July’s Movers and Shakers

Working in Business Development, it’s hard to keep track of all the changes and the latest Movers and Shakers so here is a summary of the latest company news and exciting new appointments that we recommend you keep an eye on:

Weetabix internally appointed Francesca Davies as Marketing Director earlier this month, succeeding Sally Abbott who moved up to board level as managing director.

The promotion comes as previous incumbent Abbott steps up to managing director, where she will oversee marketing strategies and the consumer-facing side of the business.

Davies, who has been with the company since 2008, promised evolution not revolution, stated that there is already a lot of positive momentum within the 85-year-old brand, and as a result, there won’t be any drastic change in strategy. It will continue to reach out through traditional mediums like TV, and numerous retail partnerships that help tell the brand’s story at the point of purchase.

Toy store Hamleys has appointed Ralph Cunningham as its new CEO. He replaces Gudjon Reynisson, who has been with the company for nine years. Reynisson will now step into a vice chairman position.

As the new CEO, he will oversee a period of expansion for the brand, which unveils a new store in Mumbai this week, taking its total number of sites to 110.

House of Fraser

House of Fraser has announced that Michelle Maynard will join the retailer as its new Chief People Officer.

She will report to the new chief executive Alex Williamson, expected to take the reins at the department store at the end of July, and will be responsible for overseeing HR functions and internal communications.

Edwin Blanchard has also joined as Digital Director. Edwin, who was previously at The Body Shop, has replaced David Seeby in the role.

Alex Williamson, the current boss of the Goodwood Estate, has been appointed as its new Chief Executive.

British heritage brand Hunter Boot Ltd has announced the appointment of Tamara Klien as Head of PR, effective immediately. Tamara joins Hunter from Starworks Group in London, where most recently she served as PR Director. Previously, Tamara was at Style.com as Global PR Manager and prior to that UK PR Manager for Hugo Boss. In her new role Tamara will lead Hunter’s global PR based in the London Headquarters, reporting into Brand Director, Ali Lowry.

FatFace has announced the appointment of Gabrielle Sims as the company’s new Head of Licensing.

The company said that she has worked across a number of big global entertainment properties and brands during her career in the licensing industry. She has held roles at Fluid World, The Licensing Company and, most recently, IMG where she was licensing director for three years.

Marius Lang has been appointed as Senior Director – Head of Marketing UK & Ireland at Lego, after Rebecca Snell was promoted to a European role.

Lang joined Lego in 2014 as director of marketing in the toy brand’s direct to consumer business, and was promoted to senior director in January 2016.

British kitchen supplier Howden Joinery has hired the boss of Kingfisher-owned DIY firm Screwfix Andrew Livingston as its new Chief Executive.

Mr Livingston will replace Howden’s founder and chief executive Matthew Ingle, who the company said would retire in the first half of next year after 22 years at the helm.

Gourmet burger chain Byron Hamburgers Ltd, which trades as Byron, has appointed Nick Young as its new Chief Operating Officer as it looks to get back to the top of the market.

Prudential plc announces the appointment of Mark FitzPatrick as Chief Financial Officer, succeeding Nic Nicandrou, who takes over as Chief Executive of Prudential Corporation Asia.
Mr FitzPatrick  is currently a Managing Partner of Deloitte UK and a member of its executive committee.  He has 26 years of global industry experience, and his roles at Deloitte have included leading the CFO training programme and the insurance & investment management audit practice.

News UK has appointed David Robinson as Marketing Director of The Sun, following the exit of Rob Painter to Sky last month.

Robinson, aged 37, had previously been leading the marketing and sales around The Sun’s new paywalled Sun+ digital offering since the start of the year.

Chelsea Football Club has appointed Adam Field as its first Head of Global Fan Engagement as the West London club seeks to build on its success on the pitch to further establish itself as a major global football brand.

Catherine Johnstone, the former Chief Executive of Samaritans, has been appointed Chief Executive of the older people’s charity the Royal Voluntary Service.

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Does good new business start at Cannes?

There has been plenty of conversations about the value of Cannes Lions this year and whether you can justify the cost of a €32 Chicken Sandwich on the Croisette – and the thousands more that a trip can often cost an agency.

Whilst the focus of the week is to recognise creativity and sharing knowledge, there is also a big focus on networking. With BrainDating, Accenture’s bump and Connect wrist bands, plenty of action is focused towards making connections. We’re always interested in meeting new people, so Upfront went along this year and got talking to people to find out how they got on.

Jon Reid, Business Director at Set Live, the agency behind the unmissable YouTube beach experience at Cannes, knows first-hand the impact the event can have: “Each year we help Google to stand out at Cannes and we know how important this is to their business. However, if you are going to meet potential new clients it can be difficult if you don’t have an established presence there”.

Whilst Cannes brings together so many senior Marketers from across the world, conveniently into one place, you are competing heavily for their attention. “We had a range of exciting meetings lined up with high profile CMO’s who were all keen to meet us at Cannes, but it is always hard to actually tie down timings as there is so much going on and so many competing priorities. However, it’s been a great way to start a conversation”, Jon explains, “[…] and for many they will have experienced our work first hand if they made it down to the beach”.

