Winning Public Contracts: Learn from John Lewis Christmas Ads

This month’s spotlight falls on our BI Sales Division and David Stewart. A relatively new member of the team he has been at the company for just over a year, joining in May 2022 as a Business Development Manager for Tracker. Thanks for joining me, David. How are you enjoying life at BiP? I really like it, even though it’s taken a while to get to grips with B2B. I came from B2C, so I‘d never done business sales before, but the rewards are starting to come through. I managed to do 175% of my target last month and I’m on track for target this month – if everything goes to plan! What did you do before coming to BiP? I had a seven-year career at EE, starting as a part time sales advisor through to managing a couple of shops and being a sales manager for them. And what would you like to be in the future is there a dream job or a dream position? Aspirational goals? I’d love to get to director level at some point within a company. So be that Sales Director, Operations Director, that’s my goal What takes up the most of your day-to-day? Most of my day is genuine client interaction, customer interaction and reaching out to new prospects. Understanding what their challenges and struggles are to work with the public sector. And what sort of challenges do your customers have? what sort of challenges can you help solve for them? The challenges I’m hearing are that they don’t understand how to build the relationships with the public sector buyer before the tenders are published. They need to get in there as early as possible, to develop these relationships and we really are making a difference to their business because they’re not just running a tender, we’re helping them build a relationship for future business. It’s actually good to know you’re making a difference to somebody when you’re selling something. Do you prefer to be Working from Home or in the office? I like being in the office. I like having an atmosphere around me and the support network, your manager and your teammates. I’ve always thrived off a good atmosphere, so I prefer to be in the office than work from home. Are there any sort of changes or initiatives you’d like to implement into BiP? I ran a couple of charitable events at EE before, Charity 11 aside football matches and things like that. There’s a lot of buildings around, there’s the BBC, The Village hotel, big corporations, big businesses that I don’t see any reason why they wouldn’t want to get involved in charity stuff like this. It’d be great to implement something like that. What the biggest challenges you have in your role? Managing customer timelines and managing my own pipeline. That’s the hardest part of this job. Not knowing when something’s going to come in and when something’s pulled out from under you. My colleagues and my manager Chris help me regularly with this and are extremely supportive. What do you like most about your job? The interaction with people, I’m a big people person. I really enjoy speaking to people in different industries, different businesses and just learning more about what they’re doing for two reasons. It builds up my knowledge of the market in general and lets me understand what businesses are really struggling with. Speaking to people and making a difference is the thing that makes a big difference to me. Speaking to someone about the challenges they’re having, and if I can genuinely fix it for them, that’s what I like most. What do you like most about working at BiP? The culture is very good so far and very much gives back as well and looks after its employees. The support and the culture in the business to make sure everyone succeeds is incredible. What does a great day at work look like? A great day looks like this: seeing my name up in that sales board a few times on one day. As soon as a deal comes in, but also coming in to a reasonably filled diary. Do you have any unusual hobbies? I’m a very keen badminton player. I’ve been playing for years competitively. I had my own deejaying business for a couple of years as well. Quick fire. Coffee or tea – Coffee Book or film – film Cat or Dog – Dog, I have a dog. Hot or cold – I prefer being cold Salty or sweet – Sweet Tattooed or not – tattooed Night out or night in – Night out. E-mail or meeting – Meeting Teams call video or audio – Video, always video. Lunchtime: Al-desko, break room or break out altogether – Break out altogether, I like sitting in the breakout zones. Mountain or beach – Beach