Over the recent months, I have observed how agencies have been experiencing the impact of economic uncertainty – including the stalling of client decision-making, frozen budgets, disappearing pipelines, and everything in between. In their recent BenchPress report, The Wow Company described last year as ‘brutal’ for agencies, and as 2024 adds more political uncertainty, there is […]

Over the recent months, I have observed how agencies have been experiencing the impact of economic uncertainty – including the stalling of client decision-making, frozen budgets, disappearing pipelines, and everything in between. In their recent BenchPress report, The Wow Company described last year as ‘brutal’ for agencies, and as 2024 adds more political uncertainty, there is […]

Over the recent months, I have observed how agencies have been experiencing the impact of economic uncertainty – including the stalling of client decision-making, frozen budgets, disappearing pipelines, and everything in between. In their recent&nbsp;BenchPress report, The Wow Company described last year as ‘brutal’ for agencies, and as 2024 adds more political uncertainty, there is […]

EP87: Why we need to stop ‘doing’ new business | 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.
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

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Marketing

Management

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

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EP87: Why we need to stop ‘doing’ new business | Lucy Mann

EP87: Why we need to stop ‘doing’ new business | Lucy Mann

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