Let’s be honest. These are uncertain times.

Even those agenciy owners who are highly proficient in keeping the new business pipeline bubbling, will probably have had a heart-stopping moment or two over the last 18 months. An unexpected decision by a client, the surprising cancellation of a new project after the green light has already been given, or as one observer recently described to me – client paralysis.

So far in the Small Spark Theory we’ve been examining all the parts of the sales and marketing process to understand where we can make marginal gains.

But understanding not only how we sell but, what we sell, has never been more important.

In this month’s episode, we chat to Erica Wolfe-Murray, of Lola Media. With a unique mix of experiences from finance and the creative sector, Erica is an established thought leader on the subject of business growth through creative use of IP.

This is our first eye-opening episode from Erica who’ll be joining us later in the year to discuss revenue models.

As always we’ve got a competition and will be giving away a copy of Erica’s recommended read: A Soldier of the Great War by Mark Helprin. Listen in to find out how to win.