Videos
Oct14

Complacent leadership, clever technology, changes in consumer patterns… these things have lulled us into ignoring the entrepreneurial power of the place where tickets are actually sold. It’s 2019. Think you or your team’s job is just about excellent fulfilment? Customer service? The best technology? Think again. Your organization deserves—must have—a box office that creates income and deepens customer relationships, every day, all year.

Posted October 14, 2019



Oct10

Executive leaders must make time to develop themselves in dialogue with their peers and Arts Leadership Book Club is designed with the “learning and curious” executive leader in mind.

Posted October 10, 2019



Oct10

Northern Stage had aspirations to revolutionise their relationship with audiences. As one of the larger regional producing theatres in the UK they knew that transforming their business model to reduce reliance on core funding and increasing earned income was essential. 

In this webinar, Northern Stage and TRG Arts describe how Northern Stage developed strategies to incentivize and reward ticket purchase, membership, and donations, and how to build patron relationships to sustain and grow your organisation.


Posted October 10, 2019



May08

Webinar: A Revenue Revolution and a Culture Change

Rethinking an organization's pricing model, approach to leadership, and organizational culture might seem like too many challenges to take on simultaneously. At Sheffield Theatres, that is exactly what they decided to do and Claire Murray is leading this charge. Claire joined Christina Hill to talk about Sheffield Theatres' changes to pricing strategy, membership, and fundraising to affect long term sustainability and patron loyalty.


Posted May 8, 2019



Jan21

Guthrie Theater in Minneapolis, Minnesota wanted to better understand how to engage diverse and underserved communities with their programming. In this webinar, Kate Hagen, Senior Consultant, TRG Arts, will outline how TRG Arts helped Guthrie Theater address three questions that they had: 

  • Who are the audiences Guthrie Theater serves now? 
  • What is the diversity of Guthrie Theater’s community? and;
  • What are the current attendance trends of the diverse audiences that Guthrie Theater has?

Posted January 21, 2019



Nov02

When your ticket sales are struggling, it isn’t just about your pricing. There are other key metrics that might be hiding the real story.

 

Join TRG Arts’ consultants Christina Hill and Stephen Skrypec as they describe the Five Reasons why your ticket sales might be declining. Through sharing insights, strategies and case studies Christina and Stephen will demonstrate how you can improve your sales, drive loyalty and grow revenue in your organisation. Participants will come away with tactical ways in which they can take action to implement strategies when ticket sales are not going as anticipated.


Posted November 2, 2018



Oct31

In Episode 6, Good Profits and Bad Profits, Fred and Jill discuss how a focus on short-term revenue, based in exploitive tactics, can backfire by decreasing patron loyalty and diminishing repeat attendance or overall investment.

Posted October 31, 2018



Oct24


In Episode 5, Courageous Leadership, Fred and Jill discuss how important it is to align the values of an organization with the way people who carry out the mission of the work. Seeking out feedback is central to this. And, creating a culture where everyone, starting with senior leadership, is accountable for receiving feedback to understand whether they are enriching the lives of the people that their work touches. Courageous leaders help their organizations thrive by engaging in feedback conversations with their staff and patrons and then acting on it.

Posted October 24, 2018



Oct17


In episode 4 of TRG’s Loyalty as a Linchpin series, Fred and Jill break open the employee side of loyalty. They discuss what it takes to build a company culture where you get the most out of everyone on your team. Fred and Jill poke at the challenges of measuring how your people contribute by looking only at financial outcomes and twice-annual performance management reviews. And, what it takes to make the shift to an organization where People Do.

Posted October 17, 2018



Oct09

In the third episode of this series, Fred and Jill discuss how to test hypotheses and use real-time feedback to help prioritize the best ideas to ensure valuable time and resources remain focused on the right initiatives.


Posted October 9, 2018



Oct03


In the second episode of this series, Fred and Jill discuss why he prefers open-ended feedback and conversation over traditional surveys, and how that inspired him to create the Net Promoter Score and System. Fred also talks about what it takes to measure the effectiveness of a mission, and how arts organizations can use data to test assumptions and learn quickly to continuously improve.

