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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

Apr 3, 2017

For agency leaders, managing the day to day business of client and staff needs whilst staying focused on a clear growth trajectory can seem an insurmountable task.

Whether you are looking for a high value exit, attempting to break through the turnover ceilings of one, two five or ten million or simply want to avoid the boom and bust revenue rollercoaster, this podcast episode is for you.

Agency growth expert Felix Velarde has founded, grown and sold agencies many times over and now works with as a consultant and mentor focusing on strategy-driven growth and agency scaling. In this episode we discuss the need for differentiation, building superstar teams, and power of planning and process.

This month’s book recommendation is The Four Obsessions of an Extraordinary Executive by Patrick M. Lencioni – as always we’ll be giving away a copy – tune in to find out how to win.

You can read more about Felix here.

Follow us on Twitter @gunpowdertweets and join the conversation at #smallsparktheory