Business Development Associate in London

Isabelle Bradford, a Business Development Associate based in London, shares her professional growth at GLAS and offers valuable advice for graduates looking to follow a similar path.

Can you tell me about yourself?

IB: I’m originally from Buckinghamshire. I compete my horses on the weekend, and I have ‘evented’ internationally. I went to Hartpury University for my undergraduate degree studying Sport and Exercise Science and then studied Accounting and Finance for my master’s at Oxford Brookes. Following my master’s, the opportunity to join the GLAS graduate scheme opened. I felt it was a great fit, so I went for it.

Can you describe your role at GLAS?

IB: When I joined GLAS I was on a graduate scheme, and I’ve worked my way up to Business Development Associate in the London team. I started in the Transaction Support Group, then I moved into the Debt Capital Markets team (DCM) and last year moved into the Business Development Team (BD). So now I help originate new relationships and maintain current ones, as well as work on the scoping, pricing and negotiating of new transactions. I have also recently been put on secondment in Singapore doing Business Development.

How has your role evolved over time?

IB: I started on the admin desk for transaction support, which I really enjoyed and quickly became competent, which led me to looking for more. I then moved to the Debt Capital Markets team. My official job title was centred on client services, but I had more of a focus on liability management and restructuring. I helped with complex transactions and restructurings. Off the back of that, I learnt that my skill set is more suited to the sales team, which is why I made the move in June 2024.

Out of all your roles at GLAS, which has been your favourite?

IB: I love the DCM team and will always have a soft spot for them, and I do get a bit of ‘FOMO’ when a big restructuring transaction comes along. But I think the job where I’ve grown the most is on the sales team. I learnt the most in the team in the first four months due to covering more areas, for example, I hadn’t touched loans for about 2 years, so working on these transactions more often has been great for my development. Also being on secondment, I have learnt more about integration and BD in a new market. There is also a lot more of an entrepreneurial aspect to working in this team and I’ve got an entrepreneurial personality, so it suits me better. People at GLAS don’t have the mindset of ‘this is my role and that’s it.’ Instead, people from all teams are always asking, ‘How can I help?’ ‘We’re all part of one big team. Let’s get it done.

What do you like the most about working at GLAS?

IB: My favourite thing about working at GLAS is that you can ask anyone anything and nobody looks at you like you’re stupid. I can approach our Founder Mia, or our CCO Joanne and ask a question that they will be happy to answer. Our culture means they won’t look at you like you’re silly or think you’re too junior, they’re happy to help. That’s my favourite thing about GLAS.

How would you say that GLAS differs from other companies that you have worked for?

IB: I would say that it has a fantastic, no-blame culture. If someone makes a genuine mistake due to fatigue, miscommunication, or any other reason, the issue is addressed constructively. A procedure is then put in place to prevent it from happening again. There is no blaming, shaming, or outing; instead, there is a sense of support and understanding. Additionally, if someone excels at their job, it is recognized and acknowledged by their colleagues. There is a lot of praise when things are done right, which is always encouraging. Every employee should feel appreciated when they do something well.

What is the most interesting project you’ve worked on at GLAS?

IB: Probably my secondment in Singapore, being a part of the integration and the sales team in APAC has been really interesting. The market is a lot different here, it’s a lot more relationship-based and there are different cultural nuances to adjust to. I’ve really enjoyed learning about the APAC markets and getting to know new people in the region.

What do you think makes the GLAS culture unique?

IB: You can achieve your goals at GLAS, in the sense that the company allows you to develop and move roles to learn more about the business. If you make it clear that you want to move to sales or DCM, or if you want to learn something new, within reason, the company is flexible to accommodate this development. If you want to work on a transaction because it interests you or learn about a new role like cash manager roles, GLAS will support you, as long as you’re confident and proficient in your current role. GLAS helps you progress, but it’s not handed to you on a plate. If you’re a self-starter who wants to learn and put in the time, that is rewarded and encouraged. Particularly in the graduate scheme, you can progress in the way you want if you put in the work and have the potential. You aren’t stuck on a strict path without any adaptation; you can do what’s right for you and what’s right for GLAS.

What advice would you give to undergraduates coming into a position within a company such as GLAS?

IB: Three things. Firstly, be yourself. Do not try to be anyone else because who you are is enough. It’s exhausting to pretend to be someone else, especially if you’re planning to stay somewhere long-term. You can’t pretend to be someone else for five years. Be yourself. Secondly, say yes to every opportunity you’re given. If someone asks you to go to a meeting, do it. If someone invites you to a client event, go. If someone asks you to go on secondment, go. Take every single opportunity you are given. Thirdly, if you really want to achieve and reap the rewards of your work, go above and beyond. Do the role you want; don’t wait for it to come to you. If you want to excel in sales, attend all the events, network, and get to know different people in the industry. I’m someone who knows almost everyone in the company, from the C-suite to the cleaner. You never know when someone might need your help or when you might need theirs. So, in summary, get to know everyone, take every opportunity you can, push for your own success, and just say yes. You’ll never regret saying yes, but you might regret saying no.