Delegate & sponsorship acquisition
Every event has a revenue line. Paid delegates, exhibitors, sponsors, or all three. Most agencies hand you leads and leave. We run the whole line, from first impression to signed contract, across Europe, the United States, Africa and the Middle East, in English and French. Part of our fee rides on what we deliver.
Reach
We have run acquisition campaigns and closed delegate and sponsor revenue across four continents, in two languages, for audiences that rarely sit in one time zone.
UK and France in particular, including events delivered in London and Paris and campaigns run natively in French.
Delegate sales into Washington DC for a pan-African energy summit, and North American buyer outreach.
Anglophone and Francophone markets, north to south. Energy, mining and infrastructure audiences.
Gulf energy and infrastructure delegate and sponsor acquisition.
Natively bilingual in English and French. Both languages are sold in, not translated into, from the first ad to the closing call.
Why this works
Marketing agencies generate interest and stop. Sales consultants close what's already there. Between the two sits the gap where most delegate revenue is lost. We cover both sides, and we have run them together on the same shows.
Owned end to end, not handed over
Closed, not just qualified
Selected work
Shows we have worked on: Africa Energy Forum · Powering Africa Summit, Washington DC · YES! Cape Town · YES! On The Road Ghana · West Africa Energy Cooperation Summit · Learning Technologies UK & France
Africa Energy Forum 2025 · Together
$792,000Our demand lead built the acquisition campaign. Our sales lead closed it. 252 registrations delivered, 36% of them new business, against a compressed timeline and a global buyer base.
YES! Cape Town · Demand
5,000+Multi-channel digital campaign for a new youth energy summit with no existing audience, plus the launch of YES! On The Road in Ghana.
Africa energy portfolio · Sponsorship
29%Sponsorship acquisition across a global energy events portfolio, alongside 750+ qualified leads and £68k of pipeline at 21% conversion.
Learning Technologies UK & France · Paid media
£30k/moCampaign planning across flagship UK and France events, with GA4, Tag Manager and Looker Studio dashboards giving real-time visibility on return.
Who we are
We came out of the events industry rather than out of an agency. That means we have sat in the meeting where the registration number is behind, the show is eleven weeks away and nobody in the room can say precisely why.
Between us we have run acquisition campaigns and closed delegate and sponsorship revenue on events across energy, infrastructure, learning and professional services, across the UK, Europe, the United States, the Middle East and Africa, working natively in English and French. Africa Energy Forum. Powering Africa Summit in Washington DC. YES! Cape Town, built from a standing start. West Africa Energy Cooperation Summit. Learning Technologies in London and Paris.
What we noticed doing it was always the same thing. Marketing is measured on leads and sales is measured on conversion, so nobody is measured on the handover, and the handover is where the money goes missing. We built this practice around owning both sides of it.
What we believe
01
Impressions, opens and click-throughs are diagnostics, not outcomes. If an engagement cannot be tied to registrations, delegate revenue or signed sponsors, we would rather not take it. It keeps everybody honest, including us.
02
The person who builds the campaign and the person who calls the prospect work to the same target, in the same week, off the same data. Most delegate revenue is lost in the seam between those two jobs, so we removed the seam.
03
Whoever pitches you is whoever does the work. There is no layer of account management between the conversation and the delivery, and nothing gets handed down to somebody learning on your show.
04
Part of what we earn is tied to what we deliver. We will tell you on the first call what we think is achievable and what is not, because we are the ones who carry it if the answer is wrong.
05
If your show is too close to the date, if the audience data will not support the sponsorship proposition, or if the number is not reachable, you will hear it in the first conversation rather than in month three.
Who you work with
No handover to an account executive after signing. Whoever pitches you is whoever delivers.
Co-founder
Demand generation for global B2B events and brands, from paid media and CRM through to attribution that senior leadership actually uses. Master's in Innovation, Creation & Digital Communication, Université Côte d'Azur.
Co-founder
Delegate sales and business development across energy events, selling into the USA, Middle East and sub-Saharan Africa. Record-setting delegate sales performance, including company records for revenue closed.
What we do
Marketing agencies stop at the lead. Sales consultancies start after it. We do both halves, which is why we can be held to a registration number rather than a activity report.
Getting the right people to know your event exists, and getting them onto the registration page ready to buy.
Audience definition, positioning, channel mix and a campaign plan built backwards from your registration target and show date.
Multi-channel campaign build and management across paid, email, organic and partnerships, run to one number.
LinkedIn, Google, Meta and programmatic. Budget management, audience testing and cost-per-registration optimisation.
Lifecycle programmes, segmentation, automation and deliverability. HubSpot, Pipedrive, DotDigital, ClickDimensions, SendGrid.
Technical SEO, search strategy and content built to be found by the people you need in the room.
Registration flow design, page builds and A/B testing. Most events lose more delegates on the form than in the campaign.
Event sites, microsites and full rebuilds from scratch. WordPress, Webflow, Squarespace, HubSpot, Shopify, static builds and bespoke. Platform-agnostic by choice.