Nick Stephens at Brand Experience Agency, Ignis, went for a more spontaneous approach. Armed with a networking pass, Nick managed to meet a great range of potential prospects by striking up new conversations around the hotels and beach bars of the Croisette: “I just identified who I wanted to speak to and went and found them. I was particularly keen to speak to the guys at the Weather Channel who have just been bought by IBM Watson. They ended up inviting me on their yacht, which was a great way to get to know them!”.

Miranda Glover, Business Director at digital agency E3, who received a nomination for their AI virtual assistant work for Arthritis Research, and won a commendation for a strategic report in the AdMap Prize, found the talks invaluable at Cannes: “The Cannes experience overall was extremely informative and inspiring. I went to lots of talks which gave me a great perspective on the future of our industry.” Miranda described Business Development happening by osmosis and feels confident that relationships will develop over time: “I met some great influencers and creators at the events and sure we will meet again, but Cannes doesn’t really suit a quick-fire agency pitch, instead we all want to assimilate knowledge and make new connections whilst we are there and then come back to it.”

One sure-fire way of getting people’s interest is to host a high-profile welcome party. Leading social analytics platform Crimson Hexagon did this to great effect with Twitter, at their Cabana right next to the palace. For the remainder of this week, the cabana served as a base for their meetings, while their executives worked the ground at partner events like WPP Stream and the Facebook VIP party. Marian Cramers, Director for Global Network Agency Growth at Crimson Hexagon, was particularly pleased with this third edition of Crimson @ Cannes. “I feel we have really established our brand and presence here over the years, people acknowledge our place in the ecosystem and we had many more C-suite and senior prospects and clients passing by. The relaxed space of the cabana and garden area also means they stay for quite a while, and we can have very open conversations about procurement procedures or changes within their org. Conversations we’re very unlikely to have anywhere else than here in Cannes!”

Overall, it may be difficult to justify the cost of Cannes as simply a New Business exercise. However, if approached responsibly and combined with meeting clients and gaining insight, then it still has an awful lot to offer and a great opportunity to meet a wide range of people in a relaxed environment.

We felt there is a lot more that the organisers Ascential can do to foster networking and introductions at Cannes to help make sure people get the most out of the week. For instance, no-one I spoke to got much out of the BrainDating app. Users found that it required far too much time and effort to organise anything and felt it would be better to make it easier to match people on relevant topics of discussion.

It certainly helps if you are doing something at Cannes or at least have a focal point to orientate meetings around. The YouTube beach was great for this and so was Crimson Hexagon’s Cabana. Hosting your own party is a great way to get people together and crucially, collect their contact info. And just being at Cannes you are likely to connect with like minded people, especially if you proactively introduce yourself to as many people as you can.

Apparently great stories start and continue at Cannes Lions. From all those that we spoke to during the week, lots of good conversations start there too. The question is now whether those good conversations will continue beyond Cannes? If they do and turn into new business, then it will certainly help to justify a return next year!

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What the GDPR legislation means for B2B marketing

Over the last few months, uncertainties surrounding the potential impact of The General Data Protection Regulation (GDPR) legislation have meant a lot of conversation, speculation and quite frankly confusion for marketers within the B2B space. The piece of EU legislation aims to overhaul data protection law within the EU and will come into force in May 2018, but many in the industry are uncertain as to how this will affect them in practice.

In an attempt to make sense of this new legislation and what it means for B2B marketing activities, we consulted Lecturer in Law at University of Hertfordshire Henry Pearce, who provided us with his take on the implications of the GDPR legislation along with practical recommendations for how to prepare for its full implementation come 2018.

How does this new piece of legislation apply to B2B marketing?  

At present, most of the obligations under the DPA apply to firms carrying out B2B marketing related activities. However, there is currently one notable exception to this. At present, the Privacy and Electronic Communications Regulations (PECR), mentioned above, specify that B2B email marketing and similar activities would not have to obtain the express opt-in consent of any individuals whose personal data were involved in said activities to satisfy the individual consent ground for legitimising the processing of personal data under the DPA. Therefore, in the context of B2B marketing activities involving personal data, if individuals are given the option to opt-out this is sufficient to establish consent.

So B2B marketing strategies will not be affected by this legislation?

Broadly speaking, to all intents and purposes the GDPR retains the same definitions of “personal data” and “processing” as contained within the DPA, meaning that all and any uses of any information that can be used to identify an individual person will be subject to the GDPR’s substantive rules and provisions. The GDPR broadly also retains the abovementioned conditions for processing of personal data contained within the DPA, but with some important clarifications, particularly regarding individual consent.

As noted above, under the DPA the processing of an individual’s personal data can be made lawful by way of said individual giving their unambiguous consent. Under the DPA and PECR it appeared that consent could validly be obtained for personal data being used for marketing purposes on an “opt-out” basis (i.e. as long as the individual concerned was given the option to opt-out of their data being used for marketing purposes, this was enough to signify them giving consent).

