I’ve worked in New Business for almost 3 years now and not one day has ever been the same. That being said, the following is a list of rules that apply no matter what my day has in store, and I have to abide to to do my job well:
1) Make everyone your friend – Going into a New Biz role means very quickly you need to befriend everyone! You often put so much pressure on your agency: you steal client resource, you constantly need account teams to write case studies, you need to beg, borrow and steal members of account teams to work on pitches and you are forever having last minute demands. You need to build strong relationships and you need to prove to people that they can trust you, or you’re just going to pee everyone off.
2) Read everything – I dedicated a whole post to this rule, check it out here. Allow yourself whatever time is needed to read that brief. Make your recommendations and circulate to the core team.
3) The perfect process – Having the right pitch process will make your life so much easier. An agency will most likely have something in place so just make sure you know it back to front. If they have an existing method for doing things you’ll need to get to grips with how an agency is run before you try and implement one. Key points to include are:
A) Book resource as far in advance as possible
B) Make sure you do regular status updates
C) Make sure there is always at least half a day for proof reading at the end
D) Make sure you have time included for all the right sign offs
4) Look after your troops – This one is easy. You will have a lot of people working on your projects so just have regular check-ins, make sure they have everything they need to complete their part, be as helpful as possible. If you’re asking a senior strategist to create the pitch story then ask if they need a junior to do the research etc. Simple. There will be a lot of late nights involved so make sure you’ve got a company card to order some grub and beer, and a company car account to send everyone home safely.
These are 4 simple rules to guide you, but obviously there is so much more to it once you get into the nitty gritty of New Biz. I suggest you use these as your foundations and build on them. In the meantime, they’ll at least make it look like you know what you’re doing!