BDM of the week

Cheval\'s Gareth Lewis has impressed with his reliability, empathy and ability to come up with strong business development ideas, says John Coffield

Name: Gareth Lewis

Age: 26

Company: Cheval Bridging Finance

Nominated by: John Coffield, Head of the Mortgage Alliance

Reasons for nomination: Gareth is reliable. It sounds simple, but it is a key characteristic for any BDM – someone who gets on and does what they say they are going to do. Not all BDMs are reliable so this is not something that should be taken for granted. If Gareth says that something is going to happen by a certain date, it will. Also, he is good at coming up with new development ideas for our company.

Empathy is another key quality for any sales person. They must be able to understand their customers’ business needs and what role they can play in helping them achieve those plans. Of course, they have their own targets but they can see beyond this. This creates the right sort of working relationship with customers. By looking out for their customers’ interests, good BDMs also look after their own.

BDM says:

All feedback is good, especially when it is positive. It’s great to know what I am getting right with clients because they are often too busy to make a point of paying compliments. I try to be reliable and also help with applications whenever I can.

I come from an underwriting background and think this is an advantage. I try to make sure clients’ cases successfully jump all the hurdles. I have always been of the opinion that a one-size-fits-all approach does not work if you are a BDM. You have to be able to stand in your clients’ shoes and see things from their perspective.

Have you got a BDM that has impressed you? Please send nominations to christine.toner@centaur.co.uk