What can B2B businesses do ahead of May 2018?

To prepare for GDPR coming into force in May 2018, you will need to make sure that:

  1. In the event an individual whose personal data is contained within your database contacts you enquiring as to whether you hold any information about them, confirmation must be given to that individual without undue delay.
  2. If, having received confirmation that their personal data are being held, you will be obliged to make the individual aware of precisely which of their personal data are being held and for what purposes, and that the individual has the right to object to their data being held in the manner specified.
  3. If an individual asks to access personal data of theirs that is held by you, or wishes to receive a copy of those data, then you must honour this request without undue delay.
  4. If any of the personal data contained within your database is inaccurate, you must allow any affected individuals to rectify or otherwise correct any erroneous records.
  5. If an individual objects to their personal data being stored in your database, or asks for their personal data to be deleted, then these too are requests that must be upheld.

Businesses should be taking into account best practices as you build strategies to communicate with prospects. Providing a robust data management system in order to track engagement and honour ‘opt outs’ should be a basic requirement for any programme. Meanwhile, by refining data and ensuring that your messaging is targeted and content is relevant, you will put yourself in the best position not only to comply with the GDPR legislation, but stand a much better chance of building relationships with prospective clients.



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May’s Movers and Shakers

Working in Business Development, it’s hard to keep track of all the changes and the latest Movers and Shakers so here is a summary of the latest company news and exciting new appointments that we recommend you keep an eye on:

Ian Gandy has joined at Travelers as their new Head of Digital. Previously, Gandy was working as Head of Digital with Esure.

BT British Telecom has recently appointed Andrew Stears as Digital Product Owner, from his previous role at Stagecoach Group.

Burberry named Judy Collinson their new Chief Merchandising Office. Collinson was formerly at Christian Dior in the U.S. and at Barneys New York.

The British luxury fashion designer and retailer has also hired former Unilever chief information officer (CIO) Mark McClennon to be its Global CIO.

Anthony Newman, director of brand, marketing and communications at Cancer Research UK, has recently left the charity after a 17-year stint to become Global Brand Director for Sea Life.

He begins his new job with the Merlin Entertainments business at the end of May, replacing the outgoing Dominic Warne.

WaterAid UK has recently announced that Tim Wainwright will become its new Chief Executive, to take over from Barbara Frost following her retirement in May.

British Cycling announced that the sports governing body has appointed Julie Harrington, currently the Football Association’s group operations director, as British Cycling’s new Chief Executive Officer.

Phase Eight has poached Jigsaw’s online trading and digital marketing boss James Williams. Williams will become Director of Marketing and Online Trading at the Foschini Group-owned retailer. His remit will be to accelerate online growth and ensure customer experience is consistent across the brand.

Former Jaeger trading director Gwynn Milligan has joined maternity and kidswear brand Jojo Maman Bébé as Commercial Director to help drive the business.

Pete Markey has left Aviva after just one year to become Marketing Director at TSB Bank. Markey will play a key role in maintaining this momentum if it wants to continue to disrupt the major high street banks.

British fashion brand Jack Wills has appointed Mike Doyle as their Financial Chief as well as promoted Mark Wright to the new role of Multi-Channel Director.

Sally Abbott has been promoted from Global Marketing Director to Managing Director for food processing company Weetabix.

Elise Hamer has been appointed Global PR Manager at Clarks. Previously at Aquascutum, Elise is based in the London offices and reports into Amsterdam-based Esther Lopez Riva, Head of Global Communications & PR.

Manchester Airports Group (MAG) has appointed Jeff Howarth as its new Group Marketing Director.

Edelman announced that Kate Hawker is joining the firm as Managing Director of its UK Healthcare team.

Formerly Healthcare Chair at Burson-Marsteller, Kate tripled the size of its healthcare business and spearheaded a successful team, winning and running significant global assignments.

HSS Hire has appointed Steve Ashmore as Chief Executive. He will take the reins on 1 June 2017.

Ashmore, who has previously held senior posts at supply chain company Exel and heating firm Wolseley, will replace John Gill as boss of the tool rental firm.

Moët Hennessy has appointed a new Managing Director for its UK operations as current head of the London office, Jo Thornton, gets promoted to a position in the US.

Taking over from Thornton on 1 July 2017 will be Bertrand Steip, who is currently international director for Maisons Moët & Chandon, Dom Pérignon and Mercier, based in France.

Byron Hamburgers has appointed Wagamama marketer Simon Cope as its new Managing Director.

Cope will join Byron in July and sit on its executive board, focusing on marketing, food development and property.

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April’s Movers and Shakers

Working in Business Development, it’s hard to keep track of all the changes and the latest Movers and Shakers so here is a summary of the latest company news and exciting new appointments that we recommend you keep an eye on:

Hearst Magazines UK, the publisher of ELLE, Cosmopolitan, Good Housekeeping and Harper’s Bazaar, has appointed Anne-Marie Curtis as Editor-in-Chief of ELLE.

The magazine has also announced the appointment of James Wildman as President and Chief Executive Officer.

