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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.

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

 

Full Name: Lucy Freedman

Job Title: marketing manager

Agency: Above+Beyond

What were your highlights of last year?
Last year was all about putting Above+Beyond on the map, and I’m really proud of the PR we generated, which led directly to a number of great new business wins. 2017 got the wheels turning, and this year we keep on rolling!

What has been your most memorable win - and why?
OnePlus, the smartphone brand, approached us earlier this year, and we clicked immediately. We took part in a competitive pitch, had a gut feeling that we had a pitch-winning idea, were proved right and went on to make a global campaign, all within two months. It takes a lot of pizza to get through the late nights, but I’m a big fan of a fast pitch – especially one that leads to a truly collaborative relationship and exciting work. They don’t happen like this often enough, but when they do it’s pretty memorable.

How would you describe your approach to business development?
New business is not a department. Which might sound counter-intuitive given it’s the area I head up, but my approach to new business is to make it an integral part of our agency culture. As a fast-growing agency of 30 people with lean resource, it’s imperative that the team is engaged and enthusiastic about building our pipeline, and willing to ‘Go Beyond’ to do so. And, as well as people, everything about the agency plays a part in New Business too – right down to checking the loos before a meeting.

What is the best piece of advice you’ve ever been given?
Everyone’s winging it.

What would be your number one tip to anyone starting in business development?
Remember to put the client’s business needs at the heart of your approach – they’re looking for a solution to their challenges above all else.
And don’t give up – it’s all valuable experience to learn from.

What is your new business soundtrack?
It has to be our agency song and well-known disco classic, “Like an Eagle” by Dennis Parker.

 

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.