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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

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  2. EP30: Rethinking Procurement | David Meikle | How to Buy a Gorilla

EP30: Rethinking Procurement | David Meikle | How to Buy a Gorilla

Jul 1, 2019

We’ve touched on the subject of procurement over a number of episodes in this series so far, and it’s a topic I wanted to come back to and delve a little deeper.

 

Much of the time I deal with small to medium sized agencies, all specialists in their respective fields, many of whom are working with large brand owners with significant purchasing power. Such accounts can be transformative for an agency looking to grow - the opportunity to do the kind of work that is high profile enough that in turn, it will attract more, equally prestigious new work. But these relationships are not without risk.

 

In this episode I chat to David Meikle, consultant and author of How to Buy a Gorilla, about the relationship between marketing, procurement and agency, and how to create value.

 

Listen in to find out how to win a copy of David’s book.

 

Also mentioned in this episode are:

 

Win Without Pitching and Pricing Creativity by Blair Enns

 

Implementing Value Pricing by Ronald J Baker

 

Take a Stand for your Brand by Tim Williams

 

Buying Less for Less by Gerry Preece and Russell Wohlwerth