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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. EP83: Winning proposals | Joe Ardeeser | Smart Pricing Table

EP83: Winning proposals | Joe Ardeeser | Smart Pricing Table

Dec 1, 2023

December 2023 marks seven years of Small Spark Theory. Mindblowing then that’s it’s taken this long for a dedicated episode on the topic of proposals - such a crucial element of the new business process but a perennial pain point all the same. 

Joe Ardeeser was so determined to find a better solution for turning around compelling proposals for his digital agency that he designed his own software. And so Smart Pricing Table was born. 

Joe joins me in this episode to discuss the thinking behind the software; the power of packaged services; the proposal as a collaborative tool between agency and prospect and Joe’s love of marginal gains. 

As always we’ll be giving away a copy of Joe’s recommended read: Good to Great by Jim Collins. Listen in to find out how to win. 

Also mentioned in this episode:

10 Rules Every Agency Must Follow For Winning Proposals

Built to Last by Jim Collins

Sell Like Crazy by Sabri Suby

Thanks for listening this year. We’ll be back in 2024 with more conversations and more marginal gains designed to help you attract and win more business. 

Enjoy the festive season!

This episode is sponsored by E2M, the #1 white label digital agency partner. Visit https://www.e2msolutions.com/smallsparktheory/ to enjoy 20% discount on your first month.