Bright Network

Internship Notes 2022

Internship Experience UK
Business Operations and Marketing
By Gurupma Singh
Connect with me on Linkedin here!

Whatsapp group for work sample here!

How I can help you!

1. Send me your CV on Linkedin and I’ll give you my best advice on how to improve it
2. If you’re looking to speak to new people I run a community for people who are
looking to work on developing themselves and I’d be happy for you to come along
3. I’ll connect you to anyone that I know and I’ve got quite a big network!

Here’s a bit about me:

I’m a Loughborough Uni Mechanical Engineering Student. Currently taking a year out to
work on my business called G Team Academy. Our mission is to give every young person
clarity, structure and direction on how they can create a meaningful life that they truly desire!
Feel free to drop me a message if you’re interested in finding out more

Important Links

Hopin Platform - Link

General Information Homepage - Link
Guild App - Link
Business Operations and Marketing Schedule - Link

Day 1 3

Introduction 3

9:15 -10:00 Tim Campbell 3

Early Days 3
Questions and Answers 4

10:00 - 10:30 Developing a “Winning” mindset - Ben Triggs 5

Introduction 5
10 Key things to think about 5
Question and Answers 8

10:30 - 11:00 Nailing Commercial Awareness Elspeth Coates-Gibson 8

Introduction 8
Questions and Answers 9

11:30 - 12:00 Networking 10

Questions and Answers 10

13:30 - 14:00 Firm Upskilling - Transferable Skills 11

Introduction 11
Objectives 11

14:00 - 14:30 Preparing for Interviews and interview techniques 13

Agenda 13
How to: Prepare 14
Types of Interview questions 15
STAR Technique 15
How to: be specific 15
How to: conduct yourself in interviews 16

15:00 - 16:00 Business Operations & Marketing 16

Agenda 17
About Nestle 17
About FMCG 17
Operations 19
Sales 20
Finance 20
HR 21
Questions and Answers 22

16:00 - 17:00 Panel Q&A 23

Background 23

Day 2 26

9:00 - 9:30 Problem Solving and Aviation 26

9:30 - 10:00 Launching Breakthrough Consumer Innovation 28
Strategy for Noticeable superiority 28

Questions and Answers 29

10:30 - 11:00 BT Means Business 29

Introduction 29
BT Enterprise 29
The numbers 30
Mikes Career 30

11:00 - 11:30 Intro to Sales Teams - Google 31

Introduction 31
Day in the life 32
Who is a salesperson? 32
Questions and Answers 33

11:30 - 12:00 Becoming a trusted advisor to the C-Suite: A Unique Gartner

Opportunity - Gartner 33
Introduction 33
Gartner Introduction 34
C-Suite 35
Questions and Answers 35

Day 1

Introduction
Kirsten Barnes, CEO of Bright Networks Digital Platform
Phill Yarrow, Host

9:15 -10:00 Tim Campbell

Linkedin - here
Instagram - here

Early Days
His mum is his biggest role model
His mum was very strict ‘my house, my rules’
Don’t listen to everything that your parents have to say
Often parents might use their framework of understanding to give you advice for your
situation
Set your own benchmarks of what success looks like
No matter what everybody else wants for you, it’s never going to be as important as what
you want for yourself
First degree in psychology, picked the easiest degree he could find to make his mum happy
Currently trades stocks on financial markets
You have to be clear about what YOU want

Lots of people will tell you to work on your passion, but your passion is much more important
- Met his wife and instantly fell in love with her
- 25 years later, the passion goes up and down but what keeps them together
is their purpose
- Both of them hadn’t been exposed to a father figure
- They wanted their children to see two parents that loved them
- What is going to drive you on days that you don’t feel like working?
- You’ll be able to find a place where your skills, passion and purpose are
valued
- Working in second-hand shops, working on the London Underground,
creating businesses, investing in other businesses

If you want to stand out then you have to be willing to solve problems

Tim’s favourite word is Serendipity

Don’t waste this opportunity to connect with people

Question things
- His second business came out of asking questions
- We should be curious of how we can solve problems

Quality
- Rolls Royce is his favourite company
- Their strapline is - ‘Trusted to deliver excellence’
- We should also believe that we’re trusted to deliver excellence’

Questions and Answers

Q: How do you find your purpose?
A: It’s bespoke to you, you will know when you find it. A great question to as is ‘what do you
spend most time doing?’ This will give you an indication of what is most important for you
and your life. You can go and do anything, you just have to believe in your purpose!

Q: How did you transition from psychology to business?

A: “I don’t do regrets”. If you take a moment and pause, all the dots have got you to where
you are today. After he picked psychology to please his mum and then his business failed he
had to ask himself what he truly wants to do. Don’t pressure yourself

Q: Have you ever suffered from Imposter System?

A: He experiences it every day. He does the same thing as everyone else and suffers from
this a lot. Confidence is an overrated thing, if you’re in a comfortable place then you can
easily be confident but when you get out of your comfort zone you’ll be uncomfortable. It’s a
fluid concept.

Q: What advice would you give your younger self?

A: Take time, he was in a huge rush which built a mindset when he wasn’t content. He
learned to be content by listening to himself and being honest if he’s done everything he can.
When you get something, be ready to give it out. When you can get something and pass
something on, share it with other people.

