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The recent acquisition of new business agency Future Factory by their leading competitor Ingenuity has been headline news in the new biz community. For me it was the perfect opportunity for a long overdue catch up with co-founder Alex Sibille. In this episode we discuss the expanded new business and marketing services offered by this […] The post EP74: New business trends | Alex Sibille | Future Factory appeared first on Gunpowder Consulting.
Any regular listeners to this podcast will know that I love agencies. I have a deep fascination for the dynamics of what are often small businesses, almost always servicing larger organisations and adapting to the continually shifting sands of markets, consumer behaviour, the economy, competitors – and of course, technology. In this episode I discuss […] The post EP73: Market relevance | Mark Wilson | Futurestate Design appeared first on Gunpowder Consulting.
How do you feel about the year ahead? Confident? Concerned? Uncertain? Wherever you are on this spectrum, one thing we must be, is ready.  I particularly like the work that Steve Parks does at Convivio because he focuses heavily on the macro issues facing clients and prospects and encourages agency leaders to use this insight […] The post EP72: What to expect in 2023 | Steve Parks | Convivio appeared first on Gunpowder Consulting.
Whichever way we cut it, 2022 has been A LOT. The last few years have seen so much change; for individuals, businesses and our industry. Many of us are still adapting. Whether we are recalibrating, reinventing, surviving or thriving, we’re doing it all against a backdrop of relentless economic and political turmoil and uncertainty. So […] The post EP71: Managing mindset | Wendy Bollard appeared first on Gunpowder Consulting.
It’s been a little while since we had a client perspective on this podcast, and given the current economic wobbles, now feels like an excellent time to remedy this. So I’m delighted to share this conversation with Gareth Turner. Having enjoyed a stellar marketing career with brands such as Johns Smith’s, Bulmers and Lurpak, Gareth was […] The post EP70: A client perspective | Gareth Turner | Big Black Door appeared first on Gunpowder Consulting.
It’s been a while since we talked about new business talent on this podcast. But after a bumpy couple of years, it seems like the right time to shine a spotlight on the superstars in our industry who willingly show up every day to seek out new clients for their agencies. I wrote about the challenges […] The post EP69: New business talent | Adam Graham | BD Matters appeared first on Gunpowder Consulting.
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 […] The post EP68: Marginal gains in practice | Joe Perkins | Chaptr appeared first on Gunpowder Consulting.
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 […] The post EP67: The Summer Reset | Lucy Mann appeared first on Gunpowder Consulting.
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 […] The post EP66: Building a prospect community | Kelly Molson | Rubber Cheese appeared first on Gunpowder Consulting.
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 […] The post EP65: How to master relationships | Trenton Moss | Team Sterka appeared first on Gunpowder Consulting.
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 […] The post EP64: The Agency Growth Challenge | Daniel de la Cruz | Polymensa appeared first on Gunpowder Consulting.
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 […] The post EP63: Agency positioning 2022 | Roland Gurney | Treacle appeared first on Gunpowder Consulting.
Thought leadership – in its various forms, is a topic we have covered in a number of episodes over the years. Done well, it can be a game-changer for agency marketing, sparking and re-igniting meaningful prospect and client conversations. However, there are a number common hurdles I tend to encounter when speaking with agency founders […] The post EP62: Mastering thought leadership | Mark Wellings | Grist appeared first on Gunpowder Consulting.
I have a constant fascination with the power of agency marketing. I’m sure it’s my age – having cut my new business teeth in a pre-digital era, but my enthusiasm for the growing array of channels available for anyone to share their message with an audience shows no sign of abating.   So forgive me for […] The post EP61: Small agency, big profile | Dr Kat Arney | First Create The Media appeared first on Gunpowder Consulting.
So here we are in 2022. I’m not really one for resolutions, but there is something about a new year that makes me want to clear the decks, remove distractions and create a renewed sense of focus. A new notebook and a tidy Dropbox tend to help but I find data the most useful tool. […] The post EP60: What can we expect in 2022? | Rory Spence | The Wow Company appeared first on Gunpowder Consulting.
There has been much written on the subject of agency new business, but I’m not sure there has been a book which has resonated so deeply with agency founders and new business practitioners alike, as the Win Without Pitching Manifesto by Blair Enns. So as we come to the end of another extraordinary year and […] The post EP59: Can we still win without pitching? | Blair Enns appeared first on Gunpowder Consulting.
In my work with agencies I witness a great deal of discomfort about the new business process. Of course there are brilliant, natural new business professionals out there who thrive on networking and relationship building, but for many, the possibility of rejection looms large and the process of prospecting or, shudder, ‘selling’, feels wholly unnatural. […] The post EP58: How to be a new business catalyst | Louisa Clarke & David Kean appeared first on Gunpowder Consulting.
We’ve talked a lot about leadership on this podcast, and rightly so. Sustainable new business performance starts with a growth mindset and that has to come from the very top of an agency. No matter how many people I speak with on the topic of agency leadership, every conversation brings a fresh perspective. And none […] The post EP57: How to lead an agency | Steve Parks | Convivio appeared first on Gunpowder Consulting.
Earlier this year, Claire Humphris was named CEO at Iris, the agency she co-founded with five other colleagues in 1999. Iris now numbers over 1000 people across 17 offices worldwide. As agency breakaways go, it is a perfect case study. But of course, what interests me is the new business story. Claire has spent the […] The post EP56: New business leadership | Claire Humphris | Iris appeared first on Gunpowder Consulting.
In 2017 I interviewed Felix Velarde for this podcast to discuss agency growth planning. It was our 4th episode. Lots of people got in touch to talk about that episode and the way Felix delivered such a calm, pragmatic approach to a subject that frustrates so many agency owners. How do you grow, and just as importantly, how […] The post EP55: How to scale at speed | Felix Velarde | 2Y3X appeared first on Gunpowder Consulting.
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