38 episodes

Welcome to "Word on the Street", the podcast to help marketing agencies break through the noise, attract attention and win more business. Your host, Katie Street, will be interviewing agency owners that are changing the game, marketing teams that are implementing new strategies to inspire you and experts from the big brands you want to gain inside knowledge of exactly what they want and expect from an agency.We'll hear from those that are leading the way and discuss tactics and strategies your agency can implement straight away to develop your own growth. Katie is the Founder of Street; an"agency for agencies." She's been named by The Drum, Brand Republic and BIMA as one of the most influential leaders in new business and marketing today. Over the past 20 years she's worked within teams both client and agency side from Pernod Ricard, leading strategies for brands including Malibu and Havana Club, to start up brands and on the agency side she has worked for Global Networks like Omnicom & Kin & Carta as well as smaller boutique agencies. We’ll be releasing episodes regularly, and would love to hear your feedback on the discussions and any key topics you’d like to cover or questions you have for our guests so do reach out via our website https://street.agency/ or social channels where you’ll also find our upcoming training sessions and events. "Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'.

Word on the Street Street Agency

    • Business

Welcome to "Word on the Street", the podcast to help marketing agencies break through the noise, attract attention and win more business. Your host, Katie Street, will be interviewing agency owners that are changing the game, marketing teams that are implementing new strategies to inspire you and experts from the big brands you want to gain inside knowledge of exactly what they want and expect from an agency.We'll hear from those that are leading the way and discuss tactics and strategies your agency can implement straight away to develop your own growth. Katie is the Founder of Street; an"agency for agencies." She's been named by The Drum, Brand Republic and BIMA as one of the most influential leaders in new business and marketing today. Over the past 20 years she's worked within teams both client and agency side from Pernod Ricard, leading strategies for brands including Malibu and Havana Club, to start up brands and on the agency side she has worked for Global Networks like Omnicom & Kin & Carta as well as smaller boutique agencies. We’ll be releasing episodes regularly, and would love to hear your feedback on the discussions and any key topics you’d like to cover or questions you have for our guests so do reach out via our website https://street.agency/ or social channels where you’ll also find our upcoming training sessions and events. "Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'.

    Business Development Best Practices with Jody Osman & Richard McHardy

    Business Development Best Practices with Jody Osman & Richard McHardy

    Welcome to the new series of Word on the Street Podcast where we’re delighted to joined by Jody Osman and Richard McHardy to discuss best practises, ways to increase the efficiency of your new business activity and the exciting launch of our academy Tanba. In this episode we get heavy into tech - but it’s all very practical so don’t panic. We discuss an array of softwares and platforms that will help aid your agency with prospecting new clients and data hunting. We also delve a little into all our pasts and look at the experience that has led us to where we are now in the marketing world… what a trip down memory lane!  
    In this episode we discuss:
    Helpful tech and how it can benefit your efficiencyPlatforms that can aid your prospecting and data huntingWhat is Tanba and how is it going to help you?Understanding business developmentHow to work on new business relationshipsThe pressure on the new business teamsWord on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   
    The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 
    “Being reactive and in control of a call and getting a call to where it needs to get in an alarming situation to an end” - Richard McHardy [17:47]
    “Over the years I guess technology has increased exponentially in terms of what we can do and what we can use” - Jody Osman [20:40]
    “We’ve all talked about starting in sales and loving it, but I think sometimes people associate sales as someone giving you the hard pitch” - Jody Osman [21:27]
    “Often, I’ve found that a lot of agencies, for example a lot of our work, is setting up appointments and meetings, but actually it’s absolutely key that we keep an eye on the next stages” - Jody Osman [22:35]
    “It’s very important to get very focused insights around the companies you’re targeting” - Jody Osman [24:40]
    “A lot of the traditional technologies were built for big companies and they don’t service SMEs” - Katie Street [27:00]
    We are building a marketplace in Tanba that just showcases the best of those service providers” - Richard McHardy [30:51]
    “Ring those CMO’s and ask them what’s going on in their market” - Richard McHardy [36:28]
    “When you’re winning clients is actually the best time to really be throwing yourself at new business” - Jody Osman [38:32]
    “In the world of new business it’s not just keeping your marketing and new business sales tactics going” - Katie Street [41:08]
    “From the point of opportunity, to actually winning it and then actually recognising money, it’s usually around 3 months, sometimes longer” - Katie Street [41:42]
    “We found that at certain agencies, we had one where it was really exciting, we kept getting them on pitch lists, but it was always a last minute pitchlist and their conversion rate wasn’t so great” - Jody Osman [43:47]
    “The challenge always is I think for new business people we’re generally target driven” - Jody Osman [48:08]
    “I think there’s one element that often gets overlooked, it’s the ability to project manage within new business” - J

    • 1 hr 5 min
    What's coming in Season 4 of Word on the Street Podcast?