Send us the site you already have. We audit speed, structure, UX, tracking and conversion, then either hand you the fix list or do the work.
Campaign and registration pages built to convert, plus ongoing upkeep: updates, speed, security, content changes and seasonal rebuilds between editions.
Campaign copy, agendas, speaker comms, sponsor decks and delegate nurture, in English and French.
Sizzles, speaker films, social cutdowns and post-show content. Produced and edited in house.
GA4, Tag Manager, Looker Studio and Search Console. Reporting your board reads and your sales team trusts.
AI-assisted segmentation, lead scoring and workflow automation across your existing stack.
Audience building, list hygiene, enrichment and consented data capture that survives an audit.
The half most agencies cannot offer. Turning interest into signed delegates and signed sponsors.
Outbound calling and closing to a revenue target. Not lead handover, actual conversion.
Prospect research, proposition build, pitch and close. Renewals and upsell on existing partners.
Floorplan sales, exhibitor prospecting and rebooking campaigns.
New logo acquisition into markets you have not sold to before, including USA, Middle East and sub-Saharan Africa.
Multi-touch email, LinkedIn and phone sequencing, built and run, not just written.
Qualified meetings booked into your team's diary, with the research already done.
CRM discipline, forecasting and weekly revenue reporting against the show date.
Rebooking and next-edition sales at the show itself, while the value is in front of them.
The stretch almost everyone skips. Attendee nurture, feedback capture and early-bird conversion for the next edition.
The stack
Filling an event is not one skill. It is a stack of them, and most organisers buy them from three or four suppliers who do not speak to each other. We hold the whole stack.
Audience definition, positioning, channel mix and campaign planning built backwards from the date.
LinkedIn, Google, Meta and programmatic, managed to cost per registration rather than cost per click.
Lifecycle programmes, segmentation, automation and deliverability across the major platforms.
Technical SEO, content strategy and the assets that carry a campaign through the quiet months.
Event sites and landing pages from scratch, on whichever platform suits you rather than whichever suits us.
Diagnose and improve an existing site, then keep it maintained between editions.
Campaign creative, sizzles, speaker films and social cutdowns, produced in house.
GA4, Tag Manager, Looker Studio. Reporting your board reads and your sales team believes.
Outbound calling and closing to a revenue target, across multiple time zones and markets.
Prospecting, proposition, pitch, close and renewal, built off the delegate data rather than a rate card.
CRM discipline and weekly revenue reporting against the show date, not against activity.
Campaigns, sales calls and follow-up run natively in English and French, not translated between them.
Attendee nurture, feedback capture and early-bird conversion into the next edition.
How it runs
Every engagement is built backwards from a registration or revenue target and a date that will not move.
Stage one
We audit the funnel end to end: audience data, campaign performance, registration flow, sales process and follow-up. You get a prioritised fix list with a number attached to each item, whether or not you go further.
Stage two
Campaign, creative, sequences and tracking, live inside two to three weeks. Sales outreach starts in the same window rather than waiting for marketing to warm the list.
Stage three
Weekly reporting against pacing, not vanity metrics. We optimise spend, rework what is not converting, and keep closing through to the door and past it into the next edition.
Where we work
We have built campaigns and sold delegates, stands and sponsorship into these audiences. That means we can talk to your buyers rather than about them, and we do not spend the first month of a retainer learning your market.
Our home ground.
Generation, transmission and distribution, IPPs, utilities, renewables and the project finance that sits behind all of it. We have run delegate and sponsorship campaigns across pan-African energy events including the Africa Energy Forum and the Powering Africa Summit in Washington DC.
Long cycles, senior buyers.
Transport, water, urban development and the construction supply chain. These audiences buy late and buy on relationships, which makes campaign pacing and persistent follow-up matter more here than almost anywhere else.
Investor-led attendance.
Extractives, exploration and the investment community that follows them. Attendance in this sector is driven by capital cycles and deal flow, so the proposition has to be built around who is in the room rather than what is on the agenda.
The differentiator.
We campaign and sell across Europe, the United States, Africa and the Middle East, natively bilingual in English and French rather than translating between them. That covers Anglophone and Francophone markets to the same standard, and Francophone West and Central Africa in particular is consistently the most under-served region in international event marketing, and usually the cheapest to acquire in.
Two revenue models, one sector.
A market that splits cleanly in two, and needs a different offer on each side. At the paid-conference end, senior tickets run into thousands and delegate revenue is the whole business. At the expo end, entry is free and the revenue is exhibitors and sponsors. We work both, and we will tell you on the first call which of your problems is actually the one worth solving.
Volume audiences, tight CPAs.
L&D, talent, HR technology and the workplace software market across the UK and Europe. High-volume, cost-sensitive delegate acquisition where paid media efficiency decides whether the show works.
Senior, sceptical, hard to reach.
Recruitment, legal, finance and consultancy audiences at senior level. Small addressable markets where precision beats volume and where a poorly targeted campaign burns the list you need next year.
How we work together
Most organisers start with a diagnostic and move to a retainer once they have seen the fix list.
