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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. EP78: Managing digital capacity | Manish Dudharejia | E2M

EP78: Managing digital capacity | Manish Dudharejia | E2M

Jul 10, 2023

Winning new clients has never been straightforward. But after the upheaval of the last few years, last year in particular we saw an added complication - resource.

And of course that scarcity of talent naturally increased salary expectations, meaning that profit margins on new and existing projects were being squeezed even further. 

For this episode I speak to Manish Dudharejia, founder and president of E2M Solutions (and I'm very proud to say, sponsor of Small Spark Theory) about how his 180 strong team support over 150 agencies with white label digital services to take the pain out of the scaling and resourcing process. 

We explore how Manish's desire to build a people over profit business has created a powerful niche which allows him to focus hiring and developing specialist digital talent, allowing agencies to focus on building their client relationships, all while protecting profit margins. 

We'll be giving away a copy of Manish's recommended read: Measure What Matters: The Simple Ideas that Drives 10x Growth by John Doerr, listen in to find out how to win. 

Also mentioned in this episode:

Traction: Get a Grip on your Business by Gino Wickman

Atomic Habits by James Clear

E2M introductory offer for Small Spark Theory listeners

This episode is sponsored by E2M, the #1 white label digital agency partner.