Fiona Ross recently resigned as Managing Director of plus-size womenswear retailer Evans, and will be replaced by Anne Secunda, who will also continue in her current role as Managing Director of Evans’ Arcadia Group stablemate, Wallis.

Elizabeth Arnett is leaving her role as head of corporate affairs at Irish Water to join Ulster Bank in as Head of Corporate Affairs & Communications.

Diageo has snapped up Carat’s global digital director Jerry Daykin to become its first Head of Digital Media Partnerships, a role that will call on his former ties to FMCG business Mondelez International.

Andrew Crawley, current Chief Executive of IAG Cargo, is to become Chief Executive of Avios Group Ltd, with immediate effect. Andrew sits on the IAG management committee, reporting directly into its Chief Executive Willie Walsh.

Design Council’s Chair and Trustees have welcomed Sarah Weir OBE as its new Chief Executive.

Sarah will take Design Council into an exciting new phase, building on its current success and developing new programmes and services.

Lisa Henderson has been appointed Head of Marketing at Manchester Arndale, bringing experience gained from marketing numerous global fashion brands.

Online home shopping group Findel has announced the appointment of Phil Maudsley as Chief Executive with immediate effect.


POKE has promoted Tom Bayliss, its head of client services, to the role of Managing Director, and named Christina Marks, a business leader on some of the agency’s key accounts, as the new Head of Client Services, replacing Bayliss.

Bayliss will take responsibility for the day-to-day running of the agency, and will oversee continued growth of the business, continuing to work with Nick Farnhill, co-founder & CEO of POKE and recently appointed CEO of Publicis London, to focus on the integrated growth and strategic positioning for both businesses, which remain separate entities within Publicis UK.

French Connection has appointed Maryam Farrahi as PR Manager. Maryam was previously Global Press Officer at Cath Kidston.

Neal’s Yard Remedies has promoted Jessica French from PR & Social Media Coordinator to Social Media Manager.


Business owner and former CEO James Phipps takes the Executive Chairman position at leading Vodafone B2B dealer, while former Vodafone commercial marketing director for enterprise Peter Boucher has been appointed as the new CEO.

British contemporary fashion brand Whistles has announced the appointment of Sadie Watts as Global Head of PR. Sadie was most recently Communications Director at Tommy Hilfiger and formerly Head of UK PR at Paul Smith. Sadie can be contacted for interview requests with CEO Jane Shepherdson as well as brand enquiries.

WiggleCRC has appointed Will Kernan to lead the recently merged online retailer of cycling and tri sports equipment as Group CEO. He succeeds Stefan Barden as Chief Executive.

Yo! Sushi has appointed former BA marketer and BBH Sport executive Luisa Fernandez to run the Japanese restaurant chain’s marketing department as Marketing Director.

Tesco Mobile have reshuffled at the very top of the company with Chief Executive Anthony Vollmer replaced by Claire Lorains. Lorains will start her new role on 2 May 2017.

Asthma UK has appointed Graham Kelly as its new Director of Fundraising, effective as of 24th April.

Wasserman has appointed Jade Garrow Newport as a Business Director to its experience division. The former Head of Marketing at Miss Selfridge, part of Arcadia Group, will focus on nurturing senior client relationships with a specific focus on the agency’s Bacardi account.

L.K.Bennett has appointed Jess Beck as Senior Marketing Manager. Jess was previously Senior Marketing and Events Manager at notonthehighstreet.com.

Wagamama has appointed Jane Holbrook and the brands new Cheif Executive of the pan-Asian restaurant chain. The former Flair exec will be joining the Richmond based business on Aril 24th.

Bandai UK has named Nic Aldridge its new General Manager.

Meanwhile, Clive Smith will be stepping into the role of Managing Director while Tess Parsons-Broome has recently been promoted to the new position of Marketing Manager.

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March’s Movers and Shakers

Working in Business Development, it’s hard to keep track of all the changes and the latest Movers and Shakers so here is a summary of the latest company news and exciting new appointments that we recommend you keep an eye on:

ExCeL London has promoted Lucy Merritt to the role of Head of Marketing ahead of what is expected to be the venue’s busiest year to date. Boosting the venue’s conference and events team, Merritt will take on new responsibilities, including digital marketing, CSR and corporate communications.

Coffee chain Costa has appointed Thrive PR’s Esme Knight as Corporate Communications Manager. Knight takes responsibility for corporate communications, policy development, and crisis and issues management within Costa’s comms team.

Sophie Marshall has been appointed Senior Global PR Manager at Warehouse. Sophie was previously at BPCM as Account Director.

Publicis UK

Publicis UK has promoted Publicis London chief executive Karen Buchanan to the newly created role of Chairman of Publicis London and Chief Client Development at Publicis UK, while co-founder and chief executive of Poke Nick Farnhill will take on her previous responsibilities at the London shop.

Dom Boyd has also been appointed as Chief Strategy Officer in a bid to strengthen the company’s strategic offering.

Thames Water has poached SSE’s head of finance Brandon Rennet to replace CFO Stuart Siddall who is to retire next year.

