The Future Stages of WhizSpark: Bootstrapping a Revolution in the Event Industry

Now that cash flow is rising. And I have sales goals and have defined ideal clients and am not afraid to walk away from ones that aren't ideal, it's time to lay out the path forward. It's time to scale the business.

Here's the plan.

Stage 1. The Agency Model (Thanks to Seth for pointing out the obvious name for this.) The goal is to continue to sign on clients where we make approx 5k/event up front for showing them how to properly market an event by doing it for them. Optionally, we can do it for them on a recurring basis at that rate. Of course, the rate varies based on the event and the client. There's too many variables to count. However, I price the work based on the amount of time it'll take to deliver attendance successfully, so that the client gets an ROI. That starts with the design of the event all the way through the execution of its promotion. This is the model we've had up until now since cash flow began 2 years ago. However, we weren't pricing it right. We were calling on the wrong customers.  And we didn't have a sales plan. The goal is to sign on 3 clients/month for this type of project. I have 2 closed and 2 more that are likely closing for July. The only thing stopping me from scaling this up, is the fact that I also have to service the clients. That's why we're looking for a project manager.

In addition to getting these events financed up front, we also have some events where the events are successful already and sponsorship dollars can be generated. I'd call this the Sponsorship Model, but the only difference is that the person financing the event wasn't necessarily involved in its conception.  Whether these are ours or our client's events, we are selling sponsorship for the event. This is secondary because we aren't representing events where $20, $50 and $100K sponsorships happen. (Like Julie does.) We're in the $500 to $5,000 range. But, we have some events where sponsorship revenue is pretty easy to generate. So, we're doing that. We're also on the lookout for commission based sponsorship reps, since we have a strong pipeline of events where sponsorship revenue would be a bonus. We could keep 1 or 2 people busy selling sponsorship.

Stage 2.  The Consulting Model. The next stage of the business is already under way. I am training people to do what we do. They will use our platform, but they will take responsibility for the success of their event. We will first help them by designing their event and the promotion processes of their event so that they will be successful. We will support them with varying degrees of service. They'll pay a minimum of $450/event to do this. Some will pay more if they want us to take on certain tasks. We also generate residual income when people register for our client's events; when our clients are successful. 

Stage 3. The Network Model. This stage is in its gestation period. This is when our business will really take off and achieve exponential growth. This is when we divorce our time from our revenue. Right now, for every event we do, we bring together enough people with a vested interest in the event's success to help promote the event - to ensure that attendance goals are met. However, small and mid sized businesses generally contribute a few people to the event through their invitation efforts. So, it's a lot of work to coordinate them. When we can apply online affiliate advertising for events with relationships with large publishers, that's when the business will begin to scale up. And we will be able to apply the power of the web to drive attendance for events. The reason this is the 3rd stage is that we don't currently have enough events to strike deals with major traffic providers (ad networks, large websites, etc). We don't have the time and its not worth either of our effort. But, when we have enough events in the system as Stage II blooms, we will start to pursue some of these affiliate relationships. OR if we can find someone that is an expert at this, we can begin sooner and we will take on more events on a contingency basis if affiliates can reliably market them. As I've said before, there are no shortage of coaches, consultants and professional service providers willing to give away registration dollars if seats can reliably be filled.  (BTW. There is a precedent for this business model in the dating event industry.)

Stage 4. The Market Maker Model. When we can reliably and profitably market events, which is the hard part about any event, we should be able to fund events that other people plan. We can turn events into a media type that can be financed, packaged, developed and sold. In addition to recouping investments through registration and merchandise sales,  sponsorship representation across events becomes key. If we have 100 Art, Wine and Networking events going on across the country reaching 1,000s of small business owners, why wouldn't Microsoft want to sponsor all 100 of them?  I can't get too excited about this stage because there is a lot of work before we get there. But, in essence, we become the bank. Or better yet - the investment house or the marketplace where funding sources come together with event coordinators. Want to invest in events? We have the processes and know-how, network of event planners that can coordinate, network of websites that can promote. We have oversight over the whole process.

Comments

[Eric Tapley]

At the surface this all sounds good, Pete. As you've said to me before I think the key is execution and adoption.

What constraints do you have to keep you on this path and not get caught up in doing a lot of small jobs ($5k isn't that big, in the grand scheme of things) under the agency model? I've seen a bunch of businesses start with something like that and become hostage to those 3-5 clients per month, and they're too busy working on those clients to work on the business.

I'd love to see you get to Stage IV and change the world.

[peter caputa]

Very good point, Eric. We do plan to hire a project manager(s) as we make these sales where our profits are quite high. But, we should probably be setting our sights a lot higher for these events and shooting to do events where we can genereate $20k+. At this point, I think we become just like any other event production company. But, that's what we might have to do.

The consulting model can scale a lot faster, but its at smaller chunks. We should probably be shooting to make more from (or with) our consulting clients.

[Eric Tapley]

What about getting a few more Art, Wine + Networking events going in the shorter term (instead of waiting for Stage IV) to start to prove the model and work out the kinks? It seems like Boston, Providence, Manchester, Hartford and Springfield might be good close metro areas where this could be reproduced.

[Peter Caputa]

I am talking to a few people in a few different cities. I couldn't possibly do it myself. Also, the issue with that is that the money doesn't roll in right away.

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