Contact Sport

Rugby Football Union

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Task

Working alongside the RFU’s own sales team for corporate boxes and debentures, we’ve been responsible communicating hospitality propositions to business prospects for more than five years in a host of on and off-line channels.

Insight

Business targets and decision makers that show an interest in the facilities and options available for entertaining at Twickenham Stadium nearly always have a personal interest or love of the game.

Solution

Our solution is to always try and provoke an emotional response from the recipient of the communication, even in a B2B context, which we then back up with rational supporting arguments to help them to justify their desire to be at Twickenham, or to present a financial case to their boards.

We’ve created gorgeous coffee table books, luxurious direct mail packs and brochures, tempting magazine and online adverts, splash pages, and micro-sites. We’ve quoted Richard Burton, organised photo shoots at the stadium, and even taken the time to experience match day hospitality and the corporate boxes ourselves just so that we fully understand the offer (it’s a hard job sometimes!).

Results

The activity has been run over several seasons as part of a broader direct sales effort, generating millions of pounds in revenue for the RFU.

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