Podcasts by 301 Moved Permanently
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EP62: Mastering thought leadership|Mark Wellings|Grist from 2022-03-07T11:00:11
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 mean...
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EP61: Small agency, big profile|Dr Kat Arney|First Create The Media from 2022-02-07T18:19:09
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 a...
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EP60: What can we expect in 2022?|Rory Spence|The Wow Company from 2022-01-10T15:27:41
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...
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EP59: Can we still win without pitching?|Blair Enns from 2021-12-06T13:07:21
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...
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EP58: How to be a new business catalyst|Louisa Clarke&David Kean from 2021-11-01T11:58:14
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 an...
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EP57: How to lead an agency|Steve Parks|Convivio from 2021-10-04T12:53:16
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...
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EP56: New business leadership|Claire Humphris|Iris from 2021-09-06T11:15:24
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 brea...
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EP55: How to scale at speed|Felix Velarde|2Y3X from 2021-08-09T12:20:46
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 su...
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EP54: Overcoming adversity|Sarah Yeats|Sledge from 2021-07-12T08:58:44
I’ve said many times that the people in business I admire the most are independent agency leaders. And over the past 18 months, as our industry, largely populated by small businesses has rallied ag...
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EP53: Understanding client context|Jennifer Crowley|Kin + Carta from 2021-06-07T11:01:09
In the discussions we’ve had on this podcast, and in the work I do with agencies, the theme of walking in a clients’ shoes has been a recurring one. From rethinking our messaging to talk to client ...
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EP52: Bringing in expertise|Andrew Southcott|Captivate Group from 2021-05-06T08:44:15
It’s always a good day when someone gets in touch to pitch a podcast episode idea. Even better when that someone is a client. Andrew Southcott is Managing Director at creative agency group Captivat...
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EP51: Raising your profile–part three|Ash Jones|Great Influence from 2021-04-06T08:58:06
There are so many reasons for me wanting to do an episode on personal brand. Let’s go back to the beginning. At the start of my agency career, I worked mostly with ad agencies. This was in the 90s ...
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EP50: Raising your profile–part two|Laura Hannan|Pitch121 from 2021-03-08T11:46:55
We’ve talked a lot on this podcast about LinkedIn over the years, and specifically the often untapped potential of Sales Navigator. From the conversations I’ve had with my clients, I know that whil...
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EP49: Raising your profile–part one|Sarah Paterson|CommsPeople from 2021-02-08T14:02:54
Many of the conversations I’ve been having with agencies over recent months have centred around marketing and new business resource. This is good news. It shows that we are looking forward and taki...
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EP48: Habits|Clare Rees from 2021-01-12T00:00:38
It’s safe to say that for most of us, 2021 arrived without the usual fanfare, excitement and expectation but instead, with an exhausted sigh and a resolution NOT to have any New Year resolutions. L...
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EP47: The power of community|Ian Harris|Agency Hackers from 2020-12-07T11:00:55
I can’t imagine finding an agency owner, who since March, hasn’t tuned in to at least one of the myriad of webinars or zoom chats that have been made available through either our industry bodies (s...
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EP46: Presentation materials|Shan Preddy|Preddy&Co from 2020-11-09T14:45:57
In previous episodes we’ve tackled various aspects of pitching and presenting, specifically with Tony Spong from AAR (episode 10) and Catherine Allison at Master the Art (episodes 3 and 33). In tho...
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EP45: Client satisfaction|Alisha Lyndon|Momentum from 2020-10-08T23:07:41
Back in April this year, Claire Beale wrote this brilliant Campaign article about the client/agency dynamic. It was a rallying cry for cultivating deeper working relationships built on partnership,...
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EP44: The agency podcast|Isabelle Jarvis from 2020-09-14T13:55:05
The podcasting juggernaut shows no sign of slowing. Four years ago, when we started planning the idea behind Small Spark Theory I thought we were too late to the party. Yet here we are now and with...
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EP43: Business planning for agencies|Deepa Shah|Lab Eight from 2020-08-10T11:37:01
One of the biggest challenges we face for the remainder of 2020 and beyond is undoubtedly our ability (or inability) to plan ahead. Almost daily, we are bombarded in the news by a roll call of redu...
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EP42: Design industry outlook|Deborah Dawton|Design Business Association from 2020-07-19T21:28:41
Regular listeners will have noticed a slight change to our usual programming. A global pandemic has shifted our focus from the very specific, detailed insights intended solely to improve new busine...
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EP41: Positioning v proposition|Robin Bonn|Co:definery from 2020-06-30T23:02:45
There aren’t enough podcasting hours to do justice to the agency positioning and proposition debate. We’ve explored this before in episode 13 with David C. Baker and then again in episode 36 with m...
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EP40: Agency leadership|Sally Henderson from 2020-06-07T23:12:59
Across the world, leadership is under scrutiny. Citizens are looking to their politicians, employees are looking to their employers. Amid continued uncertainly, everyone needs direction and reass...
