StumbleUponThis 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).
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