AAR Media Business Development Apprenticeship - Autumn 2023

Overview 

The AAR Business Development Apprenticeship has become essential training for anyone who is looking to enter the world of new business and directly contribute to their agency’s growth. 

But media new business is nuanced, and is seen through a different lens by CMOs and their procurement colleagues than at creative agencies. 

The AAR MBDA has been written specifically for people wanting to enter and succeed in media agency new business growth. The course consists of:

• A five-week course of two hour, in person sessions  
• Teams made up from different media agencies 
• Course led by Paul Phillips, MD, AAR & Hannah Astill, Media Practice Lead, AAR
• Written and presentation exercises evaluated by a CMO 
• IPA and IDM accredited 
• CPD award scheme recognised 

Course outline 

Week 1: Course set up; Team introductions; Developing a growth strategy; Public sector vs commercial opportunities; Winning over Procurement; CMO mindset when pitching media 

Week 2: A view from the best. This week we’ll be joined by a renowned media agency new business lead; What makes for a compelling RFI (in preparation for the first assignment: completing an RFI) 

Week 3: Feedback on RFI submissions; What makes for a successful chemistry meeting (in preparation for the second assignment: an in person chemistry meeting) 

Week 4: Team chemistry meetings with Weetabix CMO, Francesca Theokili 

Week 5:  Chemistry meeting feedback; Course wash up; Award presentation; Drinks! 

Who’s the course designed for? 

Team members who are new to new business.  

Those who want to get involved in a media agency’s growth and business development. 

How much and when? 

The first place is free to AAR subscribing agencies.  

Subsequent places cost £1,250 (plus VAT) for subscribing agencies and £1,450 (plus VAT) for non-subscribing agencies.

The course will take place at Wallace Space, Clerkenwell Green; just a five-minute walk from Farringdon station. 

The course dates and times are: 

Week 1: Thursday 21 September 0900-1100 

Week 2: Thursday 28 September 0900-1100 

Week 3: Thursday 2 October 0900-1100 

Week 4: Wednesday 11 October 0900-1200 

Week 5: Thursday 19 October 1600-1800, followed by drinks