10:00 - 10:30 Developing a “Winning” mindset -

Ben Triggs
Ben Triggs Linkedin - here

Introduction

Growth Mindset
- People believe that their most basic abilities can be developed through dedication
and hard work - brains and talent are just the starting point
- This view created a love of learning and a resilience that is essential for great
accomplishment

10 Key things to think about

1. Map your skills
- Understand where your skillsets lie
- What are you great, good, average and bad at? What do others think?
- Rank yourself at them to understand how good or bad you are
- Then you’ve got an idea of what areas need improvements and how you can
play to your strengths
- You can’t be good at everything so focus on what you find most important
objectively
2. Having aprocess for development
- Keep it simple - 2 hours per week
 - Try this
- One podcast (40 minutes)
- Reading the business book (40 minutes)
- One online lesson or module (40 minutes)
- Routine is really important
- Book recommendations
- Tools of Titans
- 7 Habits of highly effective people
- Start with why - Simon Sinek
- Lean in
- All you need to know about the city - Plumbing of business
- Masters of Scale - (Problem-solving)
- Sapiens - Understanding people)
3. That starts with working out which job/sector is right for you
- What have you done?
- List all of your work experience, project work & positions of
responsibility
- Then list the key tasks and responsibilities that you had
What did you enjoy?
- Rank each task objectively on three things
- How much you enjoyed it
- How good were you at it
- How easty would it be for you to improve
- Discover a handful of tasks which give you energy
- What job offers this?
- Do the research on each sector
- Be honest with yourself about the work you’re going to enjoy
- Evaluate your values
- Do the career path values on the bright network website
4. Work out what employers want, not what you want to tell them
- What do you think graduate employers value tube most?
- 2:1 or above
- Existing industry experience communication skills
- Problem solving skills
- Confidence
- Passion for thebbusniess
- Commercial awareness
- Digital skills
- Teamwork
- Organisation and team management skills
- Leadership skills
- Resilience
- What employers want
- Passion for the business
- Resilience
- Problem solving skills
- Communication skills
- Commercial awareness 2:!
 - Leadership skills
- Teamwork
- Confidence digital Skills
- Existing industry experience
- Organisation and team management skills
5. Why do you want to work in this sector? This role? This company?
- How they answer the question
- I initially was interested because
- I explore this interest when I did this
- I realised that it was a match for me because of this
- I looked at other sectors but they weren't as closely matched because
of this
- I want to work at this company over competitors because of this
- UCL Beyonce Society
- Flowerpot.Ben - here
6. Resilience is more important than you think
- You can build resilience through 4 primary ways
- Do things which put you outside of your comfort zone
- Seek to understand failures
- Create your own process when in crisis situations
- Change your attitude towards feedback
7. Seek out and action feedback
- 5 stages
- Ask for it - you’re ready to hear it
- Active listening and ask questions to ensure you fully understand it
- Go away and reflect on it
- Create an action plan to improve
- Book in a future meeting with the feedback giver
- Gain a better understanding of yourself
8. Think about marginal gains
- It’s all the small ideas/wins which make a difference. Truly original inspiration
is hard to come by
- Prioritise what actually has an impact
- Pareto Principle
- 80% of your results are generated from 20% of your efforts
9. Become solution-focused and approach them in the right way
- Takeru Kobayashi
- Does competitive eating
- Smashed every record but it’s primarily because he approached the
problem differently
- 5 questions to ask yourself
- Am I solving the right problem?
- Is there any data or research to help me?
- How have others approached this problem before?
- What is the right first small step?
- Why am I solving this problem?
10. Ask great questions
- “You can’t know all of the answers, so just ask great questions”
 - 5 things to think about a great question
- Is it relevant to the person you’re speaking to?
- Do you really want to find this out?
- Will the answer support you?
- Can you find this out online?
- Are you being curious about the business world?

Question and Answers

Q: What should you do if you’re naturally good at something and are not passionate about
it?
A: Try to pursue something that you genuinely have passion for. If you enjoy it you’ll get
much further in it.

10:30 - 11:00 Nailing Commercial Awareness

Elspeth Coates-Gibson
Linkedin - here

Introduction
- CCO at Appointedd
- Edinburgh based scale-up
- She is responsible for partnerships & marketing?
- Studied primary school teaching but then pivoted in her last year
- Spent early part of her career working with Bright Network
- Done an internship for John Lewis

What does commercial awareness mean?

- Thinking about the challenges of the business in the right way
- Very aware of what the business is going through and having real consideration
- Asking the right questions
- Prioritising the correct things

How do you develop commercial awareness

- Think about the business in depth
- How do they make money?
- What is the business direction?
- Who are they hiring?
- Are they adapting their business model?
- Looking at the wider landscape
- How are their competitors working
- What are they doing moving forward?
 - How are they adapting moving forward?
- What are they thinking about?

How to apply it?

- Think about customer profiles
- Understanding customer's core motivations
- Take the time to consider why people interact with the business
- Communicating clearly
- Showing empathy to what they’re doing
- Asking questions
- Asking open questions
- Book recommendations
- The mom test

Toolkit
- Google Alerts
- Industry-relevant publications
- Linkedin
- Other social media - tone of voice
- Values and culture initiatives
- Reporting
- Podcasts
- News Publications
- Bright Network

Key considerations
● Empathy
● Persona
● Industry context
● Competitors/SME’s
● Not being afraid to ask difficult questions
● Openness
● Learning & Sharing

Questions and Answers

Q: How should you include commercial awareness in CV & Cover Letters etc
A: Showcase your awareness of different initiatives that they have and give real, specific
examples of how they’re addressing business challenges. If a business is looking at your
Linkedin profile what have you got on there to show you are clued in.

Q: How should you approach mentioning competitors when in an interview?

A: Not singing their competitors praises and making them seem better than the company
you’re applying for.
- Noticed you did X similar to this company
- ‘What do you think about X competitor's approach?’
Q: Is commercial awareness important in a non-traditional commercial role?
A: Commercial awareness is the challenges, problems, direction, and viability of a company
which is important no matter what business you’re applying for.

11:30 - 12:00 Networking

Tahmid Chowdhury
- Co-Founder of Here for good
- Forbes 20 under 30
- Sits on 5 other charity boards

Networking
- This is just a series of conversations
- Important thing is to make the most of the opportunities
1. Everyone in the room is human
- Remember this to have a more natural conversation
- This makes things more memorable
- The conversation will be a lot more engaging too
2. Have an icebreaker
- Help make the conversation easier
- It could be a joke, or a question anything to make things easier
3. Know your elevator pitch
- Always know your elevator pitch well enough as you never know when you
might need it

The most important thing overall is to be your authentic self!