    What's coming in Season 4 of Word on the Street Podcast?

    Welcome to "Word on the Street", the podcast to help marketing agencies break through the noise, attract attention and win more business. 

    In Season 4 your host, Katie Street, will be interviewing agency owners that are changing the game, marketing teams that are implementing new strategies to inspire you and experts from the big brands you want to gain inside knowledge of exactly what they want and expect from an agency.

    As always in this series of the show, we'll hear from those that are leading the way and discuss tactics and strategies your agency can implement straight away to develop your own growth. 

    Check out this short trailer to get a flavour of the amazing content, guests and insights you can expect from Season 4 of the show. 

    Word on the Street is sponsored by Tanba, The Agency New Business Academy, is a brand-new initiative aimed at equipping agencies of all sizes with the knowledge, content, partnerships and opportunities needed to accelerate agency growth by optimising their new business 'engine'. Tanba is an on-demand and affordable solution for agencies looking to upskill their team via training courses, content and insights delivered by our panel of industry experts, leaders, and partners.   
    The academy is all about empowering agency teams to get noticed, attract opportunities, increase conversion rates, and reduce the costs associated with the sales process. Visit https://tanba.io/ to find out more and start empowering your agency. 

    • 5 min
    Sales, Relationships and Automation with Jamie Willey and Andrew Nicholson

    Sales, Relationships and Automation with Jamie Willey and Andrew Nicholson

    In this episode we have somewhat of a ‘case study’ with one of our clients Jamie Willey from Tribal and we’re also joined by Andrew Nicholson from our sponsor Kulea. We enjoy a laugh and a wine whilst we talk through Jamie and Andrew’s experiences in growing their business through generating and converting leads.
    We talk about how the global pandemic, albeit a tragic event, has actually helped the digital economy and the associated marketing industries around it, with many businesses pivoting online.
    We talk through the synergy (often the forgotten grey area) between sales and marketing for your business and we share - through the experiences of the last year - when was and wasn’t the right time to sell to clients.
    In a slightly strange twist we end up comparing agencies to dating on tinder through to marriage and we discuss the importance of being widely seen sharing how it can result in business from sectors you never thought about targeting.
    We also touch on various valuable marketing software automation systems, examining just how they make the whole process of lead generation and nurturing potential clients so much easier, so that your time is spent more effectively and efficiently.
    This episode includes:
    Building strong relationships with clientsUtilising systems such as Kulea to automate relationship buildingUsing your time more effectively on the right type of clientAttracting new businessPivoting business during the PandemicPersonalisation at scaleLinks & References
    Katie Street: https://www.linkedin.com/in/katiestreet/
    Connect with Jamie Willey: https://www.linkedin.com/in/jamie-willey-27542039/
    https://www.tribalworldwide.co.uk/
    Connect with Andrew Nicholson: https://www.linkedin.com/in/digitalmarketingdiva/
    https://kulea.ma/
    “The platform alone is not enough, it’s everything that exists in that ecosystem around the platform.” - Andrew Nicholson [17:43]
    “You don’t build a 12 month pipeline by just firing out sales emails” - Andrew Nicholson [19:17]
    “In my experience especially owners of businesses, CEO’s, agencies, they bring in a hot shot new biz guy who they thinks got the silver bullet” - Jamie Willey [20:03]
    “It’s all about having conversations; it’s all about having dialogues” - Andrew Nicholson [24:07]
    “Clients don’t want to pitch either now” - Jamie Willey [25:10]
    “It’s a really great way to think of new business, if you think of it like, the dating process” - Katie Street [28:09]
    “Personalisation and automation are two sides of the same coin. You can’t have personalisation at scale without automation.” - Andrew Nicholson [34:23]
    “This is a very difficult thing to achieve with your current clients… Advocacy.” - Jamie Willey [35:39]
    “Don’t be afraid to ask your clients to recommend you” - Katie Street [39:01]
    “You need to be accessible, you need to be there” - Andrew Nicholson [45:52]
    “We’re not just going out bullishly, just pumping out ‘oh talk to us, talk to us, talk to us’” - Jamie Willey [51:05]
    “Just start to do something, because if you don’t, you’re never gonna’ build that audience” - Katie Street [1:01:12]
    “If you’re starting off fresh with your marketing message, start with that message; how can I deliver value? How can I help? - Andrew Nicholson [1:01:54]