Posted October 3, 2018



Sep27

Loyalty as a Linchpin: A conversation with Fred Reichheld is a new six-part series TRG Arts is sharing with the field focused on loyalty and sustainability. This series features TRG’s President & CEO Jill Robinson with Fred Reichheld, the author, researcher, and management consultant The New York Times refers to as the person who “put loyalty economics on the map.” Reichheld is often known from the Net Promoter System and Score he created, and his more than 40-year history of studying the economics of loyalty at the management consulting firm, Bain and Company. TRG Arts believes Reichheld is uniquely positioned to help arts and cultural leaders understand what impact loyalty can have on the sustainability and growth of the arts and cultural industry.

Posted September 27, 2018



Jul12

The fact is, subscriptions are a viable model for today’s audience. But, selling them requires a different approach than it has in the past. While it takes work to build or resuscitate your subscription scheme, it is achievable and you already have many of the tools you need to do it.

Join TRG Arts’ consultants Christina Hill and Stephen Skrypec as they share insights, strategies and case studies that demonstrate how subscription can be leveraged to drive loyalty and grow revenue.

Watch the webinar >>


Posted July 12, 2018



Apr19

Are you on auto-pilot with your dynamic pricing? Or maybe you’re considering dynamic pricing, but aren’t sure where to start?

Hear from TRG Arts’ Christina Hill and Stephen Skrypec, plus special guest Claire Murray, Interim Chief Executive Officer, Sheffield Theatres, and learn about our three-pronged strategy for pricing and demand management.

>>Watch the webinar


Posted April 19, 2018



May22

 
 Photo by Jean-Pierre Dalbéra via flickr (CC BY 2.0)

Is your data ugly? 

Your arts organization may have terrific branding, a high converting website, a top-of the-line CRM system, and beautiful photos of your productions or exhibitions. Unfortunately, if the data you have on your patrons is dirty, incomplete, or poorly segmented, building patron relationships and loyalty is much harder. 

That’s why data stewardship, the ongoing process of maintaining data for action, is so important. 

So how is your organization stewarding its data? TRG has created 3 videos on the best practices on cleaning, segmenting, and using data to create relevant messages for patrons. 

Fans of TRG’s Facebook page early access to video series like this one and other helpful content for arts professionals. Like the page here>>


Posted May 22, 2017



May17

Walk through identifying marketing, attendance, virtual participation, expenses, and earned revenue strategies and challenges, as well as examples of data-guided, sustainable change. You will discover how performance metrics impact everyday decision-making, assess which areas may require new cross-departmental strategic thinking, and determine data-guided, sustainable ideas for attracting funding and audiences.

In this session, presented in 2017 at The American Alliance of Museums Annual Meeting, Jill Robinson and Zannie Voss (National Center for Arts Research) discuss ways to measure and improve organizational health.


Posted May 17, 2017



Apr26


When it comes to ticketing campaigns, you need an effective pricing plan in order to get the revenue results you want. In this session, we’ll share tips on how to set your price, scale it as needed, and monitor progress. You’ll get smart advice on when to activate sales and discounts. Most importantly, you’ll walk away with valuable insight on dynamic pricing techniques and how they can be a major factor in your sales success.

TRG Arts is collaborating with Blackbaud Arts and Cultural Group to bring you valuable tips and strategies with our new on-demand webinar series: Ignite.

Posted April 26, 2017



Mar22

David Brownlee of TRG Arts at the 2017 UK Theatre Touring SymposiumTRG's David Brownlee presents new data on touring productions at the UK Theatre Touring Symposium on March 23, 2017. David's research illuminates trends in ticket income from touring and non-touring productions over several years. 

One major takeaway of the study was that touring productions account for the majority of tickets sold and income across UK Theatre venues. The overall figure is driven by the performance of musicals at the largest venues, but the majority of revenues for plays in the UK now also come from touring productions.


Posted March 22, 2017



Mar15

The Results Group for the Arts (TRG Arts) has won the 2017 CREATE Award at the 30th annual Business for the Arts Awards, hosted today in Denver by the Colorado Business Committee for the Arts (CBCA).

Each fall, the Cultural Office of the Pikes Peak Region nominates at least one deserving business from our community for the statewide Business for the Arts Awards.

“We are proud that such an elite, for-profit consulting firm with an international reputation in the arts world has been based here in the Pikes Peak region for two decades. In addition to acknowledging TRG’s impactful work in the creative sector, this recognition from CBCA is an important opportunity to represent Colorado Springs in a positive light at the state level,” said Andy Vick, Executive Director of the Cultural Office.


