We took 1LoD on a value creation journey that transformed the value of the business, turning conference revenue into a scalable events and membership model and scaling the business through establishing a board to free up the founders to work ‘on’ not ‘in’ the business

“Engaging Collingwood brought a step-change to our business. We delivered our target sale-year EBITDA at least a year ahead of plan and achieved an exit multiple that exceeded all prior market expectations.

Thank you, Collingwood. Engaging you to advise us on scaling up our business was one of the best decisions we made."

John Baskott, Co-founder & CEO

Challenge

1LoD, a UK-based conference business in the financial services vertical, sought to transform its market-leading brand and conferences into larger, scaled events, powered by profitable high-level membership networks, to achieve a successful capital event.

The business had built strong market recognition and trust through a series of niche conferences, however the founders wanted to scale predictably and achieve a compelling exit within a four-year period, whilst also reducing founder dependence.

Solution

Collingwood began working with 1LoD in 2020 to help accelerate the growth and value of their large-scale events strategy, develop a scalable structure and improved governance, and build a robust three-year growth and value creation plan.

We also advised on the development of the company’s large-scale flagship event, XLoD, and on the framework that drove high retention rates in both SpEx and delegate revenues.

To achieve their goals, the business needed to significantly accelerate new business and account growth. Collingwood worked with their sales leader to develop a three-year sales strategy, structure, and plan, which demonstrated the ‘art of the possible’ — transforming the ambitions of the business.

We also provided fractional CFO and CMO support, both leading up to and through the transaction, culminating in Collingwood developing a strong sale narrative for 1LoD.

Starting more than 18 months out from exit, our Corporate Finance team introduced the company’s founders to potential buyers, engaging with them at the right time, and leading a competitive M&A process and successful sale to Infopro Digital at a premium valuation for the business.

Results

Over the course of our work together, 1LoD’s profits and the size of their largest events more than trebled.

Collingwood’s Corporate Finance team engaged key buyers 18 months before exit, leading to a competitive, multi-party process and the founders’ eventual decision to partner with InfoPro Digital, resulting in an all-cash / no earnout deal for founders and a premium multiple. The resulting deal exceeded the founders’ original expectations.

ROI

  • Enterprise value growth by 4x in the two years leading up to sale.
  • Built model to prove and manage exceptional quality of earnings / revenue retention, underpinning premium multiple.