Julian Day, Business Development Director at FooEngine, speaks to TVBEurope about the importance of preparation
Tell us about an average day in your job
A bit of a cliché answer, but no two days are the same. In my 37 years in the industry, I have literally worn several hats and lived the excitement of never knowing how the day will unfold. I started my career as a film editor, first at Goldcrest, then freelanced, before setting up and managing DGP, a post-production and DVD facility on Greek Street in Soho. Since then, for the past 14 years, I have worked in localization and digital packaging, with a focus on business development and team building.
I recently moved to FooEngine after 13 years at ZOO Digital. We are a small, growing company using powerful technology to efficiently provide highly customized packaging and distribution services for FAST channels and streaming platforms. As all our clients are international companies, my current job involves attending the major trade shows around the world such as NAB, IBC, MIPCOM, MPTS, Cannes Lions and Languages & The Media, as well as regularly checking in with existing clients to make sure they are happy and understand all that we can do for them.
A big part of my day-to-day job is keeping up with what's happening in business all over the world every day, but it's also important to talk to (and even more importantly, listen to) potential new clients, find out what their biggest pain points are right now and how I can make their lives easier.
What inspired you to get into the media industry?
I started working as a runner at Neil Mills Editing Ltd at 3 Carlisle Street, Soho (above what is now Pizza Pilgrims) in August 1987. NME was a small film editing company with three editors and two assistants, working mainly with commercials.
What training did you receive before entering the industry?
Not at all. I studied Politics and Economics at Manchester Polytechnic and developed a great interest in advertising and television whilst researching my thesis on party advertising and marketing. Through a work friend, my dad arranged for me to interview Neil Mills and his partner Alex Picar.
I later found out what had impressed Neil and Alex: a) I was a former milkman, driving an electric milk van around South London in the middle of the night, delivering milk door to door, and b) at the time I was working for John Lewis' “Heavy Gang”, delivering sofas, sideboards and fridge-freezers around the city. Apparently this showed them that I wasn't afraid to get up early and get my hands dirty. The fact that I was somehow good-looking and reasonably eloquent was an added bonus.
All my training was done on-site – I learned to edit on 35mm and 16mm film, then three tapes, before moving on to one of the first Avid setups in town. I was fortunate to get a solid foundation in all areas of the editing room in a very short space of time. As a runner and assistant editor, I had the opportunity to work closely with and be mentored by highly enthusiastic and talented editors who were happy to share their knowledge and experience; an opportunity that not many people have today, but one that I absolutely seized.
Why do you like working in this industry?
It's creative. Technologically it's always changing. It's full of interesting, smart and passionate people. As Neil Mills told me, this is not a job it's a life and I completely agree with him. And Anthony Bourdain said, “I'm often asked what the best thing about cooking for a living is that I get to be part of a subculture; part of a historical stream, a secret society with its own language and customs. I get to experience the immediate gratification that comes from making something good with my hands, using all of my senses. Sometimes cooking can be the purest, most altruistic way to give joy…”
There are a lot of similarities between the film and hospitality industries, so I think I pretty much covered it. I consider myself very lucky to have found a job (sorry, life) that I'm (turns out) pretty good at and that I still really love.
What advice would you give to someone looking to explore a similar role to yours?
Look and listen, most people in this industry are happy to help, teach and share. If you don't understand something, ask, and don't be afraid to ask again. Ignorance is not a crime, but stupidity is. Instead of focusing on the great features of your software or service, sell the problem it solves. Clients don't really care about the great features. you They just want to know how you will solve their immediate problem. their It will make your life easier.
Prepare and practice. Presentations and pitches are not easy and can be nerve-wracking. Take notes. Print them in 16 size font, double-spaced, for easy reference. every There will come a time when you have to speak in public, even to a small group of people. If you get overconfident and don't prepare even once, you will fall flat in front of an audience. Trust me, it happened to me.
Understand your own products and services inside out. Understand your competitors' products and services inside out. Our work is complex and costs a lot of money. Clients will only hire you if they are sure their money will not be wasted.
It sounds obvious, but no one wants to just be sold to. Customers want a relationship based on trust – a partnership with your key vendors. Make it clear that you are committed to their success. Align with your customers, anticipate their needs, and ensure that you and your colleagues are always there for them.