Case studies - Harry Briggs
Harry Briggs and Marcus Waley-Cohen, 30, set up Firefly Tonics in 2002. The idea for Firefly Tonics came to Harry and Marcus after they noticed that all their friends were fervently consuming energy drinks to stay awake but complaining about the sugar content and taste. They set out to create a drink that was effective yet completely natural.
Firefly drinks are formulated with fruit juices and potent herbs. There’s no added sugar and absolutely nothing artificial. Each bottle contains at least 2.5g of herbs, blended by experienced herbalists to help you feel at your best. There’s one to De-tox, Wake up, Sharpen up, Health kick and Chill out.
Firefly launched to much applause in Harvey Nichols in late 2003, and before they knew it the smartest foodhalls, cafés and hotels from all over the world wanted to stock the drinks. Firefly boasts an annual turnover of more than £3 million.
What was the most valuable lesson you learnt from your school days?
I learned that everyone has something they’re really good at – from the outgoing artist to the shy geek to the shoulder-shrugging “loser” – and that if they’re prepared to work at something, they can really make something of themselves and earn the (grudging) respect of their peers.
When you were at school did you know what you wanted to do for a career?
No – I thought about law, and did a short placement, and almost died of boredom and kept falling asleep at my desk. So I ruled that out. But I always thought I’d like to “create” something – which probably meant starting my own business one day.
What were you doing before your talent became your job?
I was a consultant at McKinsey & Co. and I had a job in marketing at 3, the mobile phone network.
How did you get your break?
A friend of mine was interested in starting a business, and already had some funding lined up for an idea. He wanted me as a partner, because I had a bit more experience.
Why do you think it’s important to support young people's talents?
Because life’s so much better when you’re doing something you love. Your work is a third of your life – you can’t afford to waste that doing something that you’re uninspired by.
Who in your life has helped you to Shine? Who inspires you?
My headteacher at my primary school noticed that I was a good singer, and plucked me out and into the senior choir when I was only five. She also encouraged me to apply for a choristership to the choir school in Windsor Castle. She was an amazing musician herself, as well as an excellent headmistress, and set high standards that inspired us. I’ve had various piano teachers and choirmasters since that have inspired me by wanting to create the perfect sound, and never being satisfied with mediocre.
In business, I was inspired by a manager at McKinsey who made us really want to perform for him, by being relentlessly positive and good-humoured and keeping us focused on the big questions.
And another manager taught me that, in marketing, you can answer just about any question if you use market research the right way – get the questions right, and people will tell you what they want.
What other talents do you have?
I love music – I run a choir in London, and play the piano quite a bit at weddings and other events. I think music is an incredibly helpful thing to have – it sharpens the mind, gets the other side of your brain working, and it provides a wonderful time out when things are stressful.
How do you think schools can help young people to develop their ideas and have the confidence to take them forward?
Teach more of the basics of business – profit margins, return on investment – not hugely complicated, but so much simpler if you learn them younger.
And study case studies of how people have started businesses and grown them – so young people can see that if they spot a niche and have a genuinely superior product or service to fill it, they can always make it.
What do you think about the Shine festival of talent? Is it something you would have engaged with if it was available while you were at school?
Yes I would. I was lucky to be at a school where they helped us quite a bit with career advice – but that was mostly the professions (law, medicine), rather than entrepreneurship.
I think entrepreneurs are the sort of people who will find things out for themselves – if a school has to encourage you to be an entrepreneur, you’re probably not the type – so what schools need to do is help people identify their talents and encourage them to believe in themselves.
What advice would you give to young people taking part in Shine?
Never start a business because you want easy money – it’s never easy. Successful entrepreneurs need ambition and enormous passion for their product or service. You have to infect people with your enthusiasm for your product.
The thrill comes from creating a thriving business and meeting customers who love what you make for them. The money side will follow if you get the other bits right.
Harry is an Ambassador for Make Your Mark, the national campaign to unlock the UK’s enterprise potential, and supporter of Shine.