Questions and Answers

Q: What's your best icebreaker?
A: Easy one to do is speak about the last networking event that you went to. Just try to put
people at ease so you can allow the conversation to flow.
- “I haven’t been to a networking event since…”
- “I remember the last time I went to a networking event, this happened…”

Q: How can you remove the awkwardness when you first speak to someone?
A: Just give yourself a minute or two to allow yourself to relax. When you do make your
approach to someone else.
1. No one likes being alone so they’ll almost always be happy for someone to come
over
2. Go and join a group of around 3-6 people and join the conversation naturally and
speak up when your moment comes, this is very normal
3. Go with a friend to speak to someone else

Q: What should you do if someone is very dry and difficult to speak to?
A: Maybe acknowledge it and take a break from speaking to them and then come back to
them later. If they’re bored with what you’re saying, then try changing up the topic. If you’re
not sure who to speak to, try speaking to the organiser of the networking event.

Q: If there’s someone I really want to speak to them and then end up going full fanboy. How
do you deal with the nerves and pressure of speaking to someone like that?
A: Have a buffer, so talk to them in a group. This will help you to come across as a little more
relaxed and social. This makes the conversation more relaxed and easy to join in.

Q How to write a good elevator pitch?

A: Be able to explain your proposition in one line and who is benefitting from this? 5 really
clear sentences of why, what and how of your business/yourself.

Q: How do you keep that connection warm over a long period of time?
A: Feel free to reach out to them, don’t be disheartened if people don’t reply as it’s most
likely that they’re busy.

13:30 - 14:00 Firm Upskilling - Transferable Skills

Introduction
Harvey Smith
Ruby Eaves

Objectives
1. What the transferable skills are, identifying & showcasing them
2. Demonstrating transferable skills in an interview setting
3. Describing your achievements
4. Applying your transferable skills on your CV

What are transferable skills?

- Transferable skills are a core set of skills and abilities which can be applied to a wide
range of different jobs and industries
- Here are some examples - here

Top employable transferable skills

- Teamwork
- Professionalism
- People skills
- Commercial awareness
- Decision-making and problem-solving
- IT Skills
 1. Professionalism

What words do you associate with professionalism?

- Diligent
- Formal
- Punctual
- Honest
- Ethical
- Respect

2. Commercial awareness

‘Commercial awareness is only about keeping up to date with the latest news’
- False

- Includes the wider space that the business operates into

- Looking into the market of the company
- Being aware of movements in the market
3. People skills

What words come to mind when you think of people skills?

- Patience
- Supportive
- Genuine interest
- Honesty
- Empathy
- Active Listneing
- Good Judgement
- Good Manners
- Flexibility
- Proactive
- Strong communication skills

How many of you have a CV already? What do you think about your CV?
- If anyone wants me to check over their cv drop me a message on Linkedin and I’ll be
happy to give feedback

Identifying and describing your achievements

- Work experience
- Worked as a customer assistant in a book shop, helping customers and
influencing their purchasing decisions. Thanks to my friendliness, efficiency
and knowledge, I won a ‘good customer service’ award twice in one year
- University or School
- Desingin an eye-catching PowerPoint presentation with visual effects to
present my research findings to my peers in my project group
- Sport
 - Played for the local football team as captain, encouraging my teammates and
leading the tema to win the local cup

The crucial next steps

1. Sign up to our other events
2. Sign up to the ICAEW Careers +
3. Apply on ICAEW training vacancies

Questions and Answers

Q: How long should a CV be?
A: Usually 1 to 1.5 pages. It depends on what you find relevant for the roles and the number
of experiences you can find. Can be 2 pages. Anything over 2 pages is a bit much. Most
employers scan over the CV in one quick go so don’t make it too long.

Q: What are the essentials for the CV?

A: Be relevant to what the job is asking for. Doesn’t have to be work experience, can be
transferable skills. People are usually looking for key competencies.

Q: How can you include old slightly irrelevant experiences?

A: You’ve got great experience, lots of different transferable skills and try to relate it back as
much as possible to the current role. It’s also a brave step to go into a completely different
area. You can reframe it in a positive way.

14:00 - 14:30 Preparing for Interviews and

interview techniques
Janya Gadhia

Agenda

1. Preparing for unterviews

2. Interview technique
3. Making your answers impactful
4. Q&A

1. Preparing for interviews

Starter questions
- Have you ever done a video interview?
- If you have, how did it go?
- How did you feel about it?
Application process for PwC
- Application form
- Behaviour-based assessment
- Video Interview
- Virtual career focus day

Video Interview
- Video interview is the penultimate stage of the application
- You record your responses to a range of questions and case studies
- Questions are motivation and understanding based - don’t do competency based
questions
- Opportunity to tell us about yourself and why you’re interested in a career at PwC

How to: Prepare

Before the day

- Research the company and role
- Research and practice possible questions
- Ensure you have the right equipment and test it
- Look at the core values and skills they look for
- Contact for any adjustments
- Complete PwC ‘Video Interview’ e-learn

On the day of the test:

- Is your tech working and fully charged?
- Find a private space with a neutral background
- Minimise distractions
- Look directly at the camera
- Make sure you structure responses using the STARR method!!!!! And keep them
concise
- STAR doesn’t include reflection! So use STARR
- Remember to smile
- Be yourself

Researching: PwC
- Who PwC’s competitors are?
- What sector do PwC operate in?
- What are PwC’s core values?
- Who are our clients?
- What is the culture at PwC?

Researching: Role
- Do I know what the job entails?
- Do my skills match the job role?
- Why did I choose this role?
 - Is there a professional qualification?