    • 1 hr 5 min
    Katy Howell - Creating Mass Content Reach Without The Overwhelm

    Katy Howell - Creating Mass Content Reach Without The Overwhelm

    Content, content, content - it’s all we seem to talk about in this new multi-media, multi-platform, multi-audience based world isn’t it! But there’s a reason why you hear common phrases like ‘Content Is King’ so regularly and that’s because it really is imperative to your mission to get this stuff right! Having said how important content is, we also need to be aware that the constant and consistent pressure of creation, repurposing and syndication of said content, to all corners of the planet, can feel like a full time job in and of itself, right!? Fear not, as in this episode we are bringing you the wisdom and insights of the fabulous Katy Howell, who shares a ton of value on the subject. Katy highlights how she is able to continually produce large volumes of content through the use of the ‘shattered content’ technique, without it becoming overwhelming and daunting.
    We talk about how important it is to build a team who aren’t clones of you, who hold a variety of skill sets. The importance of not ‘turning the tap off and how to keep churning out content consistently to be able to build an engaged audience. Thinking of your content with a tunnel mentality to be able to bring people down your funnel and ultimately convert them.
    In this podcast we cover:
    Making blogging less painfulAllowing creative freedom of content'Shatter’ ContentCreation and scheduling contentContent StrategyAgency Fame
    Links & References
    Katie Street: https://www.linkedin.com/in/katiestreet/
    Connect with Katy Howell: https://www.linkedin.com/in/katyhowell/
    https://immediatefuture.co.uk/
    “I see the risks, I see the danger... and then I just get on with it.” - Katy Howell [09:23]
    “You need to have a range of different qualities and skills within that team” - Katy Street [11:58]
    “We pick ourselves up, you can’t knock me down as they say.” - Katy Howell [13:38]
    “The problem is when you’re very small and you’ve just started, referrals are everything” - Katy Howell [20:54]
    “You can actually make it look like a very big 6 month project, or you can break it into smaller parts that are very manageable” - Katy Howell [23:56]
    “One piece of content being cut up and broken down, but it’s also thinking about the follow up, thinking of your marketing a bit more like a funnel” - Katy Howell [29:53]
    “Agency fame makes a huge difference because it opens doors” - Katy Howell [31:20]
     “I think most agency owners underestimate, is how much they know about the job they do” - Katy Howell [ 36:06]
    “If you asked me what is working right now in new business, my answer would be one word…” - Katy Howell [40:27]
    “Talking to people is bloody exhausting…” - Katy Howell [42:18]
    “People talk about it as Avengers Assemble don’t they, you need people with totally different magical skills” - Katie Street [42:55]
    “You can’t get more intimate than being in the palm of someone's hand, which we are with social media.” - Katy Howell [46:09]
    “The biggest failure with paid social is doing a one-off or a 1 week trail on something” - Katy Howell [48:35]
    “First of all, you’ve got to position the problem and you’ve got to really make sure you’re articulating how you are the right solution” - Katie Street [51:43]
    “Look you should be posting once or twice a day as a rule, BUT those are not the right metrics to measure.” - Katie Street [56:46]
    “Don’t write to many, write to one.” - Katy Howell [1:00:15]

    • 1 hr 3 min
    Sales and social proof with Sales Change’s Matt King.

    Sales and social proof with Sales Change’s Matt King.