01
Two weeks. We audit your funnel, spend, data and sales process, then hand you a prioritised list of what to fix and what it is worth.
02
A full campaign build for one event: paid, email, landing pages, tracking and reporting, run to a registration target.
03
Retained. We own the whole funnel to a number, marketing through to closing, with part of our fee tied to the registrations we deliver.
04
Target lists, outreach, pitch and close, plus stand sales and rebooking. Built for free-entry expos and any organiser whose commercial revenue depends on two or three people who are already stretched.
05
A new event from zero. Positioning, audience build, first delegates and first sponsors, over six months.
06
Built from scratch, or hand us the site you have and we will diagnose and fix it. Event sites, microsites, registration pages and ongoing maintenance. We work across every major platform rather than pushing you onto ours.
07
For smaller teams and first editions. Six-week campaign sprints, landing page builds, funnel diagnostics, and pre-show lead generation for exhibitors with meetings booked into your diary. Fixed price, fixed scope, no retainer.
08
Campaigns and delegate sales run across Europe, the United States, Africa and the Middle East. Natively bilingual in English and French, so both markets are sold into rather than translated for.
How we think
A room does not work because you sold tickets. It works because enough of the right people turned up and the energy went round.
Push late and you spend the rest of the cycle chasing the pack. Most events are lost in that flat patch: the campaign that launches too close to the date, the leads that sit unworked, the follow-up that stops after two touches.
We are here for that stretch. We build the momentum early and we hold the line all the way to the door.
Insights
No trend pieces. Things we have actually seen go wrong, and what fixed them. Six pieces below.
Registration pacing
Almost every show that misses its number misses it in the same eight-week window. Here is what is happening in it.
6 min read
Marketing & sales
The gap between marketing generating interest and sales closing it is where most delegate revenue quietly dies.
5 min read
Discovery
Delegates are asking answer engines which conferences to attend. Most organisers have never checked what comes back.
6 min read
Proposition
Nobody flies to Cape Town for a panel. They come for who else is in the building, and your campaign should say so.
5 min read
Sponsorship
Sponsors are not buying your brand. They are buying your audience, which means your sponsorship deck starts in the registration data.
5 min read
Markets
Half of West Africa does business in French. Most African event campaigns are run entirely in English and wonder why the region underperforms.
6 min read
Questions
A marketing agency generates interest and hands you leads. We generate the interest and then close it, which means we can be held to a registration or revenue number rather than impressions and click-throughs. Most delegate revenue is lost in the gap between those two jobs, and that gap is the reason we exist.
Diagnostics are a fixed fee. Campaign projects are priced per show. Retainers start at a monthly base with a performance share on delegate or sponsor revenue above an agreed baseline, so part of what we earn depends on what we deliver. We will give you a number on the first call rather than three meetings in.
No, and you should be wary of anyone who says yes. Delegate revenue arrives late in the show cycle while campaign costs start on day one. A base retainer plus a performance share keeps the work properly resourced through the months where nothing is landing yet, which is exactly when the pipeline is being built.
Campaign live within two to three weeks of signing. Outbound starts in the same window. Registration effects usually show in weeks four to six, sponsorship conversations run longer. If your show is inside eight weeks, say so on the call and we will tell you honestly whether we can move the number.
Yes, and the work looks different. Where entry is free, your revenue is exhibitors and sponsors, so the job is stand sales, exhibitor recruitment, rebooking and sponsor renewal rather than registrations. Audience marketing still matters, but it matters because the audience is what your exhibitors are buying. We will build the proposition out of your visitor data and sell against it.
They are where we are strongest and where we need no briefing. We also work across learning, professional services and wider B2B. What matters more than sector is whether the event has a paid delegate or sponsor revenue model, because that is the number we work to.
Yes, natively, and in English to the same standard. Campaigns, sales calls, copy and delegate conversations are handled in both languages across Europe, Africa and beyond. Most organisers translate into French rather than selling in it, and the difference in conversion is significant.
We do. There is no account manager layer and no junior team behind the pitch. Whoever you meet on the first call is whoever runs your campaign and picks up the phone to your prospects.
No. We run fixed-scope sprints for smaller teams and launches: a six-week campaign sprint on a single channel and goal, a landing page or funnel build, a diagnostic, or pre-show lead generation if you are an exhibitor rather than an organiser. Fixed price, defined scope, no retainer and no long commitment. Plenty of clients start there and move to a retainer once the first piece has paid for itself.
Both. Most often we work alongside a small in-house team, taking the part they do not have capacity or specialism for. Some organisers use us instead of hiring a delegate sales executive and a marketing manager, which is usually the cheaper of the two options.
Start here
Thirty minutes. Bring your registration target and where you are against it. You will leave the call with three things to fix whether you work with us or not.
Prefer email? enquiries@skatersconsulting.services
Received
Thanks for the detail on your event. Someone will come back to you within one working day, usually sooner.
Before the call we'll look at how your registration campaign is currently running, so we arrive with something useful rather than a list of questions.
Next: a reply from enquiries@skatersconsulting.services. Nothing else, no sequence.