Business Acumen
- Staying on top of industry news
- Subscribing to different publications (e.g podcasts, publications)
- Keep up to date with PwC’s insight page
- Networking with people in that industry
- Take a look through the annual report to help give you an understanding of how your
company is functioning

Can you think of a recent news story or world event which may impact the company
you’re applying for?

Types of Interview questions

1. Competency Questions
- Questions aimed at assessing whether your past experiences demonstrate
beahviours and the skills set required for the role
2. Credential Qustions
- Questions aimed at verifying what you have up in you application or CV
3. Motivational Questions
- Questions designed to find out how much you actually know about the role
and what will push you to succeed in a a role once you get there
4. Scenario Questions
- Questions designed to see how you would act in a hypothetical set of
circumstances

STAR Technique
Situation - Set the scene and context
Task - T
Action -
Result -
Reflection* -

*This will set you apart from other applicants

How to: be specific

Why do you want to work for PwC?

A: I want to work at PwC because they work with big clients all over the world
B: I want to work at PwC because of the calibre of clients. They have worked with 85% of
Fortune 500 companies, such as the Bank of America and Tesla. Many of their clients have
global offices, meaning I will get the opportunity to work on projects which has a big impact
and may have the opportunity to travel as part of the role.

B is a much better answer as it gives specific examples

What motivates you to persevere when you encounter obstacles?

A: I really like a challenge because it gives me an opportunity to demonstrate my skills of
resilience and problem-solving
B: There are always going to be obstacles and I think it’s important to be motivated by the
end result of overcoming them. However, personally, working with other people to come up
with a solution is what motivates me. I encounter this frequently when playing hockey for my
school. We work together on and off the pitch to come up with a strategy and motivate each
other when we’re losing.

B is much better as it showcases the personality much more

How to: conduct yourself in interviews

1. Arrive on time
- It gives a good first impression and ensures you’re not flustered
2. Dress code
- Dress appropriately for an interview; smart casual is ideal for PwC
3. Minimise distractions
- Turn off notifications on devices and tell family and friends not to disturb you
4. Be aware of habits
- If you know you have bad habits such as pen clicking, remove the temptation
5. Be yourself
- Bring your personality to the table so the interviewer can get to know the
professional you

Questions and Answers

Q: How to prepare for an online interview
A: Look online to see if the company you’re applying for has their own online test and
practice with that

Q: How can you prepare well for an interview?

A: Don’t have a script as it will come across as very robotic

15:00 - 16:00 Business Operations & Marketing

Shelly O’Gilvie, Host - here
Evelyn Bate -
Agenda
1. About Nestle
2. About FMCG
3. About Today

About Nestle
- The purpose is to unlock the power of food to enhance the quality of life for everyone,
today and for generations to come
- Head offices in York and Gatwick
- 447 Factories Globally
- Employ 8000 employees in UK
- 97% of UK hoursholds have a Nestle Product in their home

About FMCG
Fast Moving Consumer Goods
- What it is?
- Produce manufacture and distribute household and personal items found in
supermarkets, pharmacies, conveniences stories petrol stations, out of
homes and eCommerce
- What is it like?
- Highly competitive
- Constant evolution and change
- Impact of economy and how we adapt
- Corporate social responsibility
- What does this mean from a career perspective?
- Breadth of career and development opportunity across multiple
functions/locations
- Working with brands
- Innovation
- It’s meaningful - serving the needs of consumers
- Contribute to be a force for good

What do we do?
- Idea
- Marketing
- Product development
- Source
- Supply chain
- Produce
- Manufacturing
- Engineering
- Packaging
- Sell
 - Sales
- Marketing
- Deliver
- Supply chain

Overarching topics
- Finance
- HR
- Communications
- Legal

Evelyn Bate
- 2000 Jouned Nestle
- 2002 Supporting new businesses in CCSD Role
- 2003 Area Manager in Feild sales
- 2005 Account Manager for ASDA CBB
- 2007 Account Manager for ASDA CBB & Waitrose Confectionery
- 2008 Sales Capability Lead
- 2011 Mission - Switzerland (NCE)
- 2013 HRBP Tutbury Factory
- 2016 HRBP Sales
- 2018 Head of Learning and Development
- 2019 Maternity Leave
- 2020 Head of Academy at Nestle

Rob Brown

Marketing

What do Maekretes at Nestle do?

- The role of marketing is to drive market share through brand building
- Identify consumer needs
- Delight consumer needs

Building brands the Nestle Way

- Shape
- Deep understanding of consumers & Shopper
- Creation of Brand Essence and Brand Properties
- Plan
- Lead concepts & development of marketing ideas and strategy
- Developing and managing the marketing mix
- Deliver
- Execution of the plan throughout the path to purchase
- Accountable for the financial delivery of brand and projects

Aero
- They have a very specific consumer profile
- Woman names loise
 - She has primary school children
- By having a customer profile that gives us a very strong idea of what we need to do
to appeal to them

What do we look for in individuals that are applying to Nestlé as a marketeer?

- Be bold
- Be curious
- Be inspiring

A Career in Supply Chain

- The supply chain ensures that customers can access the products that they need
- They manage the demand that is needed
- Storage
- Packaging
- Costing etc

Looking to build a sustainable future

- Raw materials
- Packaging and recyclability
- Sustainable sources of energy
- Using machine learning Internet 4.0

What you can expect from a career in supply chain

- Results focus
- Networking
- Strong communication
- Problem Solving
- Influencing
- Building strong long-term relationships
- Creativity
- Courage
- Resilience
- Understand the end-to-end value change
- Cross-functional teamwork

Operations
Introduction
- This consists of manufacturing
- Includes engineering, project management, safety etc
- Product and processes

Career in Operations
- Manufacturing is a fundamental aspect of any economy. In Operations, we bring
together technical, operations, quality, safety, leaders, and food safety professionals
to make high-quality, affordable products that everyone needs. We convert raw
 materials into products that are exciting and meet the standard that our customers
and consumers expect

Is manufacturing a good career choice?

