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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. EP31: A Client Perspective | Julia Howe |20th Century Fox

EP31: A Client Perspective | Julia Howe |20th Century Fox

Aug 6, 2019

With 30 episodes under our belt if feels like the right time to get another client perspective on all things new business and the client and agency relationship.

Our guest this month is Julia Howe. Julia has enjoyed a globetrotting career on both sides of the client and agency fence, and is currently EVP and Co-Head of Global Marketing at 20th Century Fox.

Julia joins us from LA to share her first-hand experience of how agencies really can make a difference when prospecting, pitching and nurturing their client relationships.

Let us not assume that the agencies who are pitching for, or working with behemoth global accounts such as Fox are getting everything right! If ever there was an episode of Small Spark Theory to truly highlight now paying attention to the small stuff and focussing on performance improvement really counts – this is it.

As always we’ll be giving away a copy of Julia’s recommended read: Deep Work by Cal Newport. Just listen in to find out how to win.