The ROI of Corporate Hospitality: Why Entertaining Clients Is a Smart Investment

What is Corporate Hospitality?

Corporate hospitality involves entertaining clients, prospects, and partners at premium events. For example at sporting fixtures, cultural outings, or luxury experiences.

This supports the building of rapport and trust. Far from being a frivolous expense, corporate hospitality is a long-term investment in relationship-driven business growth.

In fact, data from HubSpot reveals that 82% of sales professionals believe building relationships with prospects is the most important part of selling.

Similarly, 80% of B2B executives say in-person events are the most impactful marketing channel for building meaningful relationships (Bizzabo).

At Blend Group, we believe sport has a significant ability to amplify identity and reach new audiences. Sporting events unite diverse and passionate audiences, creating organic opportunities for connection.

Sport and live events have the ability to break down barriers and provide an ideal platform for conversation. Sport transcends boundaries of age, gender, and socio-economic backgrounds, serving as a universal language.

Why Corporate Hospitality Delivers ROI

Despite the challenge in quantifying short-term returns, the overall Return on Investment (ROI) of corporate hospitality becomes evident when viewed as part of a long-term relationship-building strategy.

I believe these three statements can be accepted as fact.

Building relationships is crucial to selling.
In-person experiences magnify impactful relationships.
Better relationships = more sales and deals.

There are three core areas where corporate hospitality drives value:

1) Strengthening client relationships

At the heart of successful business development is trust. Corporate hospitality enables deeper, more personal engagement that traditional marketing (especially digital marketing) cannot replicate.

– Face-to-face interaction in relaxed environments helps break down formal barriers.
– These events create space for more authentic conversations, allowing your business to gain insight into client needs and pain points.
– As a result, stronger relationships emerge, often leading to longer-term partnerships and repeat business.

One of Blend Group’s long-standing clients, who use client hospitality as part of their strategy said,

2) Winning Business and Driving Growth

Relationship capital translates directly into revenue when leveraged effectively. Hosting clients at high-end events can:

– Open doors to new business opportunities
– Influence critical purchasing decisions
– Help retain valuable clients
– Strengthen your chances of winning competitive bids

By associating your organisation and key stakeholders alongside exclusive memorable moments, you differentiate yourself from competitors who only engage via transactional methods.

3) Enhancing Brand Image and Market Reputation

Reputation in business is everything, especially in B2B industries where decisions hinge on more than just price or performance.

Complementing traditional digital marketing with corporate hospitality allows your company to:

– Associate your brand with prestige, exclusivity, and excellence
– Create a loyalty loop, where positive shared experiences build trust
– Position yourself as relationship-driven and client-first, fostering long-term confidence

This brand positioning is particularly important for firms operating in crowded or commoditised markets.

Care and investment in your relationships can be a deciding factor in customer retention and acquisition.

The Intangible Yet Powerful Impact

While it’s true that the ROI of corporate hospitality may not show up immediately on a balance sheet, its long-term influence on business outcomes is undeniable.

According to Bizzabo, 79% of senior executives agree that their decision to partner with a supplier is significantly influenced by personal relationships.

This aligns with what top-performing businesses already know: people buy from people. When those relationships are nurtured in memorable, face-to-face environments, the likelihood of conversion and loyalty increases.

Rounding Off: Corporate Hospitality as a Strategic Asset

Corporate hospitality is not simply a line item for entertainment, it’s a strategic tool to build lasting client relationships, influence decision-making, and elevate your brand.

In a world increasingly driven by data, artificial intelligence, and automation, it’s the face-to-face human connection that will often ‘seal the deal’.

By investing in premium hospitality experiences, your company is making a conscious choice to prioritise relationships over transactions.

In doing so you lay the groundwork for long-term growth, client loyalty, and competitive differentiation.

For 8 years Blend Group has supported organisations with client hospitality strategies. From one-off events, to an annual calendar of meaningful touch-points. We can help you surpass KPIs and tailor experiences to your requirements.

Get in touch with a dedicated member of our team today and explore how we can enhance your client hospitality strategy.