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Business Advisory and Consulting case studies

Sports Business Group

Business Planning  

Business planning

We were engaged by a Premiership football club to develop a strategic business plan in conjunction with a proposed move to a new stadium. The club were keen to understand the impact that the stadium would have from a revenue perspective and on the funding of areas of the club. working closely with senior management we produced a comprehensive five year model that looked at key drivers and impact on key revenue and cost areas, utilising benchmarks and primary research where appropriate.

Business plan review – Eastleigh Borough Council

Hampshire CCC wanted to develop their Rose Bowl ground with the aim of securing additional Major Matches. Eastleigh Borough Council were a key partner in the project and were keen to understand more about the impact of the development on Hampshire CCC’s financial performance. We carried out a detailed review of Hampshire CCC’s Business Plan, evaluating the likelihood and scale of potential upsides and downsides to their projections.

Revenue enhancement and cost control  

Ticketing Research

A Premier League club were keen to add some scientific research to support their strategic discussions regarding ticket pricing. We delivered a web based survey targeting current and lapsed supporters delivered over 5,000 responses covering a range of areas, and formed an independent and objective base against which to compare their initial thoughts.

Corporate Hospitality Optimiser

We conducted interviews and focus groups with existing, lapsed and potential buyers of a Premier League club’s corporate packages along with benchmark analysis to facilitate a greater understanding of market characteristics and demand. Our work enabled the club to go to market with a corporate hospitality offering tailored to the demands of its local market and delivered a c.20-25% increase in corporate hospitality revenue.

Performance Related Pay

In a ground breaking project we helped a major European football club to better align wages and turnover through the greater use of performance related pay (PRP). We quantified the relationship between incremental revenues and costs from on pitch success, which put a value on the importance of Champions League football. We also helped the client understand the relative and absolute importance of each competition to their financial results.

Sports Business Information System  

Benchmarking – Premier League Football Club

We provided a Premier League club with detailed analysis of how the target was performing relative to its key competitors across key revenue and cost streams, attendances and capacity utilisation, ticket pricing, corporate hospitality capacity, packaging and pricing, fan profiling, and key commercial deal values. Our work enabled the client to gain a further understanding of top-tier professional football and the clubs position amongst its competitor.

Benchmarking - supporting an international federation

The client, and in turn the football federation, wanted to gain an understanding of the commercial aspects of four successful professional sports leagues for use in the re-launch of their own domestic league. We provided the client with detailed case studies from four world leading sports leagues. Our work enabled the client to gain a further understanding of the commercial operations of four leading sports leagues, the differences in models the leagues used and how these could be applied the client’s league.

Benchmarking - corporate governance and structuring

Our client was the majority shareholder of a leading European football club, which wanted to develop their understanding of possible forms of ownership for professional sports clubs. We delivered an analysis of different ownership forms currently used by European football clubs and US sports franchises.
Market analysis – Convention Centres

We profiled the overall size of the worldwide Convention Centre market, with reference to ten key geographical centres, and we outlined key trends in terms of demand for, and supply of, Convention Centres during the last 15 years, along with projections to 2012. Our analysis included an environmental analysis of the Convention Centre industry and of Dubai as a potential Convention Centre destination, and profiles of the major stand alone Convention Centres in each of the ten geographical markets profiled.

Rugby World Cup – Valuation of broadcast and commercial rights

Provided independent advice to the IRB regarding the potential value of broadcast and commercial rights to Rugby World Cup 2015 and Rugby World Cup 2019 depending on the host location.

Strategic Review  

Strategic Review – United Soccer League

Deloitte were asked to evaluate the options for the future direction of USL-1, and maximise the attractiveness for investors. We performed benchmark analysis to compare USL-1 with other leagues on key metrics and presented our results in an interactive workshop, which focused on the implications of our study the next steps for USL-1 and its teams.

