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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. EP47: The power of community | Ian Harris | Agency Hackers

EP47: The power of community | Ian Harris | Agency Hackers

Dec 7, 2020

I can’t imagine finding an agency owner, who since March, hasn’t tuned in to at least one of the myriad of webinars or zoom chats that have been made available through either our industry bodies (see our earlier conversation with DBA CEO Deborah Dawton), individual agency experts or peer networks. From HR and culture, finance and operations to client service and new business, the range of advice and resources available have been momentous. So for our final episode of this year, it feels fitting to pull up a chair and chat with the founder of one of the UK’s leading agency peer support groups.

Ian Harris has been running Agency Hackers for the last four years, providing a community of agencies with insight, education and support.

Ian joins to me to reflect on a year of twists and turns and look ahead to 2021.

As always we’ll be giving away a copy of Ian’s recommended read: Charlatan: The Fraudulent Life of John Brinkley.

So don your Christmas jumper, grab a mince pie and settle in. The end is in sight.