Accountant Rennet, who has worked in the power sector for 14 years, will take over as the water company’s Finance Chief in March 2017.

Tesco has hired Mindshare’s veteran chief client officer Nick Ashley to be the supermarket’s first Head of Media.

Ashley will report to group brand director Michelle McEttrick and have responsibility for Tesco’s media across brand, food, mobile, bank and general merchandise.

Mothercare has hired Monsoon Accessorize’s international director Kevin Rusling, who will join the business in March next year.

Kevin Rusling will take over responsibility for its international business as Chief Executive.

Mindshare has promoted chief commercial officer Joanna Lyall to be the media agency’s first UK Managing Director in four years.

The WPP agency said it has brought back the managing director role to bring together individual teams that have been launched over the past year, including Fast, Purpose and Grow.

Accolade Wines has confirmed that Adrian McKeon will return to wine as the Accolade Wines UK & Ireland General Manager. 

Wagamama has appointed Emma Woods as Customer Director.

Starting at the company in April, Woods will join the Executive Team and report directly to wagamama CEO, David Campbell.

Lego announced that Marina Edwards will join as VP & General Manager of UK & Ireland.

The Football Association (FA) has recently announced the appointment of Marzena Bogdanowicz as its new Head of Marketing and Commercial for women’s football.

The appointment coincides with The FA’s launch of their new women’s football strategy ‘The Gameplan for Growth’. The strategy outlined The FA’s approach to its three core goals for the women’s and girl’s game by 2020: to double participation, double the fanbase and achieve consistent success on the world stage.

Amaze, the digital marketing, technology and commerce specialists, have confirmed Alex Comyn in the post of Chief Strategy Officer, helping to marry data intelligence and experience design within the company.


Satellite navigation specialist Garmin has hired two new marketing executives at its UK headquarters in Southampton.

Chrissy Winchcombe joins the company as Marketing Executive for marine, fitness and wellness, while Katie Harrison is now the Marketing Executive for outdoor and golf.

Luxury tailor-made tour operator, Carrier, has announced the appointment of Mark Duguid as its new Managing Director. Based at the company’s headquarters in Cheadle, Cheshire, Mark will join the company at the beginning of April, taking the helm from Steve Kimber who is retiring after a successful six and a half years with the company.

Sir Philip Green’s fashion chain, Topshop, is losing its trailblazing managing director Mary Homer to The White Company.

Mary Homer helped make the retailer into a global brand that constantly managed to lead fashion on the High Street.

Wiggle has poached the White Company chief executive Will Kernan as Group Chief Executive, replacing Stefan Barden at the helm.

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February’s Movers and Shakers

Working in Business Development, it’s hard to keep track of all the changes and the latest Movers and Shakers so here is a summary of the latest company news and exciting new appointments that we recommend you keep an eye on:

Co-op Group

The Co-op Group announced this month that Richard Pennycook is to step down as Group CEO and will be succeeded by Steve Murrells, currently CEO of the Co-op’s food business.

This announcement is part of transition arrangements for the Group as it prepares to move from the successful Rebuild phase of its turnaround to the Renewal phase.

Net-A-Porter has announced the appointment of new Global Marketing and Communications Director Dana Gers.

Gers joins the online fashion group from a six-year stint as senior vice president of global marketing at Jimmy Choo.

She will start the newly created position in mid-April and lead Net-A-Porter’s brand communication strategy, ensuring customer acquisition and retention, as well as driving sales.

Liverpool FC’s commercial director, Billy Hogan, has been promoted to Chief Commercial Officer and Managing Director as the club’s chief executive, Ian Ayre, will leave at the end of the month.

Hogan’s additional duties as managing director will now see him take up the responsibility for the management of the club’s marketing and digital media departments.

Additionally, Michael Edwards has been promoted into one of the most powerful roles at Liverpool Football Club – the newly-created position of Sporting Director.

Ghada Idrissi joins Inmarsat as Market and Competitor Strategy Manager. He will be responsible for developing and disseminating global government user demand trends, global market data, and relevant competitors to define Inmarsat’s strategy.

Ogilvy PR London announces the appointment of Anna Burns as Head of New Business and Marketing.

Georgina Lewis has been named as the new Head of Marketing at the Football Association (FA), the governing body of English soccer. Lewis will assume the role full-time on 27th February.

Peugeot UK

Kerry Livesey has been appointed PR Manager. Reporting to James Parfett, who took over as Head of Communications for PEUGEOT in January 2017, Kerry has over three years of experience within the PSA Group, having started as a graduate trainee in 2013.

James Parfett will assume the role of Head of Communications, the brand recently announced.

Jill Easterbrook, the former top marketer and chief transformation officer at Tesco, has joined clothing brand Boden as Chief Executive.

Dara McMahon, who heads up the NewBrands Ireland representative body for national and regional newspapers, has been appointed as Aer Lingus Marketing Manager.

UNICEF UK promoted Isobel Dumont to Head of Direct Marketing this month, from Director Marketing Manager – Acquisition. In addition, Louise Lane was promoted to Director of Fundraising Strategy & Knowledge.

