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

Name: Guy Edwards

Job Title: new business director

Agency: Upfront Business Development

What were your highlights of last year?
Winning a Well known Healthy drinks brand for my agency. Bringing on a well known and respected digital agency to our Business Development agency, in a highly competitive pitch.

What has been your most memorable win - and why?
Winning my first piece of business over £100k for a web build project. Until that point I have been working on contracts significantly below that figure and to get to 6 figures was such a fantastic feeling and did wonders for my confidence.

How would you describe your approach to business development?
I would describe it as consultative. I always looking to develop credibility quickly and ensure all of my early interactions are relevant for the prospect. From there on its more about listening and keeping momentum during the deal process.

What is the best piece of advice you’ve ever been given?
We have two ears one mouth. Also when I was taught how to use questioning to it's maximum advantage.

What would be your number one tip to anyone starting in business development?
Be organised, be ruthless with your time and listen to your prospects.

What is your new business soundtrack?
If I'm in my own space for me it has to be quite bouncy House playlists to keep my energy pacey and high. In the shared office, everything from Elton John to Spotify 80s and 90s playlists.

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.