By Neil Mitra, Dylan Recruitment
The role of Business Development Director is often the only senior level role that is created from scratch with no precedence. A lot of reliance is put on this outsider to help an agency stand out in a saturated and competitive market. They are seen as a catalyst for change, growth and a more predictable and pro-active future.
The first stage of their induction should be to review the agency’s past areas of success.
What makes brands buy into us as an agency? What do we want to do in the future? What do we deliver best? What do we want to be famous for? Where are the strongest opportunities for us? The Business Development Director must figure out what has been driving previous success and how to bottle it.
Essentially those answers will form the basic new “New Business Strategy”.
Developing internal relationships should be the second stage of the induction period. Business Development Directors thrive on knowledge. The more they know the more likely they will be successful. They need to be allowed to ask questions across the business and work with talent from client services, planning and creative. The Business Development Director should identify and work with the people who have a natural flair for showcasing how awesome their agency is. Luckily agencies are full of characters so these are usually not hard to find!