Transforming Expo Georgia: A Strategic Makeover for Growth and Efficiency

Industries: Event Management, Convention Centers

Countries: Georgia

Services: Organizational performance analysis and restructuring

The project's objective: Conduct an organizational performance assessment of Expo Georgia and develop a business model that would ensure efficient operations, create a highly effective sales approach, and meet the needs of Expo Georgia's development plans in the future.  The GEC team was hired to conduct organizational diagnosis, develop a solution package for restructuring, provide an action plan for implementing changes, and provide help in the implementation process.

Through the consultancy, we:

• Conducted organizational diagnosis.
• Developed a solution package for restructuring.
• Provided an action plan for implementing changes.
• Supported the implementation process.

Solution

• The lack of research-based decisions and planning procedures was identified, which led to the establishment of a new – product development department;
• A new sales team structure was developed, enabling salesmen to both sell portfolios of shows and focus on single shows by introducing the new role of sales champions;
• Three main business lines: exhibition, event, and rent were identified, and different strategic approaches were developed for all of them;
• The organizational structure was redesigned;
• A new sales approach was deployed;
• Policies and procedures were developed and are being deployed by all departments;
• Pay structure and Bonus system were developed and adopted.

Result

Expo Georgia went through organizational restructuring, and the results for the first year indicated:

• 50% increase in sales;
• 16% reduction in costs.