Middle Temple – Sales, Marketing, Event processes and procedure review

ASSIGNMENT

GFG was commissioned by the Director of Membership and Development to review the Sales and Events team skill sets, which included an element of both strategic and tactical support. This included reviewing the teams’ current sales processes and general marketing activity aimed at Middle Temple’s various sales channels.

During this four-month assignment, GFG reviewed the staff individual’s skill sets and the day-to-day activity of the ‘Events’ team. This led to identifying a number of key areas where support and advice was required.

Output and Results

• Working closely with the Sales & Marketing Manager, suggested an improved methodology in the way the team reviewed reactive enquiries and qualification processes. This required more effective time management in the way they segmented enquiries potentially improving conversion ratios.
• When reviewing staff job descriptions including annual appraisals and personal development plans, this led our Consultants to devise more measurable and effective KPI’s, delivering greater accountability.
• Reviewed Middle Temple’s e-marketing activity and suggested alternative ways to track responses by creating links with more targeted messages to the venue’s various sales channels – Members, Corporate and Agencies.
• Due to limited resources within their team our Consultants executed a telemarketing campaign which involved following up ‘prospect and past clients’ in total just over 500, resulting in 10+ site inspections from interested ‘Event PLanners’.