Event organisers
Commercial strategy for B2B event organisers and investors
We help event businesses grow revenues, strengthen portfolios and make better decisions on acquisitions, launches and growth opportunities.
OVERVIEW
Where we can help
Event businesses come to us when they’re considering an acquisition, launching a new event, improving event performance, or deciding where to take their portfolio next. Our work typically focuses on five areas:
Make confident M&A decisions through commercial due diligence, customer and exhibitor referencing and independent growth forecasting. Our CDD work has supported leading global event organisers and investors, including RX, Clarion Events, CloserStill and Emerald X (Forge), as well as Blackstone, Providence Equity and ONEX Partners.
Evaluate new event concepts, market dynamics and revenue models before committing resources, so you can understand demand, refine the proposition and choose the right route to market.
Grow key events, or improve underperforming or mature assets, by reassessing event strategy, defining positioning, refining audience targeting and improving sponsor and exhibitor ROI.
Prioritise where to invest across event brands, sectors and geographies, including vertical strategies, portfolio white spaces and launches. Strengthen the commercial engine behind your portfolio, from sales efficiency and go-to-market planning to pricing, sponsorship strategy, exhibitor revenue and initiatives to improve conversion, yield and growth.
Assess year-round engagement and monetisation opportunities, including communities, information and data products, training, certification, supplier marketplaces and other adjacent revenue models.
Our experience
How we work in events
We speak directly to attendees, exhibitors, sponsors, speakers and industry stakeholders to understand your core value proposition, what matters to customers, why they spend and where demand is moving.
We integrate those insights with analysis of the customer proposition, revenue mix, pricing, competitive dynamics, market sizing and growth potential, so you can make decisions based on how the market actually behaves.
our expert
Jérôme Delhaye
Jérôme brings 20 years of experience across media and events, combining strategy consulting training from The Boston Consulting Group with hands-on industry expertise. He advises clients on growth strategy, new launch assessment, M&A and innovation projects, helping turn complex market questions into practical recommendations.
Selected project experience: Led the commercial due diligence of This is Beyond, a leading international B2B events portfolio across Europe, Africa, Asia and North America, for Emerald X. The work combined customer referencing, data analysis, management discussions and an assessment of underlying industry dynamics to identify key opportunities and risks.
Result: Delivered clear recommendations that supported the acquisition, helped establish a new vertical for the client and created a platform for subsequent acquisitions.
Case studies
Examples of our work
Commercial due diligence for an iconic international innovation event brand
We supported the acquisition of a major international innovation event by testing the strength of the proposition with exhibitors and attendees. The work combined customer interviews, event visits, competitor benchmarking and underlying industry research to assess brand strength, priority growth segments and opportunities to improve the event proposition, audience and messaging.
Result: Clear investment guidance, followed by +30% visitor growth and a a 35-point improvement in exhibitor NPS within two years post-acquisition.
Reigniting growth in a major B2B events portfolio
We helped a leading organiser grow its largest events portfolio by identifying a critical exhibitor pain point – an unfocused visitor base and resulting weaker perceived ROI. The work defined priority visitor segments by sector, company size, role and seniority, creating an audience development framework later adopted across the wider portfolio.
Result: +60% visitors and +25% exhibitors for the flagship event.
Contact Us
Let’s discuss your event portfolio
Whether you’re evaluating an acquisition, launching a new event or looking for new ways to grow, we can help you understand the opportunity and decide what to do next.