Christos Angelides will become Chief Executive Officer of U.K. fashion chain Reiss Ltd., spurning an offer to run Marks & Spencer Group Plc’s struggling clothing division.

Angelides, 53, will succeed the retailer’s 73-year-old founder David Reiss. The move is part of a “planned succession,” Reiss said Monday.

Mamas & Papas has hired Neil Sumner to lead its ecommerce and marketing teams as well as oversee the maternity and nursery chain’s digital strategy as Global Digital Director.


Eleanor Orebi Gann has been appointed as the new Director – Collaboration, working within the Visa Innovation and Strategic Partnerships team, Eleanor leads design-thinking engagement and workshops with Visa clients to create new commerce and payment solutions.

John Roberts, the man who founded online electrical retailer AO World after a bet in a pub, has announced he is stepping down as chief executive after 17 years with the company.

The AO World Founder will retain a new role on the board- as Founder, Executive Director – and will be succeeded as Chief Executive by Steve Caunce, currently chief operating officer.

Phil Lynch has joined Manchester United as the Chief Executive Officer of Media, where he will be responsible for overseeing the club’s digital media strategy, as well as the management and operations of MUTV (including the new MUTV app, available in 165 countries around the world), the creation and editorial oversight of the club’s official match day programme and monthly magazines, as well as the club’s digital media partnerships and direct-to-consumer products.

The wildlife charity WWF-UK has appointed former Save the Children fundraising director Tanya Steele as its new Chief Executive, replacing David Nussbaum, who is leaving after nine and a half years.

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January’s Marketing Movers and Shakers

Working in Business Development, it’s hard to keep track of all the changes and the latest Movers and Shakers so here is a summary of the latest company news and exciting new appointments that we recommend you keep an eye on:

John Lewis

The UK upmarket department store has promoted Paula Nickolds to be the first female Managing Director in the department store group’s 152-year history. Nickolds, 43, will take over from Andy Street in January.

Nickolds takes over at a tricky period for the department store, where profits slumped 31% to £32m in the first half of this year as it struggled to adapt to the shift to online shopping.

She will have to help increase morale and find a way to maintain the group’s quality and service credentials while cutting costs, particularly in stores where sales are falling. Nickolds may also have to consider pruning new store developments and finding new uses for store space that is no longer needed.

ITV bolsters creative leadership with new senior appointments in ITV Network and ITV Studios. Rosemary Newell will become ITV’s Head of Digital Channels and Acquisitions, replacing Angela Jain as she moves to ITV’s production business as Managing Director of ITV Studios Entertainment.

Deliveroo has appointed former Amazon marketer Jamie Swango as its first UK Marketing Director. She’s joined the three-year-old restaurant delivery company earlier this month from her previous role as Head of Marketing for Amazon’s one hour delivery offering, Prime Now. She will be responsible for leading consumer, restaurant, and rider marketing in the UK and Ireland.

Aveva Group, a provider of engineering data and design IT systems, has confirmed the appointment of former deputy chief executive James Kidd as Chief Executive from 1 January.

He will be replacing Richard Longdon who has stepped down from his role as chief executive and director of the company from 31 December 2016.

Brien Winther, the current president of Pandora Australia & New Zealand, will be the new Managing Director of Pandora in the UK. Pandora believe Brien Winther’s leadership skills and passion for people development make him the right person to lead its British Isles team and retail partners as it aims to develop its business.

MSC Cruises has appointed Thomas Cook’s Andrea Stafford as Head of Retail. Stafford, who was a regional manager for Cook, will begin her new role on 3 January. Her main responsibilities in the newly created role will include managing the newly formed team of regional sales managers and developing the multiple and consortia relationships for MSC Cruises in the UK.

Lakeland has appointed BP’s Catherine Nunn to succeed Sam Rayner as the company’s new Managing Director as of January 1. Nunn will be the first person outside the Rayner family to run the business. She will take on the kitchen accessories specialist’s ambitions for international growth as well as its continued progress on home soil, while Sam Rayner steps up to become company chairman.

“Great strides have been made to expand the company into a broader market and I am confident that my experience will help Lakeland to reach an even wider customer base” says Nunn.


One of the UK’s leading independent energy providers OVO have announced two senior appointments to build the company’s award-winning brand and drive its ambitious growth plans. Adam Rostom joins the company as Chief Marketing Officer and Katie Thompson has been appointed as Communications Director.

Rostom will focus on elevating OVO’s brand, growing awareness of its unique customer proposition to bring energy into the 21st century through innovative products and a seamless digital experience.

Their arrival comes as OVO received international recognition for its success in building a powerful and trusted brand, with a focus on putting customers first. In September, the company received the prestigious ‘World’s Best Energy Brand’ award at CHARGE, the world’s first energy branding conference that took place in Reykjavik, Iceland.

The Internet Advertising Bureau UK’s (IAB UK) Chief Operating Officer Jon Mew will succeed Guy Phillipson as CEO from 13 January.