- A career pathway in operations does not have to be a straight line. If you join an
organisation and want to specialise, there are many options, safety, quality,
leadership etc
- A career in operations goes beyond the day-to-day. You could be involved in exiting
projects looking at food waste, environment and sustainability projects as well as
innovation and renovation or your local community

Sales
Jason Milloy
Sales are about a complete business management experience, not just the typical
salesperson

Technical Skills
- Selling
- Achieving targets
- Forecasting
- Negotiating
- Budgeting

People Skills
- Cross-functional teamwork
- Networking
- Active Listening and asking great questions
- Resilience
- Infleuincing
- Communciation
- Understanding needs
- Building deep and meaningful long-term relationships

Whilst always being yourself - valuing the diversity of the shoppers and consumers who buy
our products
When managing the relationships in sales, it’s not always the direct consumer, sometimes
it’s the people behind the scenes that help you to the product into the stores in the first place

Finance
Rhianna Lindsey
Finance are at the heart of business success acting as true business partners to support,
inspire and succeed. Striving to achieve ambitious business targets or providing insight and
analysis to improve decision making and drive value in the orgasnation, everything is done
with integrity and trust, adhering to the financial protocol

The F&C Spirit

1. Support
2. Inspire
3. Succeed

What coukld a career look like in finance?

1. Controlling
a. Sales
b. Business Unites
c. Nespresso
d. Operations
e. PTC
f. Factory
2. Speacilist
a. Finance Excellence
b. Audit
c. Pensions
d. Tax, treasury and Insurance
e. Business Analytics
3. Decision support
a. Planning and Reporting
b. Csoting
c. Financail Services
d. Sales Finance
e. Sales Controlling Support

What skills do you need to work inFinance

- Current ficus areas
- Story telling inclusion
- Building a finance community
- Fianical Managment
- Governance
- Risk and Compliance
- Business Processes & Digital
- Insightful Reporting and Business Analayiss
- Effective Business Forecasting and Planning
- Strategy & Stakeholder Engagement

HR
The role of Human Resources
- Creation and implementation of people strategies
- Supporting people, utilising talent and developing skills and capabilities
- A Focus on employee engagement
 - Driving leadership and managing change

What to expect
- Attraction
- Recruitment
- Rewards and Benefits
- YOung Talent
- Culture and Values
- Retention
- Employee engagement
- Salary management
- Regontiion
- Employee Lifecycle
- Development
- Learning and development
- Talent Managment
- Training
- Line Manager Capability
- Change management
- Employee relationships
- Organsitiaonl Capbilities
- People Streategy
- Line Manager Capbiolity
- Operations
- Compliance
- Policies
- Employee Relations
- Analytics and technology

SKills
- Stakeholder Networking
- Customer Service
- Negotiation
- Project Management
- Teamwork and Collaboration
- Problem Solving
- Leadership SKills
- Time management
- Relationship Managment
- Courage to challenge
- Communication skills

Questions and Answers

Q: How important is creativity in marketing, HR etc?
A: The ability to adapt to change is so critical and Nestlé test for it in every role. You don’t
need to be an initially creative person to start with, there will be lots of people to support you.
16:00 - 17:00 Panel Q&A

Background
Millie Norton
- Study computer science
- Found a love for cyber security
- Did a gap year
- Went to UCL to do a master and was applying to grad schemes
- Came across dyson
- Has an interview and was lucky enough to get it
- Doing 4 lots of rotation across her 2 years

Daniel Pitcher
- Left school in 2015
- Studied at Aston uni
- Done a placement year in Netherlands of finance
- Graduated in 2020
- Been based in London working for Sky

Nathan Hamilton
- Work for Enterprise Rent a Car
- Business Managemetn Trainee scheme
- They give you skills to run a business successfully
- Help you to acquire transfferable skills
- Done 3 years of psychology at leeds
- Took a year out to go down the mental health route
- Always wanted to start his business

Benjamin Driffort
- Studied law after high school and double majored in english
- Worked in business development and worked for a fashion brand then cosmetic
brand
- Worked on Korean beauty related tasks
- Moved to Durham in North Carolina
- Decided to shift his career from Luxury to Tech
- Works for Zoom
- Really enjoying it

Q: What was your biggest achievements

A (Benjamin): Recieved scholarships from Imperial or KCL, the biggest thing he learned was
you’ll never get it if you don’t try. He wasn’t confident that things wouldn’t work out but he
gave it a go anyways
A (Millie): Going through the whole process of university and then finding a job that she
genuinely enjoys

Q: How do you get over failure?

A (Millie): With job applications it happens, you take it in but you just have to take it with a
pinch of salt, don’t let it hold you back.

Q: How do you approach failure?

A (Millie): Even when things don’t work out, it’s not the be all and end all. If you know you
have a passion then you’re going to persevere.

Q: What failures/learning points did you have on the way to getting your grad role?

A (Daniel): He failed one module at uni as he didn’t get the grades that he wanted to.
However, he learned so much more from that module. If you still have the passion and drive
after the module then you should continue to go after what you want. If you’re applying a
role, you also go through the process of understanding if the role is right for you.

Q: What has been your biggest failure?

A (Nathan): There’s a theme of taking a failure as a learning opportunity and having it as a

positive learning experience is key. Perseverance is also key. Came out at the top of his year
with a first-class. It’s important to have great support, particularly at work.

Q: Why did you choose the sector that you’re in and how did you know it was right for you?

A (Nathan): Started in psychology and was interested in how the brain works. When in the
university there are some modules that he really liked, then others that he didn’t like. Got a
job working with people in mental health but he realised that it was not what he wanted to
do. He found a job that has a lot more career progression, he’s doing something that aligns
with his values and helps him to develop as an individual.

Q: How did company values influence your applications?

A (Millie): As she is a woman who works in stem, she found that she wants a company that
supports women inclusion etc to ensure she had enough support.

Q: Was the tech boom during covid something that influenced your decision to work at
zoom?

