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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. EP36: Agency messaging | Roland Gurney | Treacle Copywriters

EP36: Agency messaging | Roland Gurney | Treacle Copywriters

Jan 6, 2020

For marketers, brand positioning, proposition, messaging and tone of voice are no less fundamental than a visual identity. However, as we’ve discussed here before, for agencies -  largely SMEs and often without dedicated marketing resource - finding the time to achieve clarity here, let alone implement change, is a challenge.

Back in episode 6 we talked about maximising agency websites and touched on positioning copy and about us pages. We dug deeper into agency positioning the following year when we talked to David C. Baker in episode 13. There’s so much more to say about messaging so I was very happy to stumble across the Treacle Copywriters blog (thank you LinkedIn) full of no-nonsense advice for agencies.

In this episode I talk to Treacle founder Roland Gurney about the common messaging pitfalls and the opportunities for agencies to express their difference.

We’re giving away a copy of Roland’s recommended read: Cashvertising by Drew E. Whitman. Listen in to find out how to win.