Latest Articles

Alexander McCall-Smith Engages Web 2.0

The Daily Telegraph is in the middle of a 20-week serialisation of an online book created by author Alexander McCall-Smith, his first such project. New Media Knowledge caught up with the organisers to discuss ‘Corduroy Mansions’.

more

Business Brief: Video Advertising Looks to Future

Google has announced it will incentivise advertisers on its video properties as well as launching research programmes into how Web users consume Internet video material. New Media Knowledge spoke to a number of industry players to gauge their views on where the video advertising market is going.

more

‘Virtual Home’ for Ex-Pats in London Established

A social network aimed at providing information for ex-pats living in London has been established. New Media Knowledge met the site’s co-founder to find out more.

more

• Rough Guide to: Social Media and the Law
• Record Visits for UK Blog Sites
• Clearing Congestion
• Rough Guide to: Pay-Per-Click Advertising
• Opinion: What Happens to Newspapers?
• LinkedIn Adds Business Applications
• What Happens to Newspapers?

Related Articles

Rainmaking: New Business and How to Win It

---

This evening seminar explains the process of generating new business, from identifying leads to convincing potential clients that yours is the right company for the job. In association with Business Link for London.

In the early days, interactive agencies could often rely on word of mouth to generate new business. Times change, and in an increasingly competitive market it has become necessary to adopt more sophisticated methods of bringing in new jobs and clients. How can small companies identify potential business leads, and how can they successfully turn those opportunities into new clients?

This evening seminar provides a comprehensive explanation of of the new-business-generation process — from understanding which prospects are suitable for your company and making your submission stand out, to putting together joint offerings and assessing what clients really want.

Topics covered include:

• Where to find prospective clients
• Making sure prospects get the right impression
• How to identify which prospects are right for your business
• The pitfalls of tendering
• How much to invest in the tender process
• What prospective clients are looking for
• How to avoid de-selecting yourself
• What do clients really want – reading between the lines

Speakers

Speakers include:

• Stephen Colegrave, Business Development Director, McCann-Erickson
• Jason Wilburn, Senior Consultant, Deloitte and Touche
• Dan Douglas, Business Development Director, De-Construct
• Karen Durham-Diggins, PR Consultant, KDD
• Jamie Galloway, Central Office of Information
• Patrick Owen Browne, Arnold Interactive (formerly AMX)

Speaker Biographies

Stephen Colegrave, Business Development Director, McCann-Erickson
Retiring from a successful career in the music business, Stephen sold out and became an eighties ad man. Working for a number of big agencies such as Ted Bates and Leo Burnett, he specialized in New Business as well as being a worldwide account director of Procter & Gamble cosmetics. Joining Saatchi& Saatchi in the early nineties as CEO of Saatchi Prague, Stephen went on to run international business across central and Eastern Europe. Leaving Saatchi's for the first time, he set up and owned a production company The Mission, producing two features, Bring Me The Head of Mavis Davis with Rik Mayall, Jane Horrocks and Danny Aiello, and Everybody loves Sunshine with David Bowie and Goldie. Returning to Saatchi in 1996, he was appointed Marketing Director of Europe, Middle East and Africa, with business development as his main responsibility. After publishing PUNK. with Cassell, now reprinted after only two months in the USA, Stephen left Saatchi to write a novel. Now finished, he has been dragged back into advertising to work for McCann-Erickson in acquisitions and business development for their world group, which includes through the line agencies as well as the main agencies.

Dan Douglas, Business Development Director, De-Construct
Prior to founding de-construct, Dan was an account director at Deepend London, working within their business development team. During his time at the agency he became instrumental in winning new clients and developing existing business into long-term relationships. His clients included Nokia, French Connection, Britvic, UDV, Bentley, Panasonic and Technics. Dan¹s experience includes working in business development for Leo Burnett and as a media strategist at Michaelides and Bednash, where he specialised in developing digital strategies for their roster of clients including Cable and Wireless, Channel 5, Tango and First Direct. Dan holds a psychology degree from Newcastle University.

Karen Durham-Diggins, PR Consultant, KDD
Karen Durham-Diggins (kdd) is an independent PR Consultant and started working exclusively with New Media clients in 1994, when she launched and PR-ed Cyberia - the first group of Internet Cafes. Her previous eighteen years of experience included working with various publishing houses from Conde Nast UK to Ziff-Davis UK, as well as consultancy work for Emporio Armani and The Body Shop.

A Founder member of The Cluster, kdd now works extensively with specialist New Media Consultancies, educational establishments and dot coms that have finally 'sussed how new media works well and know how to run a business' - a rare combination! The majority of her work is on recommendation and she is known for 'creative trouble shooting', 'sound boarding' and un-fluffy, effective PR. kdd is also a visiting lecturer at Hyper Island, Sweden and runs workshops for new graduates and 'new to new media' staff in PR companies and in-house PR.

Patrick Owen-Browne, Commercial Director-Arnold Interactive
Patrick has spent 15 years working in UK media and has tried to surf the biggest media ‘wave’ of each era. He cut his teeth at Express Newspapers and became the Express’s youngest ever ad manager at 24. After a year’s backpacking, he then crossed the fence into TV and marketing. He was instrumental in Sky’s successful digital launch, and launched Sky’s direct acquisition marketing, managing the marketing initiative and the 100 strong sales force within Sky’s call centre. He was also involved in Sky’s early interactive ventures. Having worked as both media owner and client, Patrick then joined leading Interactive Media agency AMX.

AMX have now merged with Zinc to form Arnold Interactive. Patrick is Commercial and Board Director and his clients include Barclays, Expedia, Warner Village, Sharwoods and Toyota. He is an accomplished speaker having led the winning syndicate at the Media Business Course.

Jason Wilburn, Senior Consultant, Deloitte & Touche
Jason is a Senior Consultant for Deloitte & Touche working for the Digital Media Group. He is an experienced web producer with over 8 years experience in pitching, developing and launching services in the IT/Media space. Before joining Deloitte & Touch, Jason was responsible for running the user experience practice of Citria, a top-25 UK internet consultancy. Directing a team of over 35 creative staff the group delivered award winning work for both blue chip organisations and internet startups, including Barclaycard, E-bookers, BBC, Credit Suisse, Ace-quote.com, Vodafone, Fidelity Investments and Carlton Television. Jason has extensive first-hand production experience having been responsible for producing sites at The Guardian (Sports, TV and News Archive for Guardian Unlimited Network), The BBC (BBC Radio 1 Online) and the Press Association (PA Newscentre, now Ananova.com).

This event is presented in association with Business Link for London (www.bl4london.com )

Location

PSI