11-18 TTGB awards 2/12/08 15:18 Page 15
awards 15
agentcategories
Account Management Sales/Business Development
Team of the Year Manager of Year
Winner: Chambers Travel Management Winner: Fiona Goldsmith, FCm Travel Solutions
Sponsored by Sponsored by
Shortlisted Shortlisted
American Express, UK multinational client Highly commended: Julie Janzen,
general management team Advantage Travel Centres
Carlson Wagonlit Travel, public sector Stewart Bell, Dawson and Sanderson
programme management team Corporate Travel Services
Angelina Fairgrieve, TFc Travel Management
What the judges said: Chambers’ account management Donna Fitzgerald, Capita Business Travel
team showed a very strong team spirit where each Jo Yates, The Co-operative Travel
member was highly valued and celebrations of personal
achievement were common place. The judges were What the judges said: this was a very close call,
extremely impressed by the positive results from their but Fiona demonstrated that she can think outside the
client survey and excellent customer testimonials. box and was not afraid to be creative during her first
year in the job. The judges felt that Fiona has set the
Why this entry was a winner: in the team’s words, “any foundations for a very profitable future.
challenge can be overcome through communication and
partnership.” Clients obviously appreciate the team’s Why this entry was a winner: nice though Crunchie
approach: it had a 100% client retention rate for 2007/08. bars are, most people would not see them as the key
The team’s commitment to overcoming challenges is to opening a relationship with a potential client.
exemplified by its recent success in helping a client set Fortunately for FCm, Fiona Goldsmith had no problem
up a pan-European travel programme in a central with doing exactly that. Fiona walked up to employees
location, with multilingual services for all of its EMEA having breaks outside their offices and used her wits
employees. Jane Worrow, a business travel industry (and large supply of free Crunchies) to get them
veteran with more than 20 years’ experience, leads talking. On the day of the exercise, Fiona generated
the team of eight. 220 leads, made 10 appointments and signed up five
Large majorities in a client survey rated the team as new clients, bringing in £200,000 in new business.
“good” or “excellent”. When clients were asked if they Chocolate bribery is only a minor weapon in Fiona’s
felt their business manager was empowered to take arsenal. Her dedication to clients and finding new
decisions, 95% said yes. 100% said they would business is what sets her apart, as her results for her
recommend Chambers Travel to others. first year show: Fiona actually managed to more than
Maintaining a good team dynamic is key. The team’s double her original target for traded business.
last quarterly strategy meeting was held at a mountain Senior team leader Pamela Dunphy said: “Fiona was
retreat in Switzerland – where they tackled a “tree like a breath of fresh air when she joined the team. I
swinging challenge” together, helping each other to was immediately struck by her positive and enthusiastic
move between tree platforms high above the ground. attitude, as well as her obvious hunger to learn.”
ttgbusiness.com ❖ industry report 2008
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