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EP39: Maximising cash|Michelle Cook from 2020-05-07T08:48
Over the past six weeks I’ve been speaking to lots of agency leaders. Those one-on-one conversations have highlighted to me, just how many variables there are determining how agencies are able to w...
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EP38: The first new business hire|Dave Corlett from 2020-03-02T08:53:34
I’ve spent a lot of time recently thinking about small agencies. Typically, those with headcount up to 10/12 and/or annual revenues under £1m. It’s worth pointing out that this band of agencies mak...
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EP37: New agency models|Emma Sexton|MYWW from 2020-02-03T22:23:56
There is no doubt there has never been a better time to rethink the way that agencies deliver their services to clients. With endless technology options, flexible workspaces, and an increasing supp...
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EP36: Agency messaging|Roland Gurney|Treacle Copywriters from 2020-01-06T11:29:02
For marketers, brand positioning, proposition, messaging and tone of voice are no less fundamental than a visual identity. However, as we’ve discussed here before, for agencies – largely SMEs and ...
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EP35: Agency awards|Stef Brown|On Pointe Marketing from 2019-12-02T21:12:51
Whatever your planning cycle, at this time of year we are naturally drawn to consider our goals for the year ahead and begin shaping our marketing calendars. And as agency awards can take up such a...
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EP34: Northern agency focus Phil Gripton|Waypoint Partners from 2019-11-07T23:51:29
For a variety of reasons I’ve had the opportunity to travel across the country more than usual this year, speaking on behalf of the Design Business Association in Manchester and Leeds and joining t...
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Introducing the Small Spark Theory Institute from 2019-11-04T13:29:50
Over the last three years we have received so much wonderful feedback from Small Spark Theory listeners, telling us how they have been putting the advice from the podcast into practice and seeing m...
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EP33: Listening|Catherine Allison|Master the Art from 2019-10-04T17:23:23
Throughout this series we have been exploring the notion that by focusing on relationships, rather than a smash and grab for revenue, we build a more sustainable new business pipeline. So in this e...
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EP32: Benchmarking performance|Peter Czapp|The Wow Company from 2019-09-01T19:22:01
Almost every agency owner I meet will, sooner or later, ask the question “how does this compare with other agencies?” They could be talking about any number of measures; marketing investment, pitch...
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EP31: A client perspective|Julia Howe|20th Century Fox from 2019-08-06T18:48:32
With 30 episodes under our belt if feels like the right time to get another client perspective on all things new business and the client and agency relationship. Our guest this month is Julia Howe....
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EP30: Rethinking Procurement|David Meikle|How to Buy a Gorilla from 2019-07-01T13:47:33
We’ve touched on the subject of procurement over a number of episodes in this series so far, and it’s a topic I wanted to come back to and delve a little deeper. Much of the time I deal with small...
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EP29: Fear|Hilary Gallo from 2019-06-02T20:07:42
This may not seem like the most obvious episode for what, to all intents and purposes is a podcast providing practical tips for making marginal gains in agency new business and marketing. However, ...
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EP28: Client Development Part Two|Jim Hawker|Threepipe from 2019-05-01T08:34:51
I’ve spent a lot of time thinking about client relationships recently. Generally speaking our growth objectives will start with the financials – the revenue goals, the profit margin targets and the...
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EP27: LinkedIn|Alex Low|Digital Leadership Associates from 2019-04-03T17:06:48
“Whatever you do from here, even if you choose to ignore everything I’m about to tell you, please be good at LinkedIn.” This is a phrase I have repeated many times during my engagements with agen...
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EP26: Client Development Part One|Iain Johnston|Hill Dickinson from 2019-03-04T14:46:27
It’s easy to think that the secret to agency growth is cracking the holy grail of new business acquisition, but in most cases there are untapped opportunities for growth much closer to home, within...
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EP25: Agency Thought Leadership|Pip Stocks|Brandhook from 2019-02-15T07:50:11
I’m calling this episode ‘thought leadership’ for the sake of brevity, and SEO but in reality this is about so much more. Pip Stocks runs Brandhook, a Melbourne-based brand and customer experienc...
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EP24: The new business email|Kimi Gilbert|The Future Factory from 2019-01-07T21:42:03
Dear prospect, my name is Lucy, I’m writing to introduce……. And so it goes, the new business email, putting the fear into agency folk across the land. It’s no surprise. For many people, selling...
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EP23: The Christmas Cracker from 2018-12-13T20:35:27
Just in time for Christmas, we bring you a very special episode of Small Spark Theory. Across the series, we have asked all of our contributors to share the best piece of advice they’ve been give...
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EP22: Rethinking Client Experience|Nick Phipps|Rawnet from 2018-11-05T10:27:08
I’ll admit it, I’m slightly obsessed about the experience that clients and prospects have when they work with (or are considering working with) an agency. Just as customer and user experience is ...
