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

 

Name: Jack Williams

Job title: head of new business

Agency: Atomic London

What were your highlights of last year?

The whole year was a massive highlight for me, I joined an agency in Atomic who were building something that I could really get behind and something that really excited me. Being able to apply my new business strategy to their culture of 'Never Quiet' was something that I will never forget.

What has been your most memorable win - and why?

The end of 2017 was pitch mania at Atomic, we won 7 pitches back to back which is insane! The highlight in that mad run of pitch wins had to be winning the lead creative account for Peperami. Having the opportunity to work on a brand with such an iconic advertising history as Peperami is one that some agencies will never get the chance to do, so to win the account was pretty special for all of us.

How would you describe your approach to business development?

To me, new business has always leaned more towards a sales role than anything else. It has always been about developing narratives to persuade your target market that your product or service is the hand-in-glove fit for them and the answer to all their challenges. Getting out there and having 'cold conversations' with prospects is how I have always approached new business.

What is the best piece of advice you’ve ever been given?

A whole company looking out for new business is better than just looking for it yourself.

What would be your number one tip to anyone starting in business development?

New business is the life blood of any business, it is how you push forward and grow. Trying to do it on your own is a very tough gig. Take as many people in your business on the journey with you as you can and you will find your job becomes that little bit easier by each person you bring along. One hundred people pulling in the same direction is a lot more powerful than just one.

What is your new business soundtrack?

Is this the question where I select a song about motivation, tenacity and drive? Or can I just choose Space Cowboy by Jamiroquai because I like the song?!

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.