Small Spark Theory: a marginal gains approach to new business and marketing
Business & Economics Podcasts
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 at #smallsparktheory With thanks to Matthew Syed for audio extract permission. Host - Lucy Mann Producer - Isabelle Jarvis
Location:
United States
Description:
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 at #smallsparktheory With thanks to Matthew Syed for audio extract permission. Host - Lucy Mann Producer - Isabelle Jarvis
Language:
English
EP87: Why we need to stop 'doing' new business | Lucy Mann
Duration:00:22:28
EP86: In-house creative teams. An agency threat or opportunity? | Emma Sexton
Duration:00:37:37
EP85: Changing Perception | Steve Garside | TMW
Duration:00:37:43
EP84: Reposition, rename, rebrand | Rachel Cook | ThreeTenSeven
Duration:00:35:41
EP83: Winning proposals | Joe Ardeeser | Smart Pricing Table
Duration:00:31:49
EP82: How to improve performance and reduce stress | David Meikle | HTBAG
Duration:00:38:18
EP81: Launching an agency product | Paul Halfpenny | Filter
Duration:00:38:03
EP80: Winning new business in the US | Kat Thay | Katalyst
Duration:00:30:50
EP79: An intermediary perspective | Dominic Glenn | Ingenuity
Duration:00:34:46
EP78: Managing digital capacity | Manish Dudharejia | E2M
Duration:00:44:13
EP77: AI, Web3 and the agency | Warren Hutchinson | Else
Duration:00:43:12
EP76: A buyer perspective | Tina Fegent
Duration:00:39:17
EP75: Mastering uncertainty | Matt Watkinson | Methodical
Duration:00:43:04
EP74: New business trends | Alex Sibille | Future Factory
Duration:00:37:18
EP73: Market relevance | Mark Wilson | Futurestate Design Co
Duration:00:46:51
EP72: What to expect in 2023 | Steve Parks | Convivio
Duration:00:47:47
EP71: Managing mindset | Wendy Bollard
Duration:00:32:32
EP70: A client perspective | Gareth Turner | Big Black Door
Duration:00:43:06
EP69: New business talent | Adam Graham | BD Matters
Duration:00:46:56
EP68: Marginal gains in practice | Joe Perkins | Chaptr
Duration:00:32:55