Rory Sutherland's On Brand

In this episode, Amanda Rosevear, General Manager of ALF Insight, chats to Kim James, Chief Growth and Business Development Officer at Havas Media Network.    Kim shares her journey through the media industry, starting as a graduate TV buyer to her current role at Havas Media Network.    Discover her thoughts behind the importance of building communities for business development and the strategies Havas uses to maintain relationships with prospective clients over long periods.    Kim emphasises the necessity of a team effort in successful pitches and tells us how Havas is working to expand their pitch bench.    The episode also discusses the evolving role of procurement in the pitch process and how Havas is addressing these changes through technology, robust qualification processes, and data-driven strategies.   00:00 Introduction 00:43 Meet Kim James: A Journey in Media 03:29 Strategies for Business Development 05:12 Building and Leveraging Communities 14:45 The Art of Pitching 21:38 The Changing Landscape of Pitch Processes 26:07 Utilising Technology and Data in New Business 33:36 Final Thoughts and Advice 37:58 Conclusion and Farewell   If you want to do business with the UK’s leading brands, request an ALF Insight demo.   Hosted on Acast. See acast.com/privacy for more information.

In this special episode of 'OnBD with ALF' host and General Manager of ALF Insight, Amanda Rosevear welcomes co-founders of the BD100, Jody Osman and Rich McHardy, to discuss everything you need to know about submitting your application to the prestigious awards.    Rich and Jody share why they created the BD100, and talk us through the nomination and submission processes, along with tips for crafting a standout entry.    They also explain additional categories such as Win of the Year, Team of the Year, and the newly introduced Industry Impact Award. With key insights and advice, this episode is essential for anyone in business development looking to boost their sales strategies and gain recognition.    Listen now to learn how to get involved and make the most of the BD100 community.   00:00 Introduction 02:06 The Importance of the BD100 Community 04:44 How to Get Nominated for the BD100 24:04 Additional Categories and Awards 26:47 Key Dates and Final Tips If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear meets Katie Street, Founder and MD of Street Agency and podcast host of 'Marketing in the Madness.'    Katie shares her journey from falling into sales at a young age to running her own successful marketing agency. They delve into the importance of human-centred, people-powered marketing in the age of AI, discuss content creation strategies, and provide insights on building a personal brand in business development.    Listen in for actionable advice and inspiring stories to elevate your sales game.   00:43 Meet Katie Street: Career Journey and Insights 04:30 The Power of People-Powered Marketing 06:33 Challenges and Strategies in Personal Branding 11:40 Creating Valuable Content for Your Audience 18:44 Effective Audience Engagement and Outreach 24:06 The Overwhelming Email Overload 24:36 Human-Centric Marketing Strategies 25:12 Company-Wide Marketing Efforts 26:39 The Future of Personal Branding 29:07 Gen Z and the Evolution of Sales 32:11 Creating Authentic Content 36:55 Quick Fire Questions with Katie 42:49 Conclusion and Final Thoughts     If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear, interviews Debra Sharron, a seasoned sales trainer and founder of Media Sales Training.    They discuss Debra’s journey into media sales, the current trends and challenges in the industry, and expert advice on sales success. The conversation also touches on the importance of consultative selling, the significance of face-to-face meetings, and strategies for building relationships with clients. Debra also shares insights on how to avoid being ghosted by prospects and explains why there’s a need for authenticity in sales.    Plus, Debra answers our quickfire questions that reveal her thoughts on sales, success and her favourite hype song.   00:00 Introduction  02:00 Debra's Journey into Media Sales 06:21 Current Trends in Media Sales 09:14 Consultative Selling in Today's Market 12:18 The Importance of Face-to-Face Meetings 20:40 Challenges Faced by Salespeople 24:05 Impact of Hybrid Working on Sales 30:30 Building Relationships in Sales 34:24 Keys to a Successful Sales Team 36:57 Quickfire Questions with Debra   If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

