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

Sound the new business klaxon! You’ve got an opportunity to meet the prospect of your dreams.

That first meeting, the pitch, the first strategy or creative presentation with any new prospect or client is a huge opportunity to dazzle, yet this last precarious mile of securing the business can so often be derailed by nerves, lack of preparation or simply lack of experience.

How do you become an engaging presenter? How can you get rid of pre-pitch nerves? How can you make the very best first impression?

In this month’s podcast I’ll be exploring how we can make marginal gains with our communication and presentation skills with new business supremo and former actress Catherine Allison, founder of Master the Art.

You can also be in with a chance to win a copy of Catherine’s recommended book: Gravitas: Communicate with Confidence, Influence and Authority by Caroline Goyder

You can find out more about Master the Art via the below links:

www.mastertheart.co.uk @mastertheartltd

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

Sound the new business klaxon! You’ve got an opportunity to meet the prospect of your dreams. That first meeting, the pitch, the first strategy or creative presentation with any new prospect or client is a huge opportunity to dazzle, yet this last precarious mile of securing the business can so often be derailed by nerves, […]

Sound the new business klaxon! You’ve got an opportunity to meet the prospect of your dreams.

That first meeting, the pitch, the first strategy or creative presentation with any new prospect or client is a huge opportunity to dazzle, yet this last precarious mile of securing the business can so often be derailed by nerves, lack of preparation or simply lack of experience.

How do you become an engaging presenter? How can you get rid of pre-pitch nerves? How can you make the very best first impression?

In this month’s podcast I’ll be exploring how we can make marginal gains with our communication and presentation skills with new business supremo and former actress Catherine Allison, founder of Master the Art.

You can also be in with a chance to win a copy of Catherine’s recommended book: Gravitas: Communicate with Confidence, Influence and Authority by Caroline Goyder

You can find out more about Master the Art via the below links:

www.mastertheart.co.uk @mastertheartltd

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

Raising your agency profile works hand in hand with new business lead generation, but with so many (free) social media channels at our disposal, it’s easy to overlook the impact of a planned and coordinated PR approach.

In this episode I chat with Tim Duncan, founder of TDC PR about his PR successes, tips for getting noticed and published.

And there’s another competition – we’re spoiling you!

You can find out more about TDC PR via the links below:

www.tdcpr.com @TDCPR

http://sodazine.com/ @SODA_ZINE

Tim’s book choice: Thinking Fast and Slow by Daniel Kahneman 

Richard Seymour’s Ted Talk

Raising your agency profile works hand in hand with new business lead generation, but with so many (free) social media channels at our disposal, it’s easy to overlook the impact of a planned and coordinated PR approach.

In this episode I chat with Tim Duncan, founder of TDC PR about his PR successes, tips for getting noticed and published.

And there’s another competition – we’re spoiling you!

You can find out more about TDC PR via the links below:

www.tdcpr.com @TDCPR

http://sodazine.com/ @SODA_ZINE

Tim’s book choice: Thinking Fast and Slow by Daniel Kahneman 

Richard Seymour’s Ted Talk

Raising your agency profile works hand in hand with new business lead generation, but with so many (free) social media channels at our disposal, it's easy to overlook the impact of a planned and coordinated PR approach. In this episode I chat with Tim Duncan, founder of TDC PR about his PR successes, tips for getting noticed and published.

And there's another competition - we're spoiling you!

You can find out more about TDC PR via the below links:

www.tdcpr.com @TDCPR

http://sodazine.com/ @SODA_ZINE

Tim's book choice: Thinking Fast and Slow by Daniel Kahneman

Richard Seymour's Ted Talk

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 Music from Jukedeck - create your own at http://jukedeck.com. With thanks to Matthew Syed for audio extract permission. Host - Lucy Mann Editor - Isabelle Jarvis Producer - Rosanna Miles makemypodcast.space

For many years now I’ve had the opportunity to observe new business performance in a wide variety of agencies and regardless of size, or discipline of agency, the challenges are remarkably similar. There are familiar patterns of success, ebbs and flows of revenue, euphoric wins and debilitating disappointments.

And I’ve become fascinated with those patterns, the formulas for success, the reasons for failure and a little obsessed about how we can become more effective in our marketing and new business endeavours.

Increasingly, the solution is not necessarily an ambitious marketing plan, an expensive sales resource or brilliant marketing idea (although that never hurts) but instead a forensic application of process and a marginal gains approach to performance improvement.

This brand new podcast series, Small Spark Theory™, explores the small changes we can make to our sales and marketing process to achieve better new business results. In this, the first episode, we set the scene for the using marginal gains and think about how to get some solid foundations for growth in place. Oh, and there’s a little competition too. What more could you want?!

With thanks to Matthew Syed for audio extract permission. Matthew’s book, Black Box Thinking is available here.

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

For many years now I’ve had the opportunity to observe new business performance in a wide variety of agencies and regardless of size, or discipline of agency, the challenges are remarkably similar. There are familiar patterns of success, ebbs and flows of revenue, euphoric wins and debilitating disappointments. And I’ve become fascinated with those patterns, […]

For many years now I’ve had the opportunity to observe new business performance in a wide variety of agencies and regardless of size, or discipline of agency, the challenges are remarkably similar. There are familiar patterns of success, ebbs and flows of revenue, euphoric wins and debilitating disappointments.

And I’ve become fascinated with those patterns, the formulas for success, the reasons for failure and a little obsessed about how we can become more effective in our marketing and new business endeavours.

Increasingly, the solution is not necessarily an ambitious marketing plan, an expensive sales resource or brilliant marketing idea (although that never hurts) but instead a forensic application of process and a marginal gains approach to performance improvement.

This brand new podcast series, Small Spark Theory™, explores the small changes we can make to our sales and marketing process to achieve better new business results. In this, the first episode, we set the scene for the using marginal gains and think about how to get some solid foundations for growth in place. Oh, and there’s a little competition too. What more could you want?!

With thanks to Matthew Syed for audio extract permission. Matthew’s book, Black Box Thinking is available here.

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