Mew has worked at the IAB for eight years, joining as its first head of mobile, before becoming director of mobile and operations, which involved merging mobile into the core part of the business. He was promoted to chief operating officer in September 2014.

Mew spoke to Campaign earlier this month, saying that his priorities would be “reasserting positivity around digital” and “better involving brands and agencies.”

Nickelodeon UK & Ireland has appointed Virginia Monaghan, formerly head of the marketing, press and creative teams across both MTV and Comedy Central, to a similar role at the children’s network. Monaghan will begin her new position on 9 January.

Kia Motors (UK) Ltd

Kia has appointed Steve Hicks as Sales Director, who was previously Regional Director for Nissan. Hicks will oversee all sales channels including retail, fleet and new and used cars through the Kia dealer network. He will also contribute to the development of the company as a member of the executive board and report to commercial director, Simon Hetherington.

Dave King is to leave Telegraph Media Group after 12 years to become UK Managing Director of Exterion Media, starting his position 23 January. He replaces Jason Cotterrell, who moves to the newly created role of group development director at the out-of-home company.

Thea Rogers has become Deliveroo’s PR Chief, while the food delivery business will appoint new consumer and corporate agencies after ending work with Havas PR since October of last year. Deliveroo will reportedly be announcing their new consumer PR agency in the coming weeks.

Yoox Net-A-Porter

The group has appointed Deborah Lee as its new Chief People Officer.

Starting her new role in January, Lee will be responsible for defining the HR vision of the company – which owns online retailers Net-A-Porter, Yoox and Mr Porter – through culture, leadership and management strategies.

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In Conversation: How to Build a Successful Biz Dev Team

This month – amid a heap of heart shaped chocolates and red roses – we got to thinking about relationships…in Business Development.

Often, we see businesses that are looking for someone with an enviable Rolodex who can bring client accounts with minimal effort in addition to being able to write proposals, market your agency, prospect, manage accounts when necessary and command the respect of the team.

But, like many relationships, not having a realistic view at the outset of can run the risk of setting that relationship up for failure.

So, how do you build that successful Biz Dev team with the enviable Rolodex? What elements should be present in order for this relationship to flourish? What are the qualities to keep in mind when building your dream Biz Dev team?

To better understand what makes a successful Biz Dev team, we sat down with Upfront Sales Director Guy Edwards to get his take on #relationshipgoals in Business Development.

What would you say are the five essential qualities in a BDM that you look for when recruiting?

  1. Good BDMs are confident, calm, engaging, have an enquiring mind and most importantly, they listen. The old adage of “people buy people” is still as true as when it was first said. When I meet a BDM candidate, I’m always looking for someone I could drop into a large networking event and know they will be able to work the room and speak to the right people.
  1. Questioning skills. Outside of the first 30-second pitch, I look for people who understand how to ask the right questions, and most importantly LISTEN to the answers. In a presentation or pitch/role play stage of the interview process, I want to see a candidate posing smart questions to me that demonstrate their understanding of the business that they are pitching to.
  1. While I place a high value on preparation, in the case of Business Development, all the preparation in the world will only get you so far. Candidates need to be able to work with the information you are given by the prospect and understand how to use that information to drive the relationship forward. Often with multiple disciplines i.e. from an integrated agency offering, you will get so much more traction by being able to pick up what areas of the business the prospect is actually interested in. Good BDMs figure out what the priorities are for the prospect and how they can deliver on those priorities?
  1. Account management. In a industry like Business Development, being able to build good working relationships with people extends past the prospects and into the long-term relationship with the client team. Agencies trust us completely to deliver their new business activity for them and that comes with a huge responsibility for clear communication and trust on both sides.
  1. Business Development can be the best job in the world for the right people. On the Upfront BDM team, we love Biz Dev, and we love winning new business for our clients. I need to see that passion from candidates, because whilst it is the best job in the world for some, if you aren’t passionate about it, it won’t be the right role for you.

Conversely, what qualities in an agency or business do you look for as a Business Development Professional?

Good question! Personally, I’m not a job hopper so I look for a role that I can see myself in for a year or two. But most importantly, I look for a business I respect. I have overheard horrific pub conversations in the past from BDMs slating their work place! I would hate to feel that way about my company.

I look for businesses that have a lower employee turnover. It’s a bonus to see employees who have also progressed through the company, because for me, if a Business Developer is the same role for a prolonged time, that doesn’t excite me about joining that team as that infers there could be less room for growth in the company.

Beyond that, I am looking for the usual clues to give me a better insight to who an agency is and what it stands for – social media posts, content and blog posts, awards they’ve won and how they fit within the wider industry.

As a BDM you want to “back the right horses” so to speak, so I find through that research you get a good feel for the company culture. If it chimes with how I like to work and feel about the industry, then that’s a big tick for me.

Would you say there is ‘ideal’ workplace culture or company ethos that you find most suitable to support a Biz Dev team?

Oh yes, definitely. The agency must know not only what they do, but why they exist. It may sound like a subtle difference, but for me it’s a very important difference. How many times do people simply say what their business does:

“Oh, I work for a digital marketing agency”

instead of

“We exist because our clients trust us to create manage and deliver their presence online”

For me any business wanting to invest in Business Development first needs to have a few key elements:

To be a meritocracy. Good work always rewarded and acknowledged.

