The Challenge
Eatbigfish is a strategic consultancy, founded by the legend that is Adam Morgan, who own the entire theory around the challenger mindset.
They set up as a strategic consultancy 20 years ago with their revolutionary way to help organisations use challenger thinking to create or refresh brands, to turbo-charge innovation, ideas and growth, and to build strong cultures.
Having had 20 successful years, their incredibly respected reputation stood fast but their network had begun to fade a little and the business was overly reliant on the five senior partners. Glow was brought in to work across the business to help reshape their approach to the market, develop the director team and help them develop a strong pipeline for future growth.
During a six month journey, we worked shoulder-to-shoulder with the partners and the strategic consultancy team, to help them find a new lens, language and approach to how they step forward into the market, particularly for new business.
The Work
We helped eatbigfish redefine their proposition, refresh their marketing activity and evolve the pipeline responsibility onto the director team.
This sixth month journey helped reinvigorate their business, motivating the team and generating real growth.
Phase 1
- Immersion involving client research, cross functional working groups and stakeholder workshops.
- The conclusion was the need for a new way of presenting their proposition; a more impact focused and bolder positioning
- Working cross functionally, we built a new positioning including vision, mission and company values
Phase 2
The new language we developed resonated with the entire team, the next job was to bring it all to life so we:
- Redeveloped the website
- Recreated all marketing collateral
- Created a new language and process model for the teams to use when explaining the offering of the strategic consultancy
Phase 3
So we had developed a new language and approach and great new collateral, but the new business pipeline was still relying too heavily on the partners.
- Bespoke training of the Strategic Directors team
- Redefinition of “sales” and questioning skills
- Ongoing coaching and mentoring
- An entirely new marketing strategy involving a high impact content, PR and event strategy that really put the agency on the map
The Impact
“As strategic brand consultants ourselves, Emma is the only person in London who I would trust to work with us on our positioning and our individual development. She has led us on a seismic journey but made it feel simple and obvious. Six months on and we are actually now too busy. We owe her so much.”
Adam Morgan, Founder, Eatbigfish
Increased pipeline in year 1 by 40%
Increased subscriber base by 15%
New business responsibility evolved to director level
Don’t just listen to us:
``We worked with Glow on defining both the Ladbrokes and Coral brands. The process was seamless, brilliantly executed, created unbelievable alignment internally & externally and has been like rocket fuel for our brands. Emma made what was incredibly hard work really fun and inclusive. Glow is now a regular and crucial part of our team.``
``We chose Glow as our agency over a huge global network agency and never looked back. They are just great to work with; they wrap themselves around us, challenge on all the right stuff in the right way and always deliver brilliantly``
``Emma and the Glow team have completely transformed our business. It started as a rebrand but they have done so much more. They got right under the skin of our business and helped us revamp not just our branding but team culture and our entire approach to the market!``
``Before I met the team at Glow I was convinced that if people wanted to buy stuff they would do so by going up the high street and visiting a shop! Glow completely transformed our marketing strategy and put us on the map digitally``
``As strategic brand consultants ourselves, Emma is the only person in London who I would trust to work with us on our positioning and our individual development. She has led us on a seismic journey but made it feel simple and obvious. Six months on and we are actually now too busy. We owe her so much.``
``The work we did with Glow on developing #RiseWithUs was game changing. We managed build a clear proposition that worked across the marketing, fashion, film, drama and art worlds. Emma and the team brought a huge amount of strategic thinking, energy, drive and those all important connections that made the entire project thrive.``