In this episode, Amanda Rosevear speaks with Nick Adams, CEO of Sense, about the evolution of new business strategies in the experiential marketing sector.    Nick shares insights from his extensive career, discussing the challenges agencies face in winning clients today, the importance of data in sales, and the shift towards more transactional relationships.    Find out how Sense identifies their top prospects, the opportunities of collaborating with other agencies and the value of building genuine relationships in a fast-paced industry.   00:00 Introduction 00:43 Meet Nick Adams, CEO of Sense 01:09 Nick Adams' Career Journey 03:22 Evolution of New Business Strategies 06:08 Balancing Outbound and Inbound Marketing 11:10 Challenges in Winning New Clients 12:10 Specialising vs. Generalising in Brand Experience 18:58 Importance of Data in New Business 23:17 Impact of COVID on Client Relationships 26:08 The Shift in Client Expectations 27:14 The Importance of Chemistry in Client Relationships 29:47 The Future of Relationship Building in Sales 32:26 Adapting New Business Strategies 34:00 Collaborations and Audience Segmentation 38:30 Quickfire Questions with Nick 43:30 Final Thoughts  If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear, sits down with Steve Cox, former Marketing Director of JCDecaux, to find out about his 40 years of experience within the media and advertising industry.   Steve shares a comprehensive overview of his illustrious career, from his early days in television to his recent venture into consultancy. He offers invaluable insights into effective sales strategies, emphasising the importance of understanding audience mindset and context.    Steve also introduces his five-step sales process to ensure successful pitches and shares practical advice for smaller media owners aiming to compete with industry giants.    00:43 Meet the Legend: Steve Cox 01:20 Steve Cox's Journey in Media 03:58 Transition to Out-of-Home Advertising 05:36 Challenges and Strategies for Smaller Media Owners 09:06 The Five-Step Sales Process 19:06 Common Mistakes in Media Sales 22:55 Understanding Audience Behaviour 23:41 Marketing to Brands and Agencies 24:40 The Importance of Agency Relationships 25:39 Targeting Small and Local Brands 26:49 Effective Communication with Agencies 31:30 The Value of Agility and Passion 33:35 Quickfire Questions with Steve 42:20 Final Thoughts   If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

General Manager of ALF Insight and podcast host, Amanda Rosevear, interviews Dawn Le Men, Sales Director at Boom Radio, to discover the importance of the ‘silver pound’ audience and how Boom Radio has gone from strength to strength in the radio industry.   Dawn discusses her extensive career in media, including the transition from television to radio, and the unique challenges and successes of working in a start-up environment.    Amanda and Dawn talk about the challenges of selling to brands, the impact of industry changes and the rise of AI.    00:00 Introduction and Background 01:00 Career Journey in Media 05:54 Transition to Radio and a Startup Environment 11:51 Success of Boom Radio 14:37 Understanding the Silver Pound Audience 19:17 Challenges in Selling to Brands 22:16 Navigating Industry Changes 24:33 Memorable Wins and Lessons Learned 29:02 Quickfire Questions and Personal Insights If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

Podcast host and General Manager of ALF Insight, Amanda Rosevear, speaks with Ian Harris, founder of Agency Hackers.   Ian shares his journey from journalism to building a thriving membership community for independent agency leaders.    He discusses the importance of truly understanding what people want, the challenges agencies face in growth and client acquisition, and the successful formula behind his events and why Ibiza has proved to be such a popular location.    Amanda and Ian also discuss the importance of inclusivity in industry, leveraging LinkedIn for personal branding and business growth, and the value of authentic communication and relationship building in business development.    00:00 Introduction to Agency Hackers and Ian's Journey 07:19 Building Community: The Success of Agency Hackers 10:10 The Formula for Successful Events 16:55 Challenges in Agency Growth and Client Acquisition 23:19 Implementing Effective New Business Processes 28:09 Inclusivity in Agency Leadership 29:52 The Viral Success of Ibiza Events 31:33 Navigating LinkedIn for Business Growth 36:00 The Balance of Personal Branding 41:09 Effective Communication in Business Development 46:17 The Importance of Relationship Building   If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

