So far in our Small Spark Theory podcast series we’ve been exploring the ways we can make marginal gains in our agency new business and marketing performance. We’ve discussed the tweaks and improvements, the tips and tricks that can help us perform better, and see a better return on our time and money.

So far so good.

But even with clear objectives, effective planning, brilliant processes and all the communication skills we have discussed, our best efforts can still be undone by a lack of productivity.

How many times do we find ourselves finalising a pitch deck in a cab on the way to a meeting, scrabbling to submit an RFI seconds before the deadline or simply looking at our new business pipeline and knowing we just haven’t implemented enough of the plan to generate sufficient new opportunities?

Most of us will be familiar with the feeling. The procrastination, indecision and ultimately – paralysis.

So why does it happen? And what can we do about it?

In this episode, we talk to best-selling author Robert Kelsey. Founder and CEO of a successful London PR agency, co-founder and deputy chairman of a leading entrepreneurs’ think tank: The Centre for Entrepreneurs, Robert’s books: “What’s Stopping You?“, “What’s Stopping You Being More Confident?” and “Get Things Done” have sold over 100,000 copies and being translated into 10 languages.

Spoiler alert: The answer to our lack of productivity is rather more complex that we think and requires some honest self-appraisal. The good news is, a tidy workstation and good stationery are still very important. We’re stocking up on nice notepads and post-its right away…

As always, we’ve got a competition for you and will be giving away a copy of Robert’s book “Get Things Done”. So listen in to find out how to win.

Follow us on Twitter @gunpowdertweets and join the conversation at #smallsparktheory

For more information on improving your agency new businesses effectiveness, get in touch with Lucy Mann.