Share
We helped a leading conference organizer to adjust its pricing model and to transform its financial performance.
Client and project overview
- A conference for professionals was struggling. It had declining sponsorship sales and had kept delegate fees flat for 10 years due to competition
- It now needed a pricing structure that would allow it to maximize delegate revenues
Key question
- How can overall revenue decline be stalled, whilst maintaining delegate attendance levels?
Our methodology
- We carried out an analysis of historic attendance patterns, delegate data and competitor events
- Combining this analysis with in depth delegate interviews and an online delegate survey, AMR developed a delegate segmentation to inform potential pricing scenarios
Results
- We developed a series of pricing scenarios detailing revenue uplift opportunities together with the likely impact on attendance
- We also designed an implementation plan to mitigate delegate loss by phasing price increases and improving both marketing and the event itself
- The impact on delegate revenues from the new pricing strategy was c.30% per annum
“AMR did an extremely good job getting to an audience that is very difficult to reach. With our new pricing strategy we went on to achieve an eight x RoI. That’s when you know that a piece of work was worth it.”
Read More
Miriam El-Baz and Connor Novy were recognized at the Consulting Magazine Women Leaders awards to highlight the outstanding contributions made by women in consulting. Read more.
Financier Worldwide discusses strategy and execution for accelerating value in PE carve-outs with Phil Dunne and Peter Rodrigues-Renon at Stax, including Gerard Nichol at Grant Thornton. Read more.
Investment focus in automotive technology continues to broaden beyond OEMs to the core service ecosystem. Read what Sameer Tejani and Max Massaro see in the market.
Grant Thornton Stax supported SteelEye, a leading trade and communications surveillance and data analytics platform, on its recent merger with FundApps. Read about the deal here.
As data center development shifts toward larger builds, demand for specialized service providers, offering backup power, electrical systems, and cooling infrastructure grows. Learn more.
Grant Thornton Stax Appoints Chen Liu as Partner to Drive Growth in Technology and Education Sectors
Stax, part of the Grant Thornton Advisors LLC multinational platform, has announced the appointment of Chen Liu as Partner. Read more about Chen and his responsibility with the firm.