Virtual Event

Thursday 26th November 2020 | 9:30am – 6:00pm

This year has required a mixture of hard work, resilience and creative thinking to succeed in new business. Business developers across the country have gone above and beyond to keep us Winning Together.

With that spirit of togetherness in mind, we invite you to join us as we unite the business development and agency leadership communities to share experiences, insights and tips to keep us pushing forward.

3

Awesome Keynotes

20

Influential Speakers

6

Interactive Workshops

10

Interviews

Winning Together will combine high-profile keynote speakers, live panel discussions, interactive workshops and coaching sessions. PLUS attendees will have the opportunity to make new connections in our fun one-to-one networking space.

During the event we will also be celebrating this year’s BD100 winners and recognising the best in the business – of business development…those brilliant agency superstars who have kept driving their teams forward in these most challenging times.

Speakers

Your Hosts

Tickets

Whether you’re looking to book a day for your team to learn about the latest best practice in business development, brush up on your own personal development or just treat a fellow business developer to a ticket, we’ve designed a day full of valuable insights for business development professionals which won’t break the bank!

Schedule

9:30am – 9:35am
Welcome to Winning Together featuring The BD100
Introduction from The BD100 Co-Founders, Jody Osman and Richard McHardy – what to expect from the day.
9:35am – 10:15am
Opening Keynote discussion – Business Development is everyone’s business

Sherilyn Shackell, Founder & Global CEO of The Marketing Academy in conversation with Camilla Harrisson, CEO and Partner at Anomaly and Jason Foo, CEO at BBD Perfect Storm who discuss the importance of business development and why it is a critical skill for future leaders.

Sherilyn will talk to Camilla and Jason about their formative years, how they rose through the ranks to successfully head up world famous agencies and the vital role that new business has played in their own careers and the agencies they run.

10:15am – 10:45am
BD100 Soundbites – The Movie

Every year requires a mixture of hard work, resilience and creative thinking to succeed in new business. Okay 2020 might have thrown us a few extra challenges but we were born adaptable and in this session a selection of BD100 superstars share their experiences, learnings and tips for the future in a fast paced edited showreel.

Featuring the views, opinions and tips of: Anastasia Innes, Head of Business Development Worldwide at OMD, Steve Garside, Head of New Business & Marketing at MRM, Siji Onabanjo, Growth Director at Cyber-Duck, Gareth Evans, Growth Director at Cogent, Harpreet Bushell, Group Chief Growth Officer at Lab Group, Matthew Lambert, Head of Business Development at TMW, Jack Williams, New Business Director at Atomic, Kate Barker, Business Development Director, R/GA, Alex Johnson, Senior Business Development Manager, Born Social and Hannah March, Head of New Business at ENGINE.

11:00am – 11:30am
Morning Breakout Sessions
  1. How to Build The Perfect Agency Tech Stack
    BDs are born with the gift of the gab but we need the tech to back up the talk. In this session you’ll hear recommendations and tips from Technology experts Oren Greenberg (Kurve), Andrew Nicholson (Kulea) and Lauren Futter (Hubspot) to discuss how to integrate the best tools into your 2021 BD strategy.
  2. Top Tips for Prospecting
    In this interactive session Katie Street, Host of Agency New Biz & Marketing Podcast – Word on The Street and Founder of Street Agency will share tactics to help you target, reach, nurture and convert your top prospects into your dream clients for 2021.
  3. Consultative Selling:  Sellers Beware
    We all have to sell our products and services, but where do agencies sit when it comes to selling? Hosted by Camilla Honey, Founder at jfdi, this session will share 6 ways to create buyer conversations in a buyer’s market
11:30am – 12:05pm
Tough Truths for Agency New Business

We BDs love feedback from clients following pitches and proposals but how good are we at handling constructive criticism aimed at our own tactics? There may be some painful truths to take on board during this session but knowing how to approach decision-makers, understanding what they want to hear (and what they don’t) and how they compile their lists of potential partners will be priceless intel for BDs building their 2021 plans by putting themselves in their prospects’ shoes.

Featuring: Stephanie Bell, Executive Director Procurement at Avon, Angus Crowther, Founding Partner at Alchemists and Emma Martell, Head of Social Content at Avanti West Coast

Moderated by Branwell Johnson, Director of Content at Propeller Group

12:20pm – 12:50pm
Winning with Diversity and Inclusion

The marketing sector is making great efforts to create a more diverse and inclusive workforce but it has a way to go. This session will discuss the state of diversity in the advertising and marketing agency world, why the minority presence (of all kinds) is so low and why having a diverse workforce is so important to an agency’s purpose, stature and growth potential.