A (Benjamin): Yes definitely, he had never heard of zoom until the pandemic. Tech is very
future-proof. Every firm is going to become a tech firm.

Q: Why did you decide to work at Sky?

A (Daniel): For international business, first year was very generic, second and final year you
can specialise. He excelled in finances and that’s what he done as his placement. Finance is
very broad. It was quite a natural progress to move to finance. For Sky specifically, he’s the
type of person that he’ll try to get stuck in, from doing that throughout the university, he found
he was able to make a highly confident decision to go to sky. It’s leading in the industry and
he wants to play a part of that. He’s building a social tariff to help people that are struggling.

Q: How has the living crisis impacted the work that you’re doing?

A (Daniel): Find a company that is willing to move with the time. Many companies to move
with the times, they need to adapt and move forward quickly. They’ve been doing some
recession planning which most companies will probably be doing

Q: Do you find that your roles are affected by the pandemic?

A (Millie): Dyson has been in person the whole time. They’re working in air hangars, there’s
mental health facilities, coffee shops etc. Even though they can’t work from home, there’s
loads of perks that are put in place to make sure that you’re in a nice environment

Q: What advice would you give to those going into work in the new environment?

A (Nathan): When you apply you should look for a role, make sure that it’s a company that
isn’t going to go anywhere. Research the company values and what they’re doing to support
both their customers and employees so you have a good idea of what’s expected of you.
When it comes to your interviews, make sure you express yourself and showcase your skills.

Q: What qualities do luxury companies look for?

A (Benjamin): Passion then knowledge of the company, competition, you need to be able to
see it as a business prism and use your network. Benjamin didn’t know many people but still
managed to get into it. He recommends using Rocket Reach to build your network.

Q: How to do analysis for companies?

A (Daniel): Do SWOT & PESTLE Analysis to understand them.

Q: What do you do day to day?

A (Millie): Product security, risk assessments for any products. Does a lot of research on her
current rotations. The previous rotation was more about IP (intellectual property), monitoring
malware, and phishing behaviour.

Q: How have you utilised your degree in your current role?

A (Nathan): Understanding what makes people tick and why people behave the way they do.
It’s loosely linked and understanding how to approach different business challenges.
Day 2

9:00 - 9:30 Problem Solving and Aviation

Mel Kose, BA - Linkedin

Common problems
- Weather
- Destinations
- Technology
- People
- Natural Disasters
- Onboard scenarios

Problem Solving
- Defining the problem
- Analysising the problem
- Generate solutions
- Analyse solutions
- Select the best solution
- Review

Example of the process above

- Affect of COVID on our infrastructure
- What problems do we think we could face? Too much or too little room?
- Could we make changes e.g. speed up new social distancing restrictions
- Model different scenarios - different schedules
- Which solution do we think is most achievable and will bring the most gain?
- New information is now available - re-define the problem

Pilots use this method

- Time
- Diagnose
- Options
- Decide
- Assign Task/Action
- Review

Top tips for problem solving

1. Put your problems into perspective
- Everyone has challenges and is constantly problem solving
- When you know how common they are you can approach them confidently
2. Map out all of your options
- Make sure you ask every question in your mind
- Even if it sounds simple do it
 3. Use other people for support/guidance
- The last thing you want is thinking that you can solve everything by yourself
- Making use of the expertise around you is the best way to be creative

British Airwats Graduate Scemes

- Internship
- Business Placement
- For those studying sandwich course
- Can progress to graduate schemes
- 11 months
- Future Leaders
- Graduate scheme
- Designed to develop future leaders
- Rotational program
- Develop your skillset
- Commercial
- Data Science
- Finance

Applicaiton Process
- Usually open in autumn
- Apply online via BA Careers Website
- Online Tests
- Written Question
- Video Interview
- Attend a virtual assessment day
- Interview
- Role play
- Accept our offer of employment
- Complete checks and referencing

What they look for in applicants

- Professional and positive attitude and role model
- Passionate about delivering excellent customer service
- Good communication skills
- Strong team players
- Strong organsiation and prioritisation
- Problem solver
- Self-motivated and proactive
- Reliable and punctual

Speedbird Z - Online Learning Modules

- Help you prepare for interviews
- Career guidance
- Some are specific to British Airways and other
- There are also mentors that you can speak to

Questions and Answers

Q:
A: British Airways have lots of diffferent areas where you can learn and develop and there’s
no fear of hiring people that don’t have the knowledge on how to use their skills. Showcase
yourself and the expreeices you’ve had

Q: What is it like working there?

A: Working for a year and a half, it’s a business model that connects people through
Heathrow and that means they can have a seamless experience. COVIDs last baseline year
was 2019 before the pandemic as business travel is not where it used to be. It’s about
adapting and creating a new baseline as there is a new normal

Q: How do you showcase problem-solving?

A: Link your experiences back to your skills. If you have cooking as a hobby and there’s so
much that comes under that like time management, attention to detail, and communication.
So really dive into the skills that you get from your experiences.

9:30 - 10:00 Launching Breakthrough Consumer

Innovation
Callum Wood - Linkedin

Strategy for Noticeable superiority

1. Irresistibly superior products
2. Irresistibly Superrior Packaging
3. Superior Brand Comminication
4. Superior Retail Exceution
5. Superior Consumer & Customer Value Equations (Pricing)

Setting a new standard is the way that consumers are willing to pay more and pay again.
People are willing to spend more than £25 on moisturisors.

