesting clients always excites me. Last year, winning work with brands including Paul Smith, Chanel and Chelsea Football Club, all come to mind. Equally, we have some outstanding brands that we pitched to last year, where we will hopefully get a chance to execute some of our recommendations this year. On a personal level; getting married, with our boys by our side!

What has been your most memorable win - and why?
One of the most memorable wins in recent times is the work we carried out for wagamama, at their Flagship restaurant at Heathrow T5. It is memorable for a number of reasons. A great brand, who are always keen to do something different, along with the sheer scale of the LED wall we have installed. 21 metres x 2 metres with 168 cabinets to deliver day parted content to over 30 million passengers per year.

How would you describe your approach to business development?
Consultative is potentially an "over-used" term these days, but I still believe it is an important one. Being able to demonstrate an understanding of a company you aim to work with, and the industry they operate in, from the off is a must. Next would be to listen. In my opinion, It's something that many do not focus on enough. This way when you go back to pitch, you are far more likely to be able to talk a language that the brand recognises, and deliver a project which resonates.

What is the best piece of advice you’ve ever been given?
It's okay not to know the answer to a client's question. Especially if it is a creative or technical one. So putting the right talent in front of the client is key. One of the best things about my role is the opportunity to work with talented teams, across Creative, Technology and Marketing. Using this resource is a must. It also builds trust and credibility with a prospect and an understanding for the client that they will be able to work directly with the right resource, at the right time.

What would be your number one tip to anyone starting in business development?
Listen. And then Listen some more.

What is your new business soundtrack?
"Guilty pleasure" - Uptown Funk - Bruno Mars

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.