When growth stalls, I find and fix what’s holding the business back.
Advisor, Fractional or interim Commercial Director for B2B businesses, usually one or two days a week, on a rolling monthly basis. No long-term tie-in.
I’ve spent 25+ years in senior commercial roles across media, publishing, entertainment and marketing including Commercial Director at BBC Worldwide, Marketing Director at Universal Pictures and several Managing Director roles leading SME media and marketing businesses.
I work with businesses where growth has stalled, margins are under pressure or the way they operate is no longer taking them where they need to go. The answer isn’t always more sales. It might be strategy, market position, products, customers, cash flow, profitability or even responsible business practices.
WE START WITH
The eight questions
What business are you in?
Where do you make the money?
How good are your competitive positions?
Does everyone in your business get your positioning
Is this a good market to be in?
What should you stop, what should you start?
What skills and capabilities do you have, what do you need?
What does your business look like with a responsible business lens?
PRACTICAL SCOPE
So if your’e a business owner, leader or in an operating role, those questions can:
01 / help you define different parts of your business, what’s working, what isn’t
02 / show in detail where you make the most profits and cash and why?
03 / help you understand your customer and why they buy from you
04 / work out whether your business proposition and positioning is outdated and whether it needs refining
05 / help you decide what to stop and what to start; new audiences, markets and products & services
06 / place a responsible business practice lens across your business that identifies risk and opportunity
HOW I WORK
Fractional or interim, at board or leadership level. Usually on a rolling monthly basis, working with a small number of businesses at a time.
TRACK RECORD
B2B global Content & Publishing Platform
Business, commercial and proposition realignment.
Ultima Media
Moved a legacy media business towards digital, data and custom content.
Delivered £1.4m revenue growth, £900k margin improvement and 140% digital revenue growth and managed business through pandemic
Archant Dialogue
Reached around £6m turnover and £700k profit in 2.5 years, with 10% organic growth while retaining key clients.
Lick Creative
Grew revenue by more than 50% to £4.3m and achieved 12% net profit.
BBC Worldwide
Licensing business model review across publishing, content, broadcast and merchandise products resulting in £500k + incremental revenue
Universal Pictures
Delivered 34% revenue growth to £150m and a 41% improvement in contribution margin.
Edinburgh International Film Festival:
Cut £250k in costs, secured £500k emergency funding and returned the organisation to profit within 18 months.
CREDENTIALS
MBA · FCIM · Cambridge Institute for Sustainability Leadership · Carbon Literacy Facilitator · Future-Fit Accredited Advisor · Course Director, CIM Sustainability & Marketing
