Newsletter Issue 19: October 2015


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Finding the ROI sweet spot for event sponsorship - Sue Toomey, Director, The Economist Events, Asia Pacific

Sue Toomey, Director, The Economist Events, Asia Pacific

Return on investment (ROI) and return on objective (ROO) are widely accepted as criteria by which sponsorship success is measured. Simply put, for every dollar spent, sponsors expect to receive benefit valued at a multiplier of their original investment. Defining the benefit is key as it’s linked directly to objectives. A particular event may break attendance records, attract high-profile participants and run at the highest professional standard, but if it doesn’t serve the purpose of helping achieve specific marketing objectives for the sponsor, then renewal is unlikely to follow.

Price matters, of course, but only insofar as comparing other marketing activities or sponsorship of another property that delivers equally effective results. In the end, it won’t matter how low a fee may be if the property simply doesn’t deliver—as every dollar spent would be a dollar wasted. But when properties work closely with sponsors, focused squarely on achieving measurable results, they become valuable partners in the marketing process. Sponsors tend to renew such agreements and are even willing to pay a premium for those sponsorships that truly deliver.

Help me, help you
It sounds straight-forward enough: "deliver ROI and you’ll have a satisfied sponsor who renews." But the best of intentions can lead to failure if both sponsor and property are not completely aligned in terms of the end goal.

[Read more...]

The Event Marketing Summit

The Event Marketing Summit 2015 took place on Friday 2nd October. Over 140 senior Marketing professionals gathered to meet, network and share ideas with colleagues and to talk frankly about current challenges in event marketing.

Highlights from the day can be seen on the live blog

The Conference Summit, 4th December

The Conference Summit has evolved into the authoritative annual meeting place for senior figures from commercial conference companies to discuss the state of the industry and the many common issues they face. With 20 industry leaders addressing this year’s Summit, it promises to be of incredible value. If you’d like to bring your team we are offering 3 places for the price of 2.

Salary Survey 2015

The Global Conference Network is committed to providing insights and analysis to further best practice in the conference industry. As part of industry insight series we want to better understand salary trends in the industry.

The second annual Global Conference Network Salary Survey is the largest and most comprehensive survey for the B2B conference industry. The survey compares salaries and benefits by job function, seniority and will compare year on year rises. It consists of 18 questions and should take no longer than 5 minutes for you to complete, click here to start. It can be completed anonymously.

All entries completed with an email address, will be entered into a prize draw to win a fabulous trip to Dubai for two people, including flights and three nights’ accommodation in a five star hotel as well as a free copy of the survey. The winner of the prize draw will be announced at the Conference Summit on 4 December 2015.

Deadline for submission of your survey responses: 20 November 2015.


A Fusion Deal: Incisive Media has sold Accountancy Age and Financial Director to Blenheim Chalcot and its portfolio company Contentive.

ITE 2015 full year prelim results show 14% like-for-like revenue decline.


For more information about GCN Talent see:

Head of European Events - £Competitive plus bonus – Surrey

EEMEA Event Director - £58K base - £98K OTE - London

CEO – Conferences – £100-£150K plus bonus- London

Senior Conference Producer – HR/Finance Events - £30K plus profit share – London

Head of Conference Production - £50-£70K plus bonus – London

Show Director – Technology Exhibition - £50-60K base £70-£90K OTE - London

Head of Event Marketing - £40K-£50K – London

Sponsorship Business Development Manager - £30-£40K base – up to £65K OTE – London

Marketing Campaign Manager – Finance Events - £35K plus bonus – London

If you’re a recruiter looking for help with a particular vacancy or recruitment campaign, please call us on +44 (0)20 8123 5805 or email and we’ll be delighted to discuss your requirements and how we can help.