Jamie Smith, Business Development Executive at SBP
Here's what he has to say:
Can you introduce yourself and give details on your career history leading to your current role?
After leaving sixth form college in the North East of England, I started my own freelance fine art business completing work for a range of clients. However, this didn't keep me busy enough, so I started as a temp for NatWest Bank in Gateshead in the North East. In a very short period, I was offered a full-time permanent contract with the Bank. Over the years I have worked both in Business and Personal Banking. Having worked in the earliest part of my career with large corporates in the travel & entertainment industry such as British Airways (UK and NY) Hertz Rent-a-car, Europcar, Emirate airlines, BWIA etc. At a the young age of 20 flying around the world when working for a large international Bank was an incredible grounding for building business relationships having had the pleasure of working with some of the best in the Banking fraternity at that time. In 2004, I moved to Aberdeen to take on a role in Private Banking, looking after high net worth clients. Having had a connection with Aberdeen and Scotland since childhood, my mums family being originally from the Isle of Lewis and family in Aberdeen for work in Oil & Gas, moving to Aberdeen felt like moving to my second home. Then in 2012 I made the move into Corporate & Commercial Banking looking after Professional Services businesses across the North East. Working with Accountancy and Law Firms was my main focus, which was hugely rewarding to be part of these businesses growth and to help local businesses reach their true potential. After 25 years working within Banking and having worked through both the Credit Crunch and Covid 19 I felt it was time for a change. I left RBS Group in 2022, took a few months to recharge with my family, then started work with SBP Accountants and Business Advisers who used to be one of my clients when working at the Bank.
Can you give some insight into your working day and key responsibilities at SBP?
Every day is different. However, my main focus is to bring in new clients to the Firm and help to develop additional opportunities from existing clients. The key is growing existing relationships and building new ones. I also help existing and new clients source finance to allow for growth and to help businesses on their journey, as cashflow and access to funding are key in the growth of any business. It can be daunting and difficult to deal with lenders and Banks, so to be that bridge between the client and the lender can make a huge difference.
What is your strongest skill and how have your skills developed during your employment at SBP?
My strongest skills are communication and interpersonal skills, I'm able to build relationships quickly and being at SBP has helped me to focus on both of these aspects more as I interact with people on a daily basis from businesses of all different shapes and sizes.
How do you approach building and maintaining relationships with clients to understand their unique needs?
Keeping in contact with clients both new and existing is key, having good regular honest and open conversations. However, above all listening must be above everything else, this is not just hearing, but actively listening. This helps positively impact relationships and helps you be more productive. You start to understand what is really important to the client, don't try to give a solution without listening to all that the client has to say.
In your role, what strategies do you employ for identifying new business opportunities and expanding the client base?
Planning is key, understanding the marketplace and which prospects you want to meet allows you then to leverage existing relationships to create introductions. Mapping your businesses capabilities with your target clients needs is also very helpful as you will be able to provide the right services to the right people.
How do you stay updated on industry trends and market changes to better position SBP in a competitive landscape?
Keeping up to date with industry news and local business news is vital, also having a strong professional network in the area and buying out time to meet with this network and business owners is key as they are the ones that are in touch with the changes both positive and negative in the market.
Considering your experience, what advice would you offer to aspiring professionals in the field of business development?
Work on your listening, planning and negotiation skills. You will never get bored in Business Development as it gives you the chance to get involved with many different activities, learn new skills and build relationships that can last a life time.