In this episode, host and General Manager of ALF Insight, Amanda Rosevear, chats to Laura Vipond, Chief Growth Officer at Ogilvy.    They discuss Laura's career journey, the importance of new business culture, and the strategies Ogilvy employs for agency growth. Laura shares her knowledge of how best to understand client needs, the evolving pitch process, and why she promotes the Positive Pitch Pledge, aimed at improving the pitching experience for both agencies and clients.    The conversation also touches on the importance of emotional intelligence in business development and the long-term strategies for building client relationships.   Plus, Laura answers the OnBD Quickfire Questions revealing which animated movie title best describes her career.   00:00 Introduction to Laura Vipond and Her Career Journey 03:53 Understanding Agency Growth Models 08:13 The Importance of New Business Culture 11:06 Ogilvy's New Business Strategy 15:02 Identifying and Filling the Pipeline 18:47 The Long Game: Asparagus Growth Strategy 21:12 Evolving Pitch Processes and Client Expectations 27:04 The Positive Pitch Pledge 32:50 Quickfire Questions and Key Takeaways   If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

Host and General Manager of ALF Insight, Amanda Rosevear is joined by Steve Cording, Head of Culture, Sport and TelCo at The Standard, the long-established regional newspaper for London.    Steve shares his journey from sports journalism to media sales, the evolution of The Standard, the importance of storytelling, and the need for adaptability in the changing media landscape.    Amanda and Steve also chat about navigating redundancy, the impact of AI on media, the future of audience engagement and the importance of multi-platform strategies.    00:00 Introduction to Steve Cording and His Role 06:06 The Evolution of The Standard 08:49 Adapting to Change in Media 11:55 Team Dynamics and Learning 15:02 Skills and Adaptation in a Changing Environment 18:07 The Impact of AI on Media 21:07 Future Predictions for Media and Audience Engagement 26:30 The Importance of Affiliate Partnerships and Loyalty 27:18 Multi-Platform Strategies for Modern Brands 29:47 Adapting to Change 30:35 Support and Optimism for the Future 32:03 The Role of Sports in Media Engagement 32:57 Navigating Redundancies in the Media Industry 36:10 Transitioning from Editorial to Sales 39:06 The Role of Video in Sales Communication 41:03 Advice for Newcomers in the Industry 42:12 What Makes a Great Salesperson? 45:30 OnBD Quickfire Questions   If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

In this first episode of the new series, 'OnBD with ALF', host and General Manager of ALF Insight, Amanda Rosevear, delves into the intricacies of successful business development with guests, Rich McHardy, founder of The McHardy Collective, and Jody Osman, Chief Growth Officer at Propeller Group. The pair are also known for being the founders of The BD100.  The episode explores what differentiates a good business developer from a great one, through the lens of The BD100—a community and annual awards event recognising top-performing business developers.  Rich and Jody discuss the evolving nature of business development roles, characteristics of standout professionals, and the significance of creativity, strategy, and personality in sales.  Plus hear what advice our guests would give their younger selves and what they’d name a movie about their life, as Amanda tasks them with answering the OnBD quickfire questions.   The episode concludes with insights on future trends in business development and information about the upcoming BD100 Awards event at The Drum Labs. 00:00 Introduction to OnBD with ALF 00:47 Meet the Guests: Jody Osman and Rich McHardy 01:18 The BD100: Origins and Purpose 02:01 The BD100: Nomination and Judging Process 03:21 Key Traits of Top Business Developers 04:55 The Importance of Personality in BD 17:35 Recognising Rising Stars in BD 20:44 Evolution of Business Development 22:49 The Expanding Role of Business Developers 23:58 The Evolution of Business Development 24:23 Balancing Stress and Support in Business Development 26:07 The Importance of Research and Personalisation 27:23 Building and Leveraging Relationships 28:40 Advice for Aspiring Business Developers 31:24 Quick Fire Questions: Insights and Reflections 39:12 Upcoming BD100 Event and Conclusion If you want to do business with the UK’s leading brands, request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

Welcome to ALF Insight’s brand-new series focusing on everything you wanted to know about business development. Hosted on Acast. See acast.com/privacy for more information.

