Helping premium retail, hospitality, travel and destination businesses unlock new sources of commercial growth.
Growth doesn't always come from reaching more people. Often it comes from understanding where the right customers already exist, who already influences them, and how your organisation can create more value for them — through marketing, partnerships and customer experience working together.
58th Concept helps leadership teams identify where growth exists, prioritise the opportunities that matter most, and build the commercial roadmap to unlock them.
How I Help
Acquire Customers
Using partnership ecosystems to reach customers long before they begin planning a visit.
Grow Customer Value
Increasing spend, repeat visitation and lifetime value through connected customer journeys.
Build Commercial Ecosystems
Creating partnership strategies that unlock entirely new sources of demand and commercial value.
Most consultancies start by identifying partners. I start with the customer — understanding who already influences them, before ever asking who to partner with. Build the ecosystem properly, and the partnerships emerge from it.
The partnerships are what it produces.
What an Engagement Looks Like
- Map the commercial ecosystem — Who influences your most valuable customers before they ever reach you?
- Validate where commercial value really exists — Where are customers, partnerships and commercial opportunities already being created, and where are they leaking away?
- Prioritise growth — Focus leadership attention on the few opportunities capable of creating disproportionate commercial impact.
- Build the roadmap — Design practical initiatives and the delivery model behind them that marketing, partnerships and commercial teams can execute consistently and at scale.
The outcome isn't a strategy deck. It's a prioritised commercial growth roadmap — with clear initiatives, ownership and measurable outcomes.
When Organisations Typically Engage
- Growth has plateaued.
- International demand has changed.
- Existing channels are no longer delivering.
- Partnerships exist but aren't creating measurable value.
- Marketing activity is increasing without corresponding commercial performance.
- Leadership wants to prioritise growth opportunities rather than pursue everything at once.
- Different stakeholders hold different views on where future growth should come from.
Recognise your organisation in any of these? That's usually where the conversation starts.
How I See Growth
Customers → Influence → Partnerships → Experience → Commercial Growth
Commercial growth is rarely the responsibility of one team. It happens when marketing, partnerships, sales, customer experience and operations work towards the same commercial outcome.
Marketing tells the story. PR builds awareness. Sales converts opportunities. Partnerships create access to audiences you couldn't reach alone. Those aren't competing disciplines — they're complementary. My focus is helping organisations connect them, so they create greater commercial value together than they could independently.
Why Commercial Ecosystems Matter
Most organisations don't suffer from a lack of opportunity.
They already have customers. Marketing. PR. Sales. Loyalty. Digital. Operations. Partners. Data. Relationships. Assets.
The challenge is that these rarely operate as a connected commercial system.
Growth comes from understanding how those pieces work together — and where value is created between organisations and teams, not simply within them.
Externally, that means reaching audiences through brands that have already earned their trust — airlines, hotels, banks, luxury brands, travel advisors, membership programmes, tourism organisations. Customers are already predisposed to engage, because they trust the organisation introducing them before they've ever trusted you.
Internally, it means the same principle applies between marketing, sales, partnerships and customer experience — disciplines that are often measured separately, but create far more value when they're aligned around the same commercial outcome.
That's the difference between a partnership and an ecosystem. A partnership is a deal between two organisations. An ecosystem is a map of who influences the customer, who owns the relationship, where the friction is, and who benefits when that customer spends more, stays longer or comes back. Building the ecosystem is the work.
Selected Results
Unlocked £300m+ in annual tracked sales through a global partnership ecosystem.
Increased contribution to key luxury brands to c.40% through partnership-led customer acquisition.
Scaled an international partnerships capability from 2 to 15 people, creating a platform for long-term growth.
Grew India from c.£3m to c.£35m, transforming an emerging market into a strategic source of demand.
Case study — India
Commercial challenge: Build demand from an emerging luxury market with no established route to the customer.
Commercial approach: Built an ecosystem spanning airlines, travel trade, payment partners and tourism organisations — reaching high-value customers through brands they already trusted, rather than relying on direct marketing alone.
Commercial outcome: Tracked sales grew from c.£3m to c.£35m, turning an emerging opportunity into a strategic growth market.
Experience Across
- Premium retail and mixed-use destinations
- Luxury hospitality
- Airlines, loyalty and travel distribution
- Visitor attractions and private estates
- Lifestyle membership and financial partnerships
Most recently, Clive advised one of Europe's leading premium outlet operators on strengthening the commercial business case, partnership strategy and international customer acquisition approach across its European portfolio.
Who I Help
Premium retail & mixed-use destinations — Attract higher-value domestic and international customers, increase spend, strengthen repeat visitation and build partnership ecosystems that extend far beyond traditional retail marketing.
Luxury hotels and resorts — Grow direct demand, build strategic partnerships and increase the lifetime value of high-value guests.
Destination organisations — Connect hospitality, retail, culture and experiences into a commercially aligned ecosystem that increases visitor value rather than simply visitor numbers.
Visitor attractions and estates — Diversify demand, increase dwell time and create new commercial partnerships that extend the visitor journey.
Why 58th Concept
58th Concept takes its name from the 58 recognised navigational stars sailors used for centuries to determine their position at sea.
Business leaders face a similar challenge. Growth is influenced by countless signals — customers, partnerships, channels, markets, pricing, experiences. The challenge is rarely a lack of information. It's understanding which opportunities matter most and where value can be created.
58th Concept helps organisations navigate that complexity, bringing clarity to commercial ecosystems and growth priorities — so leadership teams can focus on what matters most.
Clarity creates momentum.
About Clive
More than 25 years leading commercial growth, partnerships and market development across luxury hospitality, travel, premium retail and destinations.
At British Airways, Clive developed an understanding of demand generation and loyalty at scale. At Jumeirah and The Savoy, he gained first-hand experience of luxury hospitality and premium customers. Over eight years at Bicester Village Collection, he built one of the world's largest luxury partnership ecosystems, generating more than £300 million in annual tracked sales. More recently, he advised one of Europe's leading premium outlet operators on strengthening the commercial business case, partnership strategy and international customer acquisition approach across its European portfolio.
Across each role, the industries changed. The commercial challenge didn't. The work has always been about helping leadership teams identify where commercial value exists, validating which opportunities are capable of creating disproportionate impact, and turning that understanding into practical commercial action.
Let's Talk
If you're looking to:
✓ Acquire more of the right customers
✓ Grow spend, loyalty and repeat visitation
✓ Unlock new sources of commercial growth
I'd be delighted to have a conversation.