69 episodes

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 30 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.





For more about Gunpowder Consulting, please visit www.gunpowderconsulting.com or for details of our online, mentored, new business courses, please visit www.smallsparktheory.com





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


With thanks to Matthew Syed for audio extract permission.


Host - Lucy Mann


Producer - Isabelle Jarvis

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

    • Business
    • 5.0 • 80 Ratings

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 30 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.





For more about Gunpowder Consulting, please visit www.gunpowderconsulting.com or for details of our online, mentored, new business courses, please visit www.smallsparktheory.com





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


With thanks to Matthew Syed for audio extract permission.


Host - Lucy Mann


Producer - Isabelle Jarvis

    EP68: Marginal gains in practice | Joe Perkins | Chaptr

    EP68: Marginal gains in practice | Joe Perkins | Chaptr

    The theme for this series has always been to explore how we can use a marginal gains thinking to improve agency new business and marketing performance. That said, I’m conscious that in some episodes, when we do a deep dive into a particular element of new business and marketing mix, our reference to marginal gains […]

    • 32 min
    EP67: The Summer Reset | Lucy Mann

    EP67: The Summer Reset | Lucy Mann

    There is no doubt these are troubling times. As the economic storm clouds gather, we are all bracing ourselves for some pain in the months ahead as marketing spends come under pressure. But what concerns me most is the timing. For most of this year, I’ve witnessed agencies juggling an influx of projects, finally unlocked […]

    • 24 min
    EP66: Building a prospect community | Kelly Molson | Rubber Cheese

    EP66: Building a prospect community | Kelly Molson | Rubber Cheese

    Over recent episodes we’ve been taking a deep dive into some very specific elements of agency marketing and prospecting.  We revisited agency positioning with Roland Gurney at Treacle, really got to grips with thought leadership with Mark Wellings at Grist and in the last episode on relationships, Trenton Moss talked about the prospect communities he […]

    • 33 min
    EP65: How to master relationships | Trenton Moss | Team Sterka

    EP65: How to master relationships | Trenton Moss | Team Sterka

    After a tough couple of years, I’ve been spotting some really positive signs in agencies over the past six months; clients seem to be spending, delayed projects are being given the green light and new business pipelines are flourishing. But there is no escaping the wider economic picture and we should rightly be bracing ourselves […]

    • 36 min
    EP64: The Agency Growth Challenge | Daniel de la Cruz | Polymensa

    EP64: The Agency Growth Challenge | Daniel de la Cruz | Polymensa

    Whether your agency has a fast track growth plan or a more modest desire to maintain the status quo, there are innumerable challenges that can derail even the best laid plans. Client insecurity or overexposure, floundering new business pipelines or skills shortages not to mention the wider economic backdrop, can all create pinch-points for agency […]

    • 47 min
    EP63: Agency positioning 2022 | Roland Gurney | Treacle

    EP63: Agency positioning 2022 | Roland Gurney | Treacle

    Within the ecosystem of agency new business, marketing, client development and the wider sphere of agency growth, there are certain topics which we will undoubtedly revist again and again. So, not for the first time, and certainly not the last, I wanted to talk about agency positioning. And not for the first time, and I […]

    • 35 min

Customer Reviews

5.0 out of 5
80 Ratings

80 Ratings

lkjflkfdl;kj ,

If you work in agency you need to listen to this…

If you work in agency you need to listen to this. Anyone in an agency will benefit from listening. Either directly, as how to market better, or indirectly, understanding how others are marketing your agency and how you might understand and help them.

TickTockDesign ,

Great guests, great topics, great host

I love this podcast. I never fail to learn half a dozen things. I’ve had to stop listening in the car because I kept wanting to take notes. For a small agency owner the guests are insightful, and Lucy’s own experiences are also brought to bear. It’s a must listen to anyone with a small business (needn’t be an agency - although that’s the target) who wants to get better at the business-ing of it all.

kstdle ,

Great guests and helpful tips

Awesome podcast. Would recommend!

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