We were under severe threat from a new competitor and so needed to react really quickly. Rob and his team worked very closely with us to define and deliver a new strategy that has not only countered this competitive threat but has also fundamentally transformed our business and is driving major growth. They has been a brilliant partner throughout our journey, challenging us at all stages, and providing different types of support as we have evolved.”

VISION:

BRIEF:

Spotlight is the UK’s pre-eminent casting resource linking acting professionals to casting directors and agents. After almost 90 years in business, Spotlight was facing threats for the first time in its history from an overseas competitor that was offering its client base a technically advanced solution. We were initially asked to develop a strategy that could support the business in terms of defending its position, and identify areas of future growth.

WORK:

Our analysis of the market and key customer needs highlighted that the business retained a strong position in the market based on its relationships and brand. As a result, we created a strategic vision to secure the core asset by moving from a publishing model to becoming a data business, then build growth around adjacent markets within the UK and overseas.

 

We then supported the business by implementing a company wide transformation program moving to agile as a way of working, and initiating a cultural change project. We linked this to a major technology program to support the strategy. The result is that the company is now no longer under threat, has transitioned from a publishing organisation into a data business, and is in the process of overseas expansion with very strong revenue growth.

OUTCOMES:

The outcome of the strategy resulted in a four year transformation program for the company that I was involved in both from a consulting / recruitment perspective and also as a Special Advisor, sitting on the board of the business as it went through the transition.

FINANCIAL:

  • Growth in database of actors = 40,000 to 65,000 as a result of the strategic change
  • Revenues increased 33% over the first three years of change
  • Churn decreased from 15% down to 13% over 12 months
  • Went from 0% to 55% of all income derived from direct debit rather than one-off fees

NON-FINANCIAL:

  • Staff engagement up to 96% across the course of the transformation
  • Staff commitment to helping Spotlight succeed went from 54% to 73%
  • Winner of the Engagement Exellence “Grand Prix” award for Best Employee Engagement Program of the Year

ORGANISATIONAL:

  • Opened up Ireland offices and deals ongoing with European and US partners
  • Extending offering to a wider array of markets such as graduates
  • Moved to full agile as a way of working to react to changing market dynamics
  • Have completely moved from book based model to 365 digital model, requiring a fundamental change in the operating model