Posted March 15, 2017



Sep06

Ask any married couple, and they will say that a lasting relationship takes work. The same is true when courting potential members of your organization! Find out what moves you should make to attract potential members, and hear about some innovative methods your peers have used to build their membership base. You'll leave this 15-minute on-demand webinar with actionable tips to attract and retain more members than you thought possible!

TRG Arts is collaborating with Blackbaud Arts and Cultural Group to bring you valuable tips and strategies with our new on-demand webinar series: Ignite. Watch the first video by clicking through.


Posted September 6, 2016



Jun23

Seven theatres. 10 seasons of data. One community. Learn what this study reveals about theatre patrons in one community and their buying and giving habits. The importance of audience development and retention shines through, in light of data analysis on how Washington, D.C. theatres are attracting and holding on to patrons. Zoom in on trends in patronage in this community, including new theatre-goers and patrons who attend multiple theatres. Learn about the clusters of patrons in this community who look demographically or transactionally similar. Unlock the secrets of audience behavior that may point to trends in your own community.

This presentation was given at the 2016 Theatre Communication Group Conference in Washington, D.C. by TRG's President & CEO Jill Robinson and leaders from Shakespeare Theatre Company and Arena Stage.

This session presents: 

  • The benefits of a community wide market research campaign
  • The actions this community is taking as a result of the research findings
  • The role of audience development initiatives in strengthening loyalty and attendance patterns

Posted June 23, 2016



Jun21

Jill Robinson at the 2016 League of American Orchestras conferenceA patron’s loyalty is built step-by-step with each interaction with your organization. Each purchase and each donation is an indicator of the affinity that patrons feel for the organization. The problem in the evolution of patrons often occurs in the hand-off between marketing and development.

In this session, presented in 2016 at the League of American Orchestras Conference, Jill Robinson and Lindsay Anderson discussed patron segmentation strategies and proven practices for closing the gap between subscribers and donors.


Posted June 21, 2016



Jun08

Ben Cameron and other industry experts to explore artistic planning in this can't-miss workshop


Ben Cameron of the Jerome Foundation

The artistic director’s vision: a season of artistically brilliant works which engages the community.

The executive director’s vision: a season of “hot tickets” which sell out and help the organization’s financial position.

Who’s right? Both objectives have merit. Can they co-exist? Learn what the data says in TRG’s artistic programming workshop this fall. Hosted by President & CEO Jill Robinson, this online workshop will explore data-driven artistic planning, present case study results, and provide participants with take-home tools that will help organizations evaluate their own circumstances and take next steps.


Posted June 8, 2016



Feb02


Anita Hansen
Senior Consultant

From Service to Entrepreneurialism


With online transactions now accounting for the majority of ticket purchases, what’s the role of the traditional box office? The people who interact with patrons at your organization still have an enormous role to play in providing customer service, generating revenue, and increasing loyalty. Are you setting them up for success? This short presentation discussed making an upgrade plan, incentivizing staff to implement it, and measuring your success. In this session, learn strategies to turn your box office into an entrepreneurial, revenue-generating operation within your organization. This presentation was given by Senior Consultant Anita Hansen at the 2016 InTix Conference in Anaheim, California.

Posted February 2, 2016



Jan11


Lindsay Anderson
VP of Client Development
Think audience development is marketing’s job? Think again. All departments play a critical role in retaining and cultivating patron relationships. In order to make a patron-centered business model work, all departments—including ticketing and patron services, artistic staff, development, and executive leaders—must align their objectives with that of patron loyalty. 

In this session, presented at the 2016 Chamber Music America conference in New York City, both executives and staff members will reexamine how they lead and collaborate on initiatives that create lasting patron relationships. TRG's VP of Client Development Lindsay Anderson looked at how cross-departmental campaigns build loyalty, how a sales orientation in the patron services department can bolster marketing-development collaboration, and how artistic programming can also factor into loyalty-building.

Posted January 11, 2016



Jan08


Lindsay Anderson
VP of Client Development
What motivates someone to attend a concert? And, more, importantly, what drives them to attend again and again? Arts managers (and patrons themselves) often cite price as the main and biggest incentive for arts attendance. Certainly price plays a major role in a customer’s decision-making process. 

But pricing doesn’t mean anything unless it’s attached to value. It’s a two-sided equation, with price on one side and demand—how much a patron wants the experience—on the other.

Luckily, you have tools that can sweeten the value proposition for your audiences. Ticketing inventory, historical data, discounting, and the choice and timing of programming can help you incentivize audiences to engage with you again and again.


Posted January 8, 2016



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