60 seconds with... W&O Events' Andrew Gilkerson

Andrew Gilkerson discusses strategy and opportunities following his promotion to managing director at agency W&O Events.

W&O Events new managing director Andrew Gilkerson shares his plans
W&O Events new managing director Andrew Gilkerson shares his plans
What will your main focus be in the immediate future?
Support the team and build on our solid foundation. We have a very busy few months ahead operationally, and it’s my focus to ensure everyone has the ability to do their best. I’ve worked with the team in various capacities over the last year, so we know each other – the focus can truly be on servicing our clients’ needs. I will also be spending time with current clients and prospects to ensure continuous improvement and to seek opportunities.

What are your growth expectations for 2014?
Each account director has targets, and our sales team are likewise targeted to build the new business pipeline and drive opportunities. It is my expectation that our revenues will exceed 2013's and our account base will grow. We will reward high levels of performance, and I intend that as a team we have fun along the way.

Are you looking to expand into any other vertical sectors or add new services?
In January, we welcomed Alan Jeffress as production manager, enabling us to support clients with AV/Production solutions. Our sales team are currently focusing on the automotive and financial services sectors. Telling our story of high-quality event management, diligence and transparency is gaining interest and we look forward to realising revenue from the growing opportunity pipeline.

What do you feel the key challenges are for event agencies this year?
I think there is more opportunity in 2014 than challenges. We’re seeing activity at a good level so far. As has been the case for some time, clients will continue to expect their agencies to manage costs tightly and create value. Adaptability in support of our clients, and to seize new opportunities will be important as companies’ economic outlooks remain in a state of change. Being a nimble agency will be a differentiator.

What are the key differences between working agency side and client side?
Having worked in an enabling function on the client side there are similarities with providing a service. Of course in an agency, your service actions can have a direct revenue impact. Agency side is more entrepreneurial and fast-paced. I remember when I first moved from agency to client more than 10 years ago I didn’t think I’d cope with the processes, but you do – I even miss some of them! I remain very much interested in our client’s businesses and having been part of a corporate structure, I’m keen to understand and relate to clients expectations, challenges and opportunities.

What does your experience of working in-house at Pfizer bring to the role of MD?
Pfizer provided a highly professional environment and the support to develop leadership skills. I also like to think that I have an understanding of corporate clients’ needs and objectives, and what frustrates and excites them about suppliers. As W&O MD, I hope to support the team with client insight and play a role in building mutually beneficial supplier relationship management programmes with our clients.

Have you registered with us yet?

Register now to enjoy more articles
and free email bulletins.

Register now
Already registered?
Sign in
12 brand new US hotels opening in 2020

12 brand new US hotels opening in 2020

From festival-chic Coachella to foodie-heaven Chicago, Visit The USA picked out the 12 most exciting places to stay next year.

The simple secret behind creating 'magical' events

The simple secret behind creating 'magical' events

APAC industry leaders share some of the best and most memorable moments they have created at events.

In pictures: C&IT Incentives Retreat 2019

In pictures: C&IT Incentives Retreat 2019

Event planners, venues and destinations joined C&IT for two-days of activities, sessions and meetings at Chewton Glen Hotel & Spa.

Top 3 reasons corporates work with agencies

Top 3 reasons corporates work with agencies

From finding specialist skills to gaining new perspectives, corporate event planners share the top reasons they work with agencies.

Dear C&IT: 'We all need to cut down on food waste'

Dear C&IT: 'We all need to cut down on food waste'

Julia Charles Event Management managing director says planners need to do more to fight food waste at events.

Case study: DHL's employee of the year event in San Francisco

Case study: DHL's employee of the year event in San Francisco

Part five of our State of the Industry: Corporate Report is an in-depth look at DHL's big three-day event for its staff.

5 hotels for inspiring incentives in Italy

5 hotels for inspiring incentives in Italy

Our pick of elegant Italian getaways for exciting activities, captivating cuisine and stunning scenery.

UK businesses spending 22% more on incentive travel

UK businesses spending 22% more on incentive travel

Research also finds increased investment in employee experiences worldwide, in response to concerns for wellbeing.

How to use live events to revitalise a brand

How to use live events to revitalise a brand

Any product can be given a new lease of life with the right kind of event, says UKSV's Neil Coombes.

Popular and emerging destinations for corporate events

Popular and emerging destinations for corporate events

Part four of the State of the Industry: Corporate Report asks which cities are favoured by event planners.

LATEST JOBS