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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

May 2, 2018

Following the success of the Win Without Pitching Manifesto, Blair Enns’ much anticipated book – Pricing Creativity: A Guide to Profit Beyond the Billable Hour was published earlier this year.

I’ll admit, I was worried how this transformative approach to pricing would fit into this series, where we explore how we can implement small changes to our sales and marketing toolkit and processes, but rest assured, as Blair explains in this episode, there are changes you can make today that will reap tangible rewards.

I know I say this every time but this is one episode you really won’t want to miss!

You can hear more about mastering the value conversation in Blair’s discussion with David C Baker in this episode of 2Bobs.

Blair and David will be reprising their new business summit for one time only this summer for the DBA. You can find details of tickets here, but be quick, this is likely to sell out fast!

We have a phenomenal prize for one lucky listener, tune in to find out how to win.

Also mentioned in this episode Thinking, Fast and Slow by Daniel Kahneman