Featuring: Ally Owen, Founder at Brixton Finishing School, Jerry Daykin, EMEA Senior Media Director at GSK and Siji Onabanjo, Growth Director at Cyber-Duck

Moderated by – Katy Howell, CEO at Immediate Future

12:50pm – 1:20pm
Apart from Fame, Fortune and New Business…What has The BD100 done for us?
BD100 Co-founder Richard McHardy will ask previous winners of The BD100, Helen Lee, Marketing & Business Development Director at Wunderman Thompson and Fran Brook, New Business Director at Karmarama how they started out in BD, what changed after their BD100 successes and what tips they have for the new biz community heading towards 2021.
1:20pm – 1:50pm
Lunch Break
1:50pm – 2:20pm
How to Attract The Right Type of Clients

Client requirements are rapidly changing, providing both a challenge and a great opportunity for agency new business. Decision makers don’t want to be sold to…they need solutions and fast! We will be discussing what is important to brands and how you can adapt your approach to engage and attract the right clients for your agency.

Featuring: Cheryl Calverley, CEO of eve sleep, Cat Hartland, Head of The Drum Recommends, Martina Lacey, Head of New Business & Marketing at iCrossing UK

Moderated by Katie Street, Founder of Street Agency

2:20pm – 2:50pm
Afternoon Breakout Sessions
  1. New Business is Everyone’s Business
    Creating a winning culture across the entire agency is the Holy Grail for any BD. In this session you’ll learn how to get that winning formula from Rose Bentley, Group Director, Clients & Strategy at Propeller Group and implement it across your agency.
  2. Winning at Winning: Discussing best practice in entering awards
    Entering – and winning – awards programmes can have a direct impact on the bottom line. Speakers from awards, marketing and agency leadership backgrounds will discuss best practice in entering awards – including how to write and position your case studies. During this session, chaired by founder of Cravenhill publishing, Andrew Thomas, delegates will uncover strategies that can help maximise your agency’s chances of awards success.
  3. How To Lose Pitches – A Loser Guide
    The average pitch conversion rate is 33%. After all the hard work to get on the pitch list, how do most agencies lose more pitches than they win? What can you learn from these losers? Plenty. Mark Clark, Founder of jfdi will discuss the hurdles, barriers and tripwires that thwart the best of winning intentions.
3:05pm – 3:35pm
What Are the Must Have Tools for Agency New Business?

From sales intent data and intelligence, to automation tools and CRM, there is a wide range of tools now available. But which ones are essential for agency new business and how do you get the most out of them? We hear from sales and marketing tech experts on what’s out there and how they can help you to win new business.

Featuring: Dave Currie, CEO at Winmo, Ollie Sharpe, VP Revenue EMEA at SalesLoft and Andrew Nicholson, CEO at Kulea

Moderated by Jody Osman, Group Director of Growth at Propeller Group and The BD100 Co-Founder

3:35pm – 4:20pm
Workplace Wellbeing and Culture

Our nurtured agency culture and the characterful buildings we occupy form a vital part of our business development pitch armour so how do we manage when the doors to our offices are locked indefinitely, the fabric of our culture is being stretched and we don’t know for how long WFH will be a thing?! In this session we’ll discuss ways to cope with fragmented culture and our own mental wellness whilst looking to a brighter future with improved workplace dynamics.

Featuring: Hamish Allan, Director of Technical at Making Moves London Ltd, Lorraine Jennings, Director of Wellbeing Services & Culture Change at NABS and Jemima Monies, Deputy Managing Director at adam&eveDDB

Moderated by Rachelle Denton, Professional Speaker and Virtual Trainer and Creative Strategy Director at The Storm Collective

4:20pm – 4:50pm
Closing Keynote – How To Take on the World and Win – How Business Developers Can Be More Pirate!

Our closing keynote is from Sam Conniff, multi award winning serial Social Entrepreneur, co-founder and former CEO of Livity and bestselling author of ‘Be More Pirate’.

Hear how you can revolutionise the way you live, think and work to break the status quo and really leave your mark on the 21st century.

5:00pm – 5:20pm
The BD100 Awards Presentation
It’s time to get those eyes on the prize as we announce The BD100 Business Developer of the Year 2020 alongside The BD100 Rising Star, The BD100 Business Development Team of the Year and The BD100 Agency New Business Win of The Year!Hosted by Robin Bonn, Founder at Co:definery
5:20pm – 5:25pm
Goodbye from Winning Together featuring The BD100
Closing remarks from The BD100 Co-Founders, Jody Osman and Richard McHardy.
5:25pm – 5:55pm
Drinks Reception

Pay It Forward

If you are able to buy a second ticket for the discounted price of £15, we will forward it to anyone for whom the ticket price is a barrier. If this applies to you, please email Jessica.milham@propellergroup.com and, no questions asked, if we have a ticket available it’s yours.