Need a Fresh Pair of Eyes?
The Process
Initial Meeting
To discuss your specific requirements and identify key focus areas.
On-Site Review
Depending on the health check objectives, we spend one or two full days spent on-site by to observe, gather evidence, and look for areas of strength and identify areas of opportunity.
Detailed Report & Follow Up
Highlights strengths and competitive advantages as well as identifying areas for improvement and untapped opportunities. With tailored Support Packages designed to help implement changes and improvements where needed.
Areas of Focus
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- Business Strategy and Targets.
- Reporting and business analysis.
- Team and structure.
- KPI’s and objectives.
- Sales skills and behaviours.
- Revenue optimisation across the venue.
- Customer management.
- Sales lead process and new opportunity hunt.
- Understanding the marketplace.
- Enquiry channel management.
- Enquiry handling excellence and conversion tactics.
- Out of hours enquiry process.
- Coordination of events and proactive upselling.
- Collaboration in bringing events to fruition.
- Collect and act upon feedback and testimonials.
- Sales processes and SOP.
- Proposals and quotes.
- Site inspection standards.
- Account management, invoicing, and event charges.
- Networking and marketing within the marketplace.
- Sales activities.
To book your Venue Health-check call us on 07776 307 167 or email [email protected] for more information
Case Study
Sales and Marketing Project for Silverstone Conference and Event Wing
Mandy Jennings completed a Conference and Event Sales Health check to review the opportunities and understand current activity, partnerships, and key activities in the Conference & Event market.
Mandy completed a 2-day Health check meeting all the team and then made recommendations on how Paje could support the Silverstone team. They implemented a sales activity plan linked to the overall marketing plan to specifically focus on the C&E market.
There was a 3-prong approach over 6 months
- Install an Interim Head of Sales at Silverstone for 3 days per week for 6 months to help recruit a new permanent Head of Sales, put in robust sales and enquiry processes, training and development for the current team and ensure they were the right people for the job required.
- Proactive Telesales to the Conference Agency Market by a team of Paje Consultancy highly skilled sales people and proactive sales calls to agencies – 2 /3 days per week and helping to convert large enquiries.
- Marketing approach agreed for the Conference and Events Market agreed by Paje – campaign to the market by Silverstone team and follow up calls made by Paje team, and supporting on C&E marketing activity plan, advising on costs and who to work with to get best advantage.
Objectives & Results
Drive revenue to ensure conference and event target was delivered
This was turned around and they achieved target by the end of the year with a good base of business for future year
Assist the current Silverstone C&E team in raising awareness and generate new revenue opportunities in the conference and events sector for Silverstone Circuit – achieved with some great new relationships in place now delivering business and good business on the books for coming year
- Full assessment of the team, and 80% of the team departed and replaced with new personnel with the right skills and expertise in C&E market
- New Head of Sales recruited and now making great progress
Make recommendations where appropriate to increase sales in the conference market including e-campaigns, venue listings, links to industry bodies and opening doors to make introductions for the venue.
- Awareness of the facility much higher and in the public eye far more for C&E market
- Joined Venues of Excellence and actively join the exhibitions and events E.g. Hosted Delegate Wranglers event recently and great coverage