Strategic Review - Sport +

We were engaged by the Sport+ who held a five-year contract to exploit media rights, branded products, and brand development for French club rugby. We conducted a wide ranging strategic review, including comprehensive benchmarking with England and Southern Hemisphere nations, which allowed Sport+ to develop an effective and commercially viable strategic plan for the development of the brand.

Economic impact  

Economic impact study - British Horseracing Authority (BHA)

We produced an extensive study into the Economic Impact of the horseracing industry for the British Horseracing Board (BHB) in 2006. This study proved to be the definitive guide into the industry, and given the value of the study and we updated and extended our analysis in 2009. We profiled the industry through its many constituent parts including racecourses, trainers, breeders, media etc, number of jobs supported, capital investment and tax contribution.

Economic impact - potential Economic Impact of the Rugby World Cup (RWC)

We used Deloitte’s major event economic impact methodology to estimate the potential impact of a future RWC on potential Host Nations. We outlined the generic economic benefits to a country, compared the RWC to other sports events, identified factors that could affect the impact in different Rugby regions, estimated the direct and indirect economic impact of a RWC on these regions, and outlined the possible contribution of a Host County’s government via taxation.

Economic impact – The Ryder Cup 2006

The PGA European Tour and Fáilte Ireland were keen to evaluate the economic impact of The Ryder Cup, in order to inform future decisions and marketing, and to understand the benefit to the Irish economy, with particular respect to tourism. We conducted in depth consultations with key stakeholders, completed market research with a sample of spectators, evaluated impact by key sector, with a view to determining the long term legacy impact.

Economic impact study - Volvo Ocean Race 2008/09

We were appointed by Volvo Ocean Race to conduct an in-depth economic impact study of the race on Alicante. Our methodology included benchmark analysis, a face to face visitor survey, in-depth interviews with key stakeholders, local economic analysis and a user-friendly, full report of findings. In the 2008/09 Race we delivered economic impact reports on the Race departure from Alicante, and on the stopover ports of Singapore, Galway and Stockholm.

Sports Venue Development  

Project origination

We delivered a relocation feasibility study to understand whether a major cricket club moving to a new stadium made financial sense. We also developed a high-level specification for the new stadium which detailed capacity and facilities, and identified key commercial components and developed an outline specification for a redeveloped stadium at their current site.

Concept Validation - Carmarthenshire County Council

We reviewed the business plan prepared by the local rugby club in connection with a new stadium development, and reviewed the stadium design drawings from a commercial perspective. We put forward suggestions as to how the stadium design might be altered to improve its commercial operation and highlighted areas of the business plan which were ambitious or offered potential upsides.

Creating Venue Value - Rugby Football Union

We reviewed the proposed redevelopment of the South Stand at Twickenham, which the RFU were keen to use as an opportunity to develop a number of new non-match day revenue streams including a hotel, health & fitness club, conference suites, offices, retail facilities, and an exhibition and arts venue. We assessed the commercial viability of the scheme and calculated the financial impact for the RFU, which helped to refine the scheme and increased its level of return.

Sports Regulation  

UEFA Club Licensing

In 2004, UEFA commenced a project to improve the club licensing system, particularly in respect of the financial criteria. We were selected to provide assistance in the development of the financial requirements of the revised club licensing system. The Deloitte team, provided European football business knowledge; technical input on financial reporting and auditing matters; precise drafting of the manual; and, resolution of a variety of issues. The new requirements have been implemented from the 2008/09 season.

Project: Betting Strategy – Greek Superleague

The Greek Superleague clubs wished to increase the revenue they receive from the betting sector, which in Greece is dominated by OPAP the state run monopoly sports betting operator. Our report examined the amounts bet on, and paid to, football across Europe and assisted them in their negotiations. The Superleague negotiated a significantly increased deal.

Independent European Sport Review

We provided support and assistance to the Economic Group of the Independent European Sport Review, in particular in relation to money laundering, salary cost controls and financial management, revenue distribution mechanisms, and ownership and good governance matters. The Report was published in 2006 and contributed towards the development of the EC’s White Paper on Sport.

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