Join Rory Sutherland in this episode of 'On Brand' with special guests Jonathan Wolf, CEO of ZOE, and Sharlene Lopez, founder of Medifesto. They delve into the world of nutritional science, the significance of the microbiome, and the innovative personalised nutrition programme by ZOE. Discover how ZOE's research is transforming health through food and learn about the evolving role of branding and marketing in the health technology sector. With discussions on behavioural change, the impact of ultra-processed foods and the future of health tech, this episode is packed with insights for anyone interested in health and nutrition. All views expressed are those of the participants, listeners should consult a medical expert before following any of these views or recommendations.   00:00 Welcome and Guest Introductions 01:29 Jonathan Wolf's Journey to Founding Zoe 04:36 The Science Behind ZOE's Nutrition Programme 07:01 Impact of Diet on Health and Mood 22:47 Challenges and Successes in Health Tech Branding 29:47 The Role of Marketing in Health Technology  34:20 The High Stakes of Scientific Validation 34:43 Disconnect Between Scientific Proof and Market Impact 36:40 Brand Influence in Health Decisions 37:43 The Role of Advertising and Brand Partnerships 41:26 Challenges in Sustaining Behaviour Change 44:58 Technological Advances in Health Monitoring 47:08 The Importance of Messaging in Health Campaigns 49:21 Rethinking Food and Health Guidelines 01:02:58 The Future of Food Labelling and Consumer Information 01:09:32 Conclusion and Final Thoughts If you want to do business with the UK’s leading brands Request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

Exploring Travel and Advertising with TUI's Toby Horry and Rory Sutherland. In this episode of On Brand with ALF and Rory Sutherland we hear from Toby Horry, Global Brand and Content Director at TUI. Discover Toby's career journey from a production manager at an indie film company to his current role at TUI. Learn about TUI's dynamic history, the impact of COVID-19 on the travel industry, and the evolving trends in holiday booking. The discussion also explores the influence of digital transformation, the role of subscription and dynamic pricing models, the increasing importance of experiential travel for Gen Z, and the creativity in advertising. Join us for an insightful conversation packed with anecdotes and valuable industry insights. If you want to do business with the UK’s leading brands Request an ALF Insight demo. Chapters:- 00:00 Welcome and Introduction 00:19 Guest Introduction: Toby Horry 01:31 Early Career and Family Influence 02:42 Advertising Anecdotes and Insights 08:46 Dynamic Pricing in Travel 17:36 COVID-19 Impact on Travel Industry 19:11 Repatriation Efforts During COVID-19 21:13 The Future of Package Holidays 23:31 Changing Trends in Travel and Leisure 29:08 Vacation Policies and Economic Impact 30:58 Economic Rationality in Travel 31:28 Flexible Working and Consumer Behaviour 32:09 The Case for Flexible Work 34:52 The Impact of Technology on Work and Travel 39:48 Marketing Strategies in the Travel Industry 48:08 The Role of Video and Social Media in Travel 49:46 AI and Its Implications in Travel 51:17 Consumer Trends and Travel Recommendations 56:05 Conclusion and Final Thoughts Hosted on Acast. See acast.com/privacy for more information.

In this episode, Rory interviews Ruth Snowdon-Gough, CMO of Hain Celestial, a company known for its ‘dawn to dusk’ portfolio of brands including Sun Pat, Covent Garden Soup, Linda McCartney Foods and Ella's Kitchen.    The discussion covers Hain's multi-year strategy for global growth, the meat-reduction trends influencing food consumption, and the evolution of vegetarian food toward flavour-rich offerings without taste compromise. They explore insights into educating children on cooking, whether soup deserves a bigger share of the portable meals market and the success story of Ella’s Kitchen.   In ‘Top Two Challenges’, Ruth talks about balancing product sales with ethical goals and how the company manages the reputation of the McCartney family name when it comes to product development for the Linda McCartney range.   If you want to do business with the UK’s leading brands Request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

In this episode of 'On Brand with ALF and Rory Sutherland,' host Rory Sutherland, Vice-Chairman of Ogilvy UK, sits down with Benjamin Braun, the Chief Marketing Officer at Samsung Europe. The discussion covers a range of topics including Samsung's creative use of their Olympic sponsorship, marketing tactics and digital transformation. Braun highlights the success of gifting special edition gold phones to Olympians, which led to a 23% increase in demand for Flip 6 phones. They also explore Samsung's innovative products like foldable phones, AI-enabled ovens and eco-friendly initiatives like solar-powered TV remotes. The conversation delves into the importance of user-centric design and dual-purpose products, and how Samsung balances premium offerings with affordable technology to democratize access. Rory and Benjamin further discuss the future of AI, the impact of aesthetics in consumer choice and effective marketing strategies that blend minimax (minimal resources for maximum output) and maxmax (heroic marketing efforts). If you want to do business with the UK’s leading brands Request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

