What entrepreneurs can learn from Richard Osman’s £3 billion business success

Richard Osman is known to most people as a television presenter and best-selling author, but his insights at The National Entrepreneurs' Convention 2024 were all about business—and how he helped grow Endemol into a £3 billion company.

I was fortunate enough to hear him speak at the event, and this is what I took away from the session.

Endemol's Rise: A Lesson in Scaling Right

Endemol, the company responsible for global hits like Big Brother, wasn’t founded by Osman, but he was brought in as a “key creative” when there were just 40 employees. By the time he left, the company had swelled to 45,000 staff. One of the key reasons for their success? They understood the market they were in and how to grow sustainably.

Osman was candid about the dangers of growing too fast—something entrepreneurs often overlook in the pursuit of rapid expansion. While scaling is crucial, it’s just as important to grow thoughtfully, putting your energy into areas that will deliver long-term success.

“If You’re Going to Have a Hit, Have a Big One”

Endemol’s success wasn’t just about rapid growth. Osman stressed the importance of putting serious effort into ideas that you believe in. They didn’t just pitch formats; they rigorously tested them first. They "tested ideas to destruction" internally before selling them, using their own resources to fine-tune concepts until they were ready for the market.

As business owners, it’s easy to get excited about a new idea. But Osman’s advice is clear: invest your time and effort in ensuring it’s the best version possible before putting it in front of your customers. And when it works? Go all in.

Building Something New, and Selling It Well

At Endemol, Osman and his team were “building things no one had built before” and were incredibly skilled at selling these innovative formats globally. It’s a formula many entrepreneurs can learn from. SpotDev’s own focus on innovation—whether through developing proprietary tools like the HubSpot migration tool or crafting unique website solutions—aligns with this mindset. Create something new, and when it’s ready, make sure you’re able to sell it to the right market.

The Role of Stakeholders

Despite his success, Osman didn’t shy away from discussing the downside of having too many stakeholders involved. As Endemol grew, the number of decision-makers increased, and Osman began to lose control over the company’s direction. It was no longer the entrepreneurial environment he had thrived in.

For entrepreneurs, especially those in the B2B tech space, this is an important lesson: as your business grows, maintaining control over your vision becomes more challenging. The key is to find the balance between growth and independence.

Surround Yourself with Talent

One of Osman’s core messages was the value of surrounding yourself with talented people. “Talented people are free money,” he said, emphasising that success often comes down to having the right team in place. For SpotDev, this means continuing to invest in experts across all areas of HubSpot services, ensuring we’re always delivering the best possible outcomes for our clients.

The Entrepreneurial Mindset

Osman compared writing his first book to his early days at Endemol—starting with a blank piece of paper and gradually building something substantial. It’s a marathon, not a sprint, and requires dedication, creativity, and a willingness to learn from failure. The same applies to running a business. Entrepreneurship is full of highs and lows, but it’s the challenge and the creative process that make it worthwhile.

Research, But Trust Your Hunches

Finally, Osman shared some advice for those moments when you’re faced with a difficult decision: trust your hunches, but don’t rely on them alone. Do the research to back up your instincts. This combination of intuition and analysis is key to avoiding costly mistakes while still capitalising on big opportunities.

Final Thoughts: Applying Osman’s Lessons to Your Business

Richard Osman’s journey with Endemol offers many lessons for entrepreneurs today. Whether it’s about scaling at the right pace, testing your ideas rigorously before bringing them to market, or surrounding yourself with the best people, the principles remain the same.

At SpotDev, we understand the importance of all these factors in delivering exceptional service to our clients. Whether it’s through our HubSpot integrations, bespoke websites, or ongoing support, we aim to bring innovation and value to every project we work on—just as Osman and his team did.

If you’re ready to take your business to the next level, we’d love to help you build something no one has built before.