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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

Feb 3, 2020

There is no doubt there has never been a better time to rethink the way that agencies deliver their services to clients.

With endless technology options, flexible workspaces, and an increasing supply of freelance talent, the barrier to entry is lower than ever for budding agency founders.

So far so good. And yet I’ve met so many founders of small, start-up agencies who are reticent to show their size or ‘virtual’ status for fear of putting off potential clients.

For this episode, I met with the multi-tasking design thinker and doer Emma Sexton, CEO of MYWW™, creator of the Inside Out Awards and co-presenter of TalkRadio's Badass Women’s Hour.

I wanted to find out how Emma has perfected her remote-first agency without compromising on ambition. Are clients willing to try something new? Or is there still safety in size?

Tune in to find out more and be in with the chance of winning a copy of Emma’s recommended read: The Courage To Be Disliked by Ichiro Kishimi and Fumitake Koga.