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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. EP34: Northern Agency Focus | Phil Gripton | Waypoint Partners

EP34: Northern Agency Focus | Phil Gripton | Waypoint Partners

Nov 7, 2019

For a variety of reasons I’ve had the opportunity to travel across the country more than usual this year, speaking on behalf of the Design Business Association in Manchester and Leeds, and joining the Agency Collective at events in Bristol and Edinburgh.

 

It’s given me the opportunity to talk to agencies outside of the London bubble and better understand some of the differences and similarities around the perennial challenges and opportunities for growth.

So it was a pleasure to get to chat with Phil Gripton for this episode. Phil is a partner at growth advisory firm Waypoint, supporting agencies in the North of England and Scotland. His experience spans three decades of growing, running and selling agencies, as well as buying agency services in a number of client-side roles.

Phil shares his top tips for maximising agency performance – from boosting profitability to shaping up for acquisition. 

We’re giving away a copy of Phil’s recommended read, Invisible Power by Ken Manning, Robin Charbit, and Sandra Krot – listen in to find out how to win.