Thursday, September 17, 2026
Your champion loves the idea — and still can't get it approved alone. Here's the multi-threading framework that stops good B2B deals dying in silence.
If every dollar of your marketing budget is chasing an immediate sale, you are quietly starving the thing that makes future sales easier to get. It feels responsible — measurable, trackable, justifiable in a board meeting. It is also the single biggest reason SME marketing budgets stop compounding and start resetting to zero every quarter. Here's the reframe: marketing has two jobs, not one, and most small businesses are only funding half of it.
The rise of performance marketing taught a generation of business owners to distrust anything that doesn't show up in a last-click attribution report. That instinct isn't wrong — it's incomplete. Long-running effectiveness research from marketing scientists Les Binet and Peter Field, drawing on decades of IPA effectiveness data, found that brands splitting their budget roughly 60% toward long-term brand building and 40% toward short-term sales activation consistently outperform those weighted the other way. Businesses that pour everything into short-term activation see fast initial results — and a shrinking customer base that becomes more expensive to sell to every year, because nobody remembers them when they're not running an ad.
For an FMCG or services business competing for shelf space or search visibility, this shows up as a familiar pattern: strong months when the ad spend is on, quiet months when it's off, and a brand nobody thinks of unprompted when the need arises. That's not a targeting problem. That's a balance problem.
You don't need a media agency to run this. Pull your last twelve months of marketing spend and sort every dollar into one of two buckets.
1. Activation spend — anything designed to generate an immediate response: paid search, retargeting, promotions, direct-response social ads, discount campaigns.
2. Brand spend — anything designed to be remembered and recognised without asking for a sale in the moment: sponsorships, content that teaches rather than sells, consistent visual presence, PR, community involvement, founder-led storytelling.
Most SME owners find their split is closer to 90/10 toward activation. The fix isn't abandoning activation — it's the thing that pays this month's wages — it's protecting a deliberate slice, even a modest one, for brand-building that compounds. You don't need Binet and Field's exact 60/40 split on day one. You need to know your current number, and move it 10 points in the next two quarters.
“Kevin is a master of his craft. From creating and facilitating high-impact 'Grow Your Business in 1-Day' workshops to elite sessions for our flagship Owner Manager Programme — Kevin delivers excellence across the board. He is a powerhouse presenter and facilitator who brings an explosive blend of energy and expertise to every room he steps into. Participants don't just sit and listen; they leave buzzing with breakthrough ideas and simplified, highly effective growth strategies.”
— Darilyn Kane, Coaching and Advisory Lead, The Icehouse
Brand-building doesn't show up in next month's report, and SME owners are, rightly, watching cash closely. Recommending a business spend on something that won't move the needle for six to twelve months is a hard conversation to have with yourself when the mortgage on the business is due Friday. This is exactly where an outside perspective earns its keep — someone who has run the P and L on nine companies and sat across the table from McDonald's and Nestlé marketing teams can tell you, with evidence, which 10% shift is affordable this quarter and which one isn't yet. It isn't a leap of faith. It's a calculated one.
If your marketing feels like it resets to zero every time you stop paying for it, that's a balance problem Kevin can help you fix.
...and you become the owner who is remembered by customers even in the months the ads are off.