3 main razors
- 1860 - 1903
- Non-dispobile
- 1903
- 5 dollars which is 140 dollars today
- 1971
- Modern Cartridge Razor

Our vision
- Turn it from a functional product to a good experience
- Try to make the stand and blade very simple
- Making things look better and get everything to reflect that great experience
They are adding value
1. An experience where people are willing to pay more for
2. Higher conversion into blades as many people just buy new razors
3. Higher consumption through increased shaving occasions
4. Higher loyalty

Launch Strategies
- Go big on distribution
- Unmissable instore & ecomm
- Paint UK Neon
- Create mass consumer trials

EDeliveing Distribution instore and online

- Premiums fixture with education
- Display quality
- Display quantity
- Display on-shelf availability
- Main fixtures on-shelf availability

Questions and Answers

Q: How do you calculate the ROI?
A: It’s very difficult to understand how things will go but there are mass strategies that you
can use in a smart way like targeting consumers who are watching football and targeting
them directly after

10:30 - 11:00 BT Means Business

Introduction
Mike Gauterin
- Managing director of BT Enterprise

Career journeys are not a straight line progression

- Mike started off in engineering and now works more directly with customer service

BT Enterprise
- Our Customers
- Big household names
- Government departments
 - Public service organisations right through to small businesses and new
start-ups
- Our Products
- Fixed voice
- Mobile
- Fibre and connectivity
- Network IT services over the biggest UK network in both fixed and mobile
communication
- We connect for good
- Sustainability
- Diversity Equity and inclusion
- Customer service
- Support our customers with an amazing team of 5500 colleagues

The numbers
37,000,00 million calls
1,000,000 customers (actually 1.1 customers)
200,000 Broadband connections
1,000 Vaccination centres
3 MBE awarded to people within Mikes team

Mikes Career
- 2003 Graduate scheme
- 2005 Joined Commercial deparment
- 2008 Senior Commercial Manager
- 2011 Commercial Drector
- 2013 Join BT - Director, Supplier Management
- 2016 Managing director, BT Supply Chain
- 2018 Managing director, BT Enterprise

Your Career
- Values
- What are your values?
- What are the companies values - do they align?
- Can you channel your values into your work and career?
- Learning
- You will have base academia - do you want to do more?
- Will degrees help?
- Self-learning and coaches/peers?
- Capabilities
- What are your core capabilities?
- What are your weak capabilities?
- How can you improve on the 4/10 capabilities by testing them daily?
 - Expereince
- Experince doe snot equal capability
- Can you create experiences to test your capabilities?
- How good is your network to find out about experiences are available?

Q: What do you feel are your own weaknesses and how do you work on them?
A: Has his own personal plan. He doesn’t like to finish things fully, so at 95% he starts to
lose interest. So to counter this he makes sure he’s got people on his team that can help him

Q: How do you deal with moving up in the company?

A: It’s okay to feel imposter syndrome, the best thing you can do is to be curious and ask
questions which will help you to learn.

Q:
A: Negotiation skills are very important especially when speaking to big corporations and
finding win win strategies.
Q: Are there any key traits that BT look for in fresh graduates?
A: Every graduate that he’s worked with he’s been very impressed by. The one thing he’d
suggest is energy, enthusiasm and innovation as it’s difficult to have experience. They want
new approaches, and new mindsets.

Q: How have you prepared to do your job especially during the pandemic?
A: They looked at facilitating the customer needs, it’s not just getting paid for their business
but they want to help them to support them. SOHO - small office, home office

Q: Are there any recommendations like a book or a podcast?

A: Caroline Goyder - Gravitas

BT Careers Website

11:00 - 11:30 Intro to Sales Teams - Google

Introduction
Elise Peterse,
- 30 years old, worked there for 5 years
- Agency Development Manager
- 3 different partner management roles across GCS
- 2 different locations (Dublin and Lisbon)
- Passionate about people
- Google allows you to develop yourself in an area you’re passionate about

Helping people with digital marketing strategy

“We aim to build for everyone”

 - When we say we want to build for everyone, we mean everyone
- To do that well, we need a workforce that’s more representative of the users we serve
- Google is very diverse and inclusive as they want to represent everyone

Google Dublin
- 10,000 googlers from 60 different countries
- Supporting hundreds of thousands of Advertisers, Publishers & Users
- 69 Languages, majority speak 3 languages
- EMEA HQ
- 70% Sales
- 14% Engineering
- 16% G

Noogler’s first week

- Lots of product training
- Preparing to answer phones
- It’s a great time to bond with each other

Careers at Google

Day in the life

1. Walk to work
2. Team breakfast
3. GCS Team Meeting
4. Google Ads Consultation
5. Noogler Lunch
6. Product Training
7. Inclusion Team Meeting
8. Power Hour at the Gym
9. Prepare for the next day
10. 1:1

Who is a salesperson?
- It’s much more of a consulting background
- It’s about understanding the customer
- Key attributes
- Trusted Advisor
- Empathetic
- Industry Expert
- Charismatic
- Active Listener
- Multi-tasker
- Thought Leader
 - Persistent

Consultative Selling
- A consultant is someone who adds value to a business by solving its problems with
expertise

Google Sales Framework

1. Research and preparation
2. Opening
3. Effective questioning
4. Comperehension and summary of needs
5. Solution Pitching and Matching Needs to benefits
6. Closing & Next steps
7. Follow up

Questions and Answers

Q: You need to make sure you’re on top of trends but how can you do that?
A: Market is always changing, but there’s a lot of training which is facilitated by linkedin, it’s
really up to you to make sure you’re kept up to date. Pick the topics that you’re very
interested in and focus on that

Q: What gave you the edge in the application?

A: Was a very unique interview experience and what made it unique was that she was
completely herself and that’s what they look for, she wants to be very authentic. She felt like
she was really heard in the interview as it wasn’t just focused on structured questions.

Q: How important are coding and tech skills in non-tech-related roles?

A: No coding skills needed, you don’t need them even for her role

Q: What do you wish you know before you joined google?

A: She wishes she knew that she was in control of creating that space herself. No one has a
specific executive way of making people do stuff, everyone has got their own method.
Remember you’re hired for a reason and have fun at your job while being yourself.

