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Small Spark Theory: a marginal gains approach to new business and marketing

New business is one of those subjects guaranteed to get a reaction from agency owners everywhere. Many will have a nagging feeling they should be doing a bit more, wonder how other agencies manage to land the accounts they covet, have moments of wild inspiration and energy then falter because the day job just, well gets in the way.
Gunpowder’s Lucy Mann has worked in agency new business for over 25 years and has witnessed these scenarios, and many more like them, as an outsourced new business telemarketer, a new business recruitment consultant, in house new business developer, in house head of marketing, and new business mentor across multiple disciplines and agency shapes and sizes.
Regardless of size and discipline, many agencies encounter the same new business challenges, and more and more, the solution is not necessarily an ambitious marketing plan, or expensive sales resource, but instead a forensic application of process and a marginal gains approach to performance improvement.
Gunpowder’s podcast, Small Spark Theory® explores the small changes we can make to our sales and marketing process to achieve better new business results. With contributions from a range of experts, each episode will examine a single element of the process in detail, providing manageable tips for improvement.

Find our more about Gunpowder Consulting, please visit gunpowderconsulting.com
Follow us on Twitter @gunpowdertweets and join the conversation #smallsparktheory
Music from Jukedeck - create your own at http://jukedeck.com.
Host - Lucy Mann
Producer - Isabelle Jarvis

Dec 13, 2018

Just in time for Christmas we bring you a very special episode of Small Spark Theory.

Across the series, we have asked all of our contributors to share the best piece of advice they’ve been given in their career, so we thought we’d take a wander through the last two years of episodes and pick some of our...


Nov 5, 2018

I’ll admit it, I’m slightly obsessed about the experience that clients and prospects have when they work with (or are considering working with) an agency. 

Just as customer and user experience is now paramount for consumer brands, of course the the same rules apply for B2B. There will always be other agencies who...


Oct 11, 2018

Earlier this summer, Jemima Monies, Head of New Business & PR at adam&eveDDB wrote an article in Campaign about why new business leaders need to fight harder to be heard.

She closed the piece with a rallying cry to the industry to “value new business people’s opinions, invite them to speak out and elevate them...


Sep 2, 2018

Finding an alternative revenue model to the billable hour, is a topic we touched on with Erica Wolfe-Murrayof Lola Media,back in Episode 14,as we explored the subject of an agency’s intellectual assets, and returned to in our episode on pricing creativity with Blair Enns.

 

And as we head into what is arguably the...


Jul 25, 2018

Right at the beginning of this podcast series we talked about the importance of setting objectives for growth that in turn, guide the new business & marketing plan and activities. But what if those objectives include a sale or exit? We need a different level of planning altogether.

 

In this episode I am joined by Tony...