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EP21: The New Business Leader|Jemima Monies|adam&eveDDB from 2018-10-11T16:54:29
Earlier this summer, Jemima Monies, Head of New Business&PR at adam&eveDDB wrote an article in Campaign about why new business leaders need to fight harder to be heard. She closed the piece with a ...
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EP20: Agency Revenue Models|Erica Wolfe-Murray|Lola Media from 2018-09-02T20:54:19
Finding an alternative revenue model to the billable hour, is a topic we touched on with Erica Wolfe-Murray of Lola Media, back in Episode 14, as we explored the subject of an agency’s intellectual...
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EP19: Planning for exit|Tony Walford|Green Square from 2018-07-25T19:36:11
Right at the beginning of this podcast series we talked about the importance of setting objectives for growth that in turn, guide the new business&marketing plan and activities. But what if those o...
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EP18: Small Spark Theory Live Part Two from 2018-06-29T10:49:14
Small Spark Theory Live was recorded in front of a live studio audience at White City Place in May. In Part One, we were joined by agency board advisor Felix Velarde and Joanna Brassett, founder of...
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EP17: Small Spark Theory Live Part One from 2018-06-13T16:40:25
On a balmy evening in early May, we took to the stage at White City Place to host Small Spark Theory Live along with our friends at YCN. This was an opportunity to bring together some of our previo...
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EP16: Pricing Creativity|Blair Enns from 2018-05-02T14:10:21
Following the success of the Win Without Pitching Manifesto, Blair Enns’ much anticipated book – Pricing Creativity: A Guide to Profit Beyond the Billable Hour was published earlier this year. I’ll...
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EP:15 Social Media|Alex&Claire Blyth|Red Setter from 2018-04-09T08:47:37
Anyone who has been to one of my talks, listened to Small Spark Theory or worked with me on increasing new business performance will know my feelings on LinkedIn by now. I stand by my well-worn edi...
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EP14: Intellectual Assets|Erica Wolfe-Murray|Lola Media from 2018-03-06T08:23:49
Let’s be honest. These are uncertain times. Even those agenciy owners who are highly proficient in keeping the new business pipeline bubbling, will probably have had a heart-stopping moment or two ...
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EP13: Agency positioning|David C Baker from 2018-02-13T17:41:19
In previous episodes we’ve touched on the importance (or not) of agency positioning and over the last year it’s a subject that’s been popping up more frequently in my discussions with agencies. So ...
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EP12: A client perspective|Katie Pattison|Hammerson plc from 2017-12-05T11:42:55
In episode 10 we gained some fantastic insight into best pitch practice from Tony Spong at AAR. Tony’s intermediary experience – seeing the process from a client and agency perspective, got us thin...
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EP11: Negotiation|Hilary Gallo from 2017-11-06T13:32:08
Whether going into battle with procurement to defend agency day rates, or agreeing the scope of a project for the available client budget – our ability to confidently and effectively negotiate can ...
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EP10: The pitch|Tony Spong|AAR from 2017-10-07T17:15:06
Losing a pitch is just bad news all round. It costs an agency big; in time, money, resource, morale and confidence. So as new business performance improvement goes, there is surely no better place ...
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EP9: Culture|Katz Kiely from 2017-09-06T09:25:54
The people part of our business can so often get overlooked in our efforts to generate new business. Yes, we might think about chemistry once we are faced with a pitch opportunity but beyond that, ...
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EP8: Productivity|Robert Kelsey from 2017-08-17T11:58:21
So far in our Small Spark Theory podcast series we’ve been exploring the ways we can make marginal gains in our agency new business and marketing performance. We’ve discussed the tweaks and improve...
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EP7: Events from 2017-07-09T12:25:12
Getting in a room together with clients and prospects is undoubtedly the best way to foster good relationships. But creating the opportunity to connect in person, outside of the cut and thrust of d...
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EP6: Agency Websites from 2017-06-05T10:59:25
Something interesting happens when you ask an agency leader about their website. Usually a slight shift in their seat, followed by a sigh, a pained expression and a mumble about the site being due ...
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EP5: Lead Generation|The Future Factory from 2017-05-08T11:21:05
Prospecting, cold calling, lead generation. Call it what you will, most agencies recognise the need to supplement the more reliable client and network referrals by investing in generating opportuni...
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EP4: Agency Growth Planning|Felix Velarde from 2017-04-03T13:07:56
For agency leaders, managing the day to day business of client and staff needs whilst staying focused on a clear growth trajectory can seem an insurmountable task. Whether you are looking for a hig...
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EP3: Communication and Presentation Skills|Catherine Allison|Master The Art from 2017-03-06T14:03:31
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 cli...
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EP2: PR|Tim Duncan|TDC PR from 2017-02-13T18:00:56
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 co...
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Introducing Small Spark Theory™ from 2017-01-24T22:59:25
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....
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