Clear and open lines of communication. This sounds simple, but it’s easy for people to get internally focused and then divisions can creep in. This should encompass the senior team.

A clear and open mandate for the business, e.g. the mission statement for “who we are” right now and where is the business going. I think it’s really important for all of the teams to be pulling in one direction.

It might seem obvious but I like businesses who value new business and BDM activity, because that tells me the relationship is already off to a good start and we can work together to get some great results for their business.

Do you have any tips for someone exploring the realm of Biz Dev, either in a BDM role or an agency looking to invest in Business Development?

For those who are looking to start out I would say, find a proposition that you are passionate about, and sell yourself into the hiring manager of that business, if you are right in your assessment of the business and you do love it, work hard and you will fly.

For agencies that are looking to invest in Business Development I would say it’s important to understand your needs as a business, what resources you currently have and what model will work best for your needs. We recently wrote a piece on outsourced vs. in-house Business Development, which covers a lot of the relevant questions agencies should be asking themselves in the initial stages of developing a strategy.

All relationships need good channels of communication in order to thrive. What are some of your favourite tools you use to stay connected with your team and ensure a strong work relationship?

Timetastic is brilliant for leave planning and management, it’s simple, effortless and centralised.

I’m a big fan of Gmail and have been for years, in my personal opinion none of the other email services come close.

I really enjoy a Google plugin called Mailtracker. It allows me to know that my emails are delivered and if I promised to have something over to a prospect – I know I have delivered my end of the bargain.

We are blessed at Upfront to have Upstream as a resource for our BDM activity. It saves a huge amount of time trawling for decision-maker contact details and gives us all the relevant industry insights in one place. You might think I’m totally biased, but I have used the range of these tools over the years and Upstream is head and shoulders above the competition.

We are just moving over to Pipedrive as our CRM and from what I have seen so far it looks excellent. It’s easy to use and engaging, which (having come from Salesforce) is a definitely breath of fresh air.

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How to write astounding copy in Business Development

Reposted from LinkedIn with permission from Joe Carter, Business Development Manager EMEA at Contagious Communications.

If business development is a game, then conjuring creative copy is the joystick.

To reach the boss level (think Sonic on Sega Megadrive), you must get a reply.

The majority aspire to receive a reply from their prospect. A reply is an indicator of interest, they say.

I’d rather consistently book qualified meetings.

So, how do we get there? Here’s 90 seconds worth of opinion…

You’ve heard it before – the subject title is a game changer. Too long and Sonic (my prospect’s name throughout) hits delete. Irrelevant, impersonalised or inappropriate; you lose. Game over.

Avoid templates.

Subject Titles With Capital Letters – you mug. Grab a coffee (never use this phrase) and have a good, hard think about your life.

Never fuck, shit or swear in your subject title. Unless Sonic is a pal. But still, we’re professional, right?

Keep it punchy. Short. Conversational from the start. Maybe ask a question? Unless it’s rhetorical. Humour can work; remember, though, you’re not a comedian.

The personalised, relevant nature of your copy is the beating heart of your success.

Sonic recently got promoted? So what.

Sonic called an agency review? Who cares.

Discover Sonic’s business challenges and research their sector, company, personality (not too creepy) and the way they talk.

Talk to Sonic in the style that he/she would talk to you.

Would you say holistic, nuance or cerebral in a face to face? Write how you talk and inject some personality, too – keep it light and remove jargon.

You > I. Unfortunately, Sonic doesn’t care about you at this stage. Entice Sonic with an emotionally resonant note and Sonic will care.

Sibilance can be sumptuous – use it occasionally, or this literary construct will be as gnarly as similes in prospecting.

A decent rhyme is fine; don’t overdo it or you’ll need to refine your copy [much like this line].

Speling, punctuation and grammar are vital. (c wt I did thre – are you using text language?)

However, you’re not writing an essay. HELLOOOOO! I see you’re still with me – thanks. Abbreviate words like you’re, they’re, we’re, it’s.

If you attach a file, you’re in denial of your ability to convey a strong enough message.

Every sentence counts and it needs to be impactful. Stop. Pause for a sec. Always re-read your copy. Does it make sense? It does now you’ve taken out removed filler words.

Keep it simple. You want to a book a meeting, right? ASK FOR ONE!!! Oh, and experiment with capitalisation, bold/italic, size, colours and fonts.

When works best to meet? > Shall we grab a coffee and talk about another really long sentence that doesn’t make any sense because you’re being too polite.

Use tools like Grammarly. Learn from experts like Heather Morgan and Bryan Kreuzberger. Enrol in a course with Laura & Marie at The Copy Cure. That reminds me – always hyperlink the word. But never use more than 2, or you’ll find a tin of spam. (The same goes for file attachments)

Remember; this won’t happen overnight. The art of copy must be learned – as always, be persistent, ambitious and focused – you will succeed.

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