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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.

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Host - Lucy Mann
Producer - Isabelle Jarvis

Aug 9, 2021

In 2017 I interviewed Felix Velarde for this podcast to discuss agency growth planning. It was our 4th episode.

Lots of people got in touch to talk about that episode and the way Felix delivered such a calm, pragmatic approach to a subject that frustrates so many agency owners. How do you grow, and just as importantly, how do you sustain that growth?

Later that year, Felix mentioned over lunch that he’d been approached by an agent who had heard the podcast, and suggested he write a book about the process. Fast forward to 2021 and I’m delighted that Felix is back to discuss that very book: Scale at Speed: How to Triple the Size of Your Business and Build a Superstar Team.

This book is such an invigorating read, whether or not you are in a position to take on the full 2Y3X programme that Felix and his team deliver, it is full to the brim of practical tools and advice to motivate anyone to switch up their growth plans.

We always do a book giveaway with each episode but Felix has kindly agreed to donate 10 signed copies to listeners. Simply listen in to find out how to win.