Course facilitator: Helen Earwaker, Sales & Marketing Manager, RHUL Commercial Services, and CUBO Conferencing & Events Group Lead
09.30 - 10.00: Arrival and Coffee
10.00 - 10.15: Introduction – Overview of programme, speakers and delegates and expectations.
10.15 - 11.00: Collaborating for Success - Sam Glenister-Batey, Head of Conferences & Events, University of Leeds
2023 saw the biggest transformation of the conferences and events business at the University of Leeds since operations started: the launch of a new dedicated conference centre, a rebrand, a new website, an overhaul of processes, new leadership and the team more than doubling in size. These changes, along with a renewed focus on collaborating and the customer, created unprecedented growth for conference business at the University of Leeds. Through the lens of this case study, Sam Glenister-Batey, Head of Conferences and Events at the University of Leeds, will talk about how keeping the customer, collaboration, and market trends at the core of your strategy planning can boost bookings.
11.00 – 11.15: Break
11.15 – 12.00 Partnering with language schools - David Brown, President and Co-founder, Oxford International
An overview of the language summer school market
As one of the UK’s most experienced and successful language school operators, David will provide insight into the product, the basic requirements, numbers and trends, the selling cycle, different markets, choosing a partner and safeguarding & welfare.
12.00 – 12.45: How academic venues can work with agencies - Justine Meek, Agency Relationships Manager, Warwick Conferences, University of Warwick
Justine, shares her journey of building lasting agency relationships for over a decade. By implementing effective strategies, changing mindsets and leveraging industry organisations, Justine has successfully developed meaningful connections. Hear from Justine how she achieved this feat.
12.45 - 13.30: Lunch
13.30 - 14.00: Film and TV - Helen Earwaker, Sales & Marketing Manager, RHUL Commercial Services
This session will look at how universities can utilise their facilities and space for filming, creating a valuable revenue stream. Helen will share her experiences of running filming projects at Royal Holloway over the last ten years and give useful insight into how you can attract and manage filming business successfully in an academic environment.
14.00 - 14.45: How to make your events more sustainable - Paul Bunce, Commercial Manager and Robert Nowakowski, Building Services Manager, Conference Aston
During this session, participants will find out how the whole team at Aston became involved in implementing green initiatives. Robert will also talk through plans and accreditations/awards that the team have received. The team will also discuss how the sales team interacts and promotes sustainable initiatives with potential clients.
14.45 - 15.00: Break
15.00 - 16.45: Sales Masterclass with Nicola Lutz, International Education Sales Coach, Trainer And Mentor, No Fluff
Nicola Lutz brings you some learning that you will be able to action straight away - and make more sales.
How?! Using the proven strategies from her best-selling book "Spend Less, Sell More" she will show you how to connect with your ideal clients, adjust your messaging, and create a tailored follow-up plan, bespoke to you, that you can use to increase conversions immediately.
By the end of this session, you'll have:
16.45 – 17.00: Wrap up
"Really enjoyed the whole event, left feeling very motivated and applying what I'd learnt throughout the day."
"A great opportunity to meet people from other universities and the areas covered were so beneficial and I gained so much from the experience."
"A great course, speaking with commercial teams from universities across the UK and Ireland, experiencing many of the same challenges. A great opportunity for discussion and information sharing!"
Helen Earwaker
Helen is Sales & Marketing Manager, Commercial Services at Royal Holloway University of London. She also chairs the CUBO Conferencing & Events Special Interest Group.
Sam Glenister-Batey
Sam is Head of Conferences and Events at the University of Leeds and has more than 17 years' experience as a head of events and commercial activities in the higher education/museum/heritage/tourism sectors, including the Royal College of Music, Chiswick House & Gardens Trust and the Science Museum. He is a member of the Board of Directors of Academic Venue Solutions.
Justine Meek
Justine is Agency Relationships Manager at Warwick Conferences, which has a portfolio of 200 diverse conference spaces and 1600 bedrooms. She has 20 years' experience in the events sector including 10 in higher education, and is director of industry relations for the Meeting Industry Association.
Paul Bunce
Paul is Commercial Manager – Sales, Marketing, Revenue at Conference Aston, Aston University's . A graduate in marketing, he has extensive experience of marketing academic event venues and has been a board director of Academic Venue Solutions.
David Brown
David is co-founder and Group President of Oxford International, a company that he established with financial assistance from the Prince’s Trust 30 years ago. As joint CEO and, more recently, Group President he has helped grow the business from start-up to one of the UK’s largest private education groups, working with International students across a range of programmes.
He is driven by a passion for International Education and the opportunities it offers to students of all ages from countries all over the world.
As well as his work for Oxford International, David is an active investor in several education businesses, with a particular interest in EdTech and Online Delivery.
Nicola Lutz
Nicola Lutz is a sales trainer, mentor and coach specialising in the education sector. She runs No Fluff, a sales coaching and consultancy, is a Director of StudyTravel, and has just launched 'Extra Sales Power, an appointment setting company for education businesses. She is a Founding Fellow of the Institute of Sales Professionals, and a member of the CPD Accreditation body, and won 'Mentor of the Year' 2022 in the Lead5050 Awards. All that aside.. she believes in ethical selling, human-to-human in a non-sleazy way, focusing on business relationships and on excellent customer service. She lives in Kent by the sea and loves a cuppa on the beach walking her dog.
Our preferred method of payment is by purchasing card. If your organisation doesn't use a purchasing card, you won't be able to make a booking until you have provided us with a valid purchase order. Please send your PO to Sarah.
Purchase orders to be addressed to: Professional H E Services Ltd, 3 Holywell Drive, Loughborough University, Leicestershire, LE11 3TU
Please read our terms and conditions when booking this event
Tagged :
Type : Training
Please contact contact@cubo.ac.uk for more information