Rory says Jordan Brompton is the best advert for not going to university. He reckons she's had a free MBA! Jordan started working life on a market stall and has worked in restaurants and bars but when she had a chat with plumber turned electrician, Lee Sutton, they decided to go for it and set up myenergi. Lee is the technical side of the business but it's quite clear that Jordan is the marketing and sales powerhouse although, as she points out to Rory, she has been known to get to work with the soldering iron.   Innovation and sustainability are the cornerstones of their business and manufacturing their products in the UK is a USP for them. myenergi manufactures a range of eco devices which manage energy sources. The zappi fast charges your EV, the eddi helps you maximise self-generated solar and/or wind power, the libbi stores your solar energy and cleverly manages your use of the grid, and the harvi enables you to install zappi and eddi wirelessly. As you'll hear, Jordan is knowledgeable and innovative. The business is expanding worldwide with business across Europe and now in Australia. There are challenges however. Britain has 1.3 million homes with solar power, but Germany is way ahead at 4 million homes. Jordan feels the EV market has softened recently but she expects it to bounce back.   In our Top Two Challenges feature Jordan says that "boots on the ground" explaining and selling the products is what is needed for both myenergi and the industry as a whole.   If you want to do business with the UK’s leading brands Request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

In this episode of 'On Brand', Rory Sutherland welcomes Margaret Jobling, Chief Marketing Officer at NatWest. They discuss the challenges and successes in marketing across various sectors, with a focus on NatWest's transformation in its marketing approach. Margaret delves into the importance of understanding customer needs, leveraging data effectively, and experimenting to build knowledge. The conversation also covers the impact of fintech, the role of technology in banking, and NatWest's strategy around social purpose and sponsorships, particularly the partnership with Team GB for the Paris 2024 Olympics.    Additionally, they touch on flexible work, its benefits for employees, and how NatWest is investing in young people's financial education through the NatWest Thrive programme.   If you want to do business with the UK’s leading brands Request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.

John Roberts started Appliances Online for a £1 bet in the pub on Christmas Eve 1999 with his mate. Today it's known as AO.com and it's a huge success in the provision of white goods and now tv and entertainment, smart tech, computing and more. John tells Rory how the company has focused on superb customer service to differentiate itself from its competitors and he outlines the thinking behind their sponsorships and marketing. Interestingly, having started by mailing brochures and then moving totally online, they are beginning to mail mini-brochures again. AO is now a totally vertically integrated business and John envisages a time, not far away, when they will be able to recycle every element of a piece of white goods into something brand new. AO also operate as a white label delivery business for a number of well known brands. This is a phenomenal 21st century success story. If you want to do business with the UK’s leading brands Request an ALF Insight demo. John Roberts supports the national youth charity, OnSide, find out more here... https://www.onsideyouthzones.org Hosted on Acast. See acast.com/privacy for more information.

Rachel Eyre is Chief Customer and Marketing Officer at Morrisons, a heritage business in the UK, celebrating 125 years in 2024. Rachel explains how the Market Street proposition in Morrisons with its fresh, British sourced produce, appeals to traditional older Morrisons customers, but is now resonating with younger shoppers. Although big trolley shops are still popular, Rachel outlines how smaller, more frequent basket shops are becoming the norm. Rachel and Rory discuss Morrisons' vertically integrated business model, with it's own manufacturing businesses giving it a point of difference to competitors, a story which needs to be told to customers through brand marketing.   Although there have been a lot of changes in loyalty programmes in recent years, Rachel feels that the recent update of the MoreCard scheme with its "Fivers" has enabled Morrisons to avoid some of the pitfalls of loyalty schemes and leapfrog ahead in terms of innovation.   Competition for every pound is intense in this sector and despite the offers and discounts Rachel explains that still the biggest driver of choice is convenience of location.   If you want to do business with the UK’s leading brands Request an ALF Insight demo. Hosted on Acast. See acast.com/privacy for more information.