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Small Spark Theory: a marginal gains approach to new business and marketing

By Lucy Mann

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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 Follow us on Twitter @gunpowdertweets and join the conversation at #smallsparktheory Music from Jukedeck - create your own at Host - Lucy Mann Producer - Isabelle Jarvis Editor - Clair Urbahn

Customer Reviews

Invaluable listening!

I was never a fan of podcasts because I could never find a suitable time to fit them into my daily schedule. After subscribing to Small Spark Theory, I now make sure to find time to listen. Lucy and guests are consistently interesting, helpful and entertaining

Full of useful advice

Just did the whole set again and they're full of useful stuff... really enjoyed them.


Don't miss your weekly fix of Small Spark Theory! And if you haven't started yet, listen now to EP16 Pricing Creativity with Blair Enns. It's a gamechanger!

Small Spark Theory: a marginal gains approach to new business and marketing
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Customer Ratings