Specialising in providing premium hospitality, BT Murrayfield is situated in the heart of Scotland’s historic capital city of Edinburgh. Murrayfield Stadium offers a range of corporate event packages, including VIP boxes, private suites, and hospitality lounges, for various events hosted at the stadium, such as rugby matches, concerts, and conferences.

Project

  • Supporting the recruitment of a Sales Consultant.

Objective

  • Lead the sales plan for the 2020 Six Nations hospitality.

  • Achieve budgeted hospitality sales targets.

  • Work with the team to rebuild the content and images on their website.

Success Criteria

  • The budget to be achieved in match-day hospitality revenue for the 2 home matches through sales activity with direct customers, sports agencies and matchday hospitality agencies.

  •  For the new website to be live with up-to-date content and images by the end of the contract to support the post 6 nation sales for 2021 and the lucrative meetings and event market. 

Action

  • I met the Venue Director to understand the brief and establish the essential and desirable core skills needed.

  • Reviewing our network of consultants, I was able to identify and secure a successful consultant on the first meeting who was available for an immediate start.  This negated any notice periods and allowed work to commence immediately.

Result

  • An experienced consultant was sourced, briefed and was integrated quickly into the team.  They led the strategy to fill match day hospitality at BT Murrayfield for the two Scotland matches through a network of sports agents, direct clients and varied third parties.

  • The objective was achieved with pre-match hospitality revenue exceeding the budget by 12%. The Venue Director was delighted and confirmed they would use En Pointe Solutions again for future project needs.

Feedback

“I appreciated the input and professionalism from the outset. Colin met with me to fully understand the needs of the project and the capability of the onsite team. This meant he was able to introduce the right person to lead and develop the team. Sales for the Six Nations campaign exceeded budget by 12% and the sales team developed key skills to drive revenue in the future.” - Fi Morley, Venue Director

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