    Sales… even reading that word made you think (maybe even feel!) something didn’t it!? The love or hate of sales is so frequently discussed, but what you hear much less frequently is practical tactics on how to make selling easier and even enjoyable. As marketing agency owners we need to be able to sell; regardless of how good the ‘marketing’ part is done, at some point you need to pitch your proposition and ask for fair exchange of value in the form of a fee. Like it or not, sales makes the world go round… so we’d better get better, right!  
    Today we talk to Matt King and get an insight into his very unique views and beliefs on what it takes to sell. How do you increase your chances to make sales, why does Matt have an ethos of being an ethical salesman and how can growing social following and social proof improving your selling ability. Matt is the Founder of Sales Change which is a sales coaching service. So if you as a company or an individual are struggling in terms of building your sales, then Matt is the man you need. Matt helps people work on everything from overcoming objections, all the way through to full business sales planning for multi-million pound companies. 
    We cover so much in this episode including:
    How you sales people should view themselvesWhat it takes to create salesWhy selling is at becoming a solution providerHow to set a “go-to market” strategyHow Matt taught himself to gain followersMistakes Matt made along his journeyTips to grow an Instagram following which is a powerful social proof toolGoing deeper in your pitch conversationsLinks & ReferencesKatie Street: https://www.linkedin.com/in/katiestreet/
    Connect with Matt King: https://www.linkedin.com/in/immattking/
    “I think people are scared of that word “sales” for some reason which, probably in my past I have been, I’m certainly not now, but it’s almost looked upon as a dirty word” - Katie Street [06:32]
    “Sales can be a dirty word if you’re trying to sell to people who don’t need what you’re selling” - Matt King [06:52]
    “Sales people are solution providers, that’s it…” - Matt King [07:52]
    “Sales is a very niche’ word, sales doesn’t take into account that you also need to be an excellent networker, you have to know how to build relationships with people.” - Matt King [08:34]
    “Having a separate sales team, to a client relations team. Pays dividends like you wouldn’t believe.” - Matt King [16:17]
    “It’s a lot easier to try and sell yourself if you’ve already done it.” - Matt King [22:00]
    “Having the correct mindset when you go into a prospect meeting or pick up a call, having that confidence you can do it yourself and you’ve proved you can do it for hundreds of clients, having that when you go into a call is massively, massively important.” - Matt King [26:57]
    “New business people suffer rejection and understand what they have to do to get to the next stage” - Matt King [29:41]
    “In the old days of agency you walk straight into a pitch or presentation and you go in telling them about yourself… You must, must, must listen first!” - Katie Street [33:51]
    “Show up consistently and have a value based post” - Matt King [42:45]
    “This isn’t a quick win, new business, sales, you’ve got to keep going, you’ve got to keep showing up everyday.” - Katie Street [47:14]
    “I hate the word cold calling, because you should pre-qualify the clients” - Matt King [52:21]

    • 59 min
    Expanding your agency using tech, systems and relationships with Threepipe Reply’s Jim Hawker.

    Expanding your agency using tech, systems and relationships with Threepipe Reply’s Jim Hawker.

    Relationships, often discussed but how often are they actually given the focus that they deserve, in this episode we talk about how important relationships can be and how - as an agency - you can even still benefit from the work you turn away. Our guest in the hot seat for this episode is Jim Hawker, Co-Founder and Sales and Marketing Director about the acquisition of ThreePipe and how that allowed them to expand, we talk about tech, processes, systems, softwares and suggestions, funnels and strategies. Threepipe works with a mix of ambitious start-ups and some of the best known consumer and business brands including Sweaty Betty, the NFL, Nike, Oracle, VTech, Nestle and Hotels.com. In today's episode we talk about the acquisition of ThreePipe and how that allowed for expansion, we discuss tech, processes, systems, softwares and suggestions, funnels and strategies…. Plus those all important relationships. 
    This Episode covers:
    Ethics of being genuinely helpfulAmazon partnerships & how it helped ThreePipe Reply ExpandWhat is a digital shelf & how it can be utilisedImportance of not standing stillHow ThreePipe Reply gained a competitive advantageClient management and trackingSmart links, what are they and how they workCRM & Reporting SoftwareHaving confidence in your offering

    Links & ReferencesKatie Street: https://www.linkedin.com/in/katiestreet/
    Jim Hawker: https://www.linkedin.com/in/jimhawker/
    Jim Hawker
    Founder, Investor, Trustee : https://threepipereply.com/
    Get in touch: jim@threepipe.co.uk
    “And so we were kind of forced into having deeper relationships with other agencies and different channels” - Jim Hawker [09:13]
    “The journey from 25 upwards to 80 or 90, was that partially because of the acquisition or did you grow to that stage before you did any MNA?” - Katie Street [12:28]
    “Whenever I’ve been in post as a new biz director, you want to look at the movers and shakers, who are the marketing directors on the move… - Katie Street [18:10]
    “Back in 2019 we invested quite a lot of time and money into creating a new Digital Shelf team - Jim Hawker [22:53]
    “We’ve always been afraid of standing still really and always wanting to constantly innovate” - Jim Hawker [25:55]
    “I’ve just never wanted just to be a typical agency” - Jim Hawker [26:03]
    “By not being scared and understanding that you need some kind of uniqueness is, that you take yourself away and out of that price war that agencies often get into” - Katie Street [27:04]
    “I think a lot of it is actually having confidence in your own offer and knowing that there are good clients out there and there are bad clients” - Jim Hawker [27:47]
    "One thing we’ve spent a lot of time on is good client management and client tracking. Especially in our industry, we’re seeing clients move around faster than ever before” - Jim Hawker [31:52]
    “The work we do is quite performance lead as an agency, it’s all about data and numbers…” - Jim Hawker [38:10]
    “I have to say after you have worked in the industry for like 20 years, you have quite a good gut instinct as well” - Jim Hawker [49:18]
    “You’ve gotta have confidence, I think this is where you need a short, medium, long term strategy to new business” - Jim Hawker [53:11]

    • 55 min

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