11:30 - 12:00 Becoming a trusted advisor to the

C-Suite: A Unique Gartner Opportunity - Gartner

Introduction
Charlotte Burke
Johanne Corneliussen
Charlotte
- Loughborough University
- Brtish Airways
- Milkround
- Family Career Break
- University Recruitment Gartner

Johanne
- Customer service
- London Metropolitan Uni
- Traffic Manager at Bring Express Summer
- Cass Business School
- Account Manager at Gartner

Gartner Introduction
For over 40 years, Garner has helped clients make the right decisions and stay ahead of
change
- Research advisory company
- 300,000+ professionals across all

We’re proud to deliver actionable, objective insight that enables teams to excel in their roles
so that their organisations fulfill their own purposes in the communities and economies
where they operate
- Customer Service and support
- Finance
- Human Resources
- Information Technology
- Legal and compliance

How do we do it?
- Distil the data and expertise that clients need into a unique compensation for making
the right decisions and acting on them
1. Action, Objective Insight
- We are committed to delivering forward-thinking expert insights,
verified practitioner research and robust data analysis
2. Expert Guidance
- We tap into a network of experts that understand our client's roles and
unique challenges, providing the advice to tackle the most critical
priorities
3. Practical Tool
- We equip leaders with the right tools - tools that turn strategy into
execution and drive real, measurable business results
C-Suite
Who are C-Level executives?
- A C-level executive holds a senior role within a company

What do exercitives care about?

- Corporate Objective - The organisational goals
- Mission Critical priorities - The crucial business issue that a C-Level executive must
execute successfully for the ongoing vitalltiy of the organsiation

How do you become a trusted advisor?

1. Establish Credibilility
a. Build strong exertice presence
- Exercutive presence is a blend of temperament, copetnencies and
skills tha tsend all the right signals
- Leaders kniw they must embody executive presence to get ahead
influence and drive results
2. Build Value
a. C-level execustiive want to see what value you can bring them. How you can
save them time, save them money mitigate risk
b. BI’s are tied to corporate objectives
c. To uncover the BI, ask questions that are drive by Garner research

Questions and Answers

Q: What is the difference between consulting and advisor?
A: The main difference is a consultancy comes into your company and does work for you.
Advisory is more giving suggestions for the company to make the decisions, through giving
them more research and knowledge. With an advisory firm, Gartner helps the company
much more long-term.

Q: How has the role of a salesperson evolved through COVID?

A: Not necessarily in terms of Sales but there used to be more of a focus on coming into
office but now there’s much less of a focus on that. Gartner is a people business.

Q: What does your day-to-day look like?

A: As an account manager, there is account management to ensure people get a good
return on their investments and so they’ll engage with researchers, analysts and customers.
The second part of the role is sales as you’ll go through the whole sales cycle of having an
intro meeting and see if it’s a good fit. Everyday is different so you get to learn a lot about
different areas of Gartner

Q: What was one of the biggest challenges you face?

A (Jo): Jo knew nothing about IT but there is a really good culture so she managed to learn,
grow and develop.

Q:
A: 3 Stream
- Global technology business
- 6 week training program
- Earning commision when you’re in your role
- 12-18 month sales development program
- Conference division
- Additional - Consulting services
- Usually language capabilities
- Mainly european languages

Q: Has anyone impressed you?

A: Gartner doesn't hire based on experience so they recruited 6 main traits. So when they’re
looking for sales roles, they want you to be confident, impactful and communicated clearly.
They want to see that you’ve taken initiative, and the will to win etc

Q: What parts of university work do you want to see?

A: Can be a sports team, hobbies, entrepreneurial activities. They look for people who are
quick, lifelong learners. For example, someone done up a classic car and showed his
passion for that really stood out.

14:00 - 14:30 Work Sample Introduction

For anyone stressing about the work sample, honestly, it’s not that deep. They don’t care too
much about what you submit, it’s more about developing the skills that you gain when
working on it

Whatsapp Group - here

Link to work sample - here

Task: Create a one-page new website for Kitkat

- The Kitkat Brand Manager and her team would like to update the website to highlight
social and environmental credentials of the brand
- Think about the social and enviromental factors that relate to the brand
- Make sure you create it on a link that can be accessed publicly!

- Questions
- What factors are most important?
- What messages would you like to get across to the consumer?
- Think about which websites work well for you and get the messages
across concisely
- If someone goes onto a website they might be happy to read up on
further detail so give them something to work on
- Unilever has a sustainable brand image
- Patagonia has a sustainable brand image too
 - How did you treat the people within supply chain?
- How transparent can be?
- Who is your target market and how are you appealing to them?
- How can you integrate York and the heritage into the brand?

I’LL UPLOAD MY WORK SAMPLE HERE SO YOU CAN TAKE ‘INSPIRATION’ lol

Background
- Kitkat is a nestle brand with a long heritage and strong links with the city of York,
including a partnership with the charity York Cares.
- Nestle is the second biggest employer in the City and oftrern generations of people
from the same family wokr at the sight
- The brand works closely with farmers to source Cocoa from West Africa, Palm Oil
from South East Asia, Fresh Milk from Scotland and Sugar from England
- Many forms of Packaging are used for the 2-finger and 4-finger Kitkats
- Nestle Employees get 2 days volunteering a year
- The company has partnerships with Fareshare, Wild Hears and Wildlife Trust
- The Site makes single packs like 4 finger kitkat and multipacks of 2 finger kitkats
- The procurement team have a strategy to buy more services and materials from
social enterprises and diever suppliers (owned by ethinic minorities and women etc)

Steps

1. Open the work sample brief

2. You have the rest of the day and tomorrow morning to work on the task
3. Ask BN peers or research online, you’re not expected to know everything
4. Create your work sample in a document that allows you to share it via link
5. Approach the task as if it were set by a manager in a real work enviroment
6. Focus on doing the task today - do not worry about submitting the work sample today
7. Do your best - we don’t grade your work which means you cannot fail the work
sample

HFSS – High Fat Salt Sugar