 |
Small Spark Theory: a marginal gains approach to new business and marketingAuthor: Lucy Mann
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. Gunpowders 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. Gunpowders 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: en Genres: Business, Management, Marketing Contact email: Get it Feed URL: Get it iTunes ID: Get it |
Listen Now...
EP96: What to measure and why | Lucy Mann
Tuesday, 18 February, 2025
Can you believe we’re already in February? In this episode, we’re diving deep into one of the most crucial (yet often overlooked) aspects of agency sales and marketing—measurement. If you’ve ever struggled with tracking the success of your marketing efforts or found yourself making gut-based decisions about new business opportunities, this episode is for you. I’ll break down two key areas: Marketing Measurement: How to stay consistent by using a simple tracking tool to see what’s really working. New Business Pipeline Measurement: Moving beyond guesswork with a structured, percentage-based system that brings financial visibility and clarity to your pipeline. There's some fiddly detail in this episode so I've compiled everying into a handy guide that you can download here and start implementing today. Please do get in touch to let me know how you get on. Also mentioned in this episode: One Small Spark - Gunpowder's monthly challenge email. EP26: Client Development Part One with Iain Johnston
