Return on Investment in Meetings & Events

1st Edition

tools and techniques to measure the success of all types of meetings and events

Authors: Jack J. Phillips M. Theresa Breining
Paperback ISBN: 9780750683388
Imprint: Butterworth-Heinemann
Published Date: 18th December 2007
Page Count: 304


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The Phillips ROI Methodology™ utilizes five levels of evaluation, which are essential in determining the return on investment.

At Level 1 - Reaction and Planned Action, attendee and stakeholder satisfaction from the meeting can be measured. Almost all organizations evaluate at Level 1, usually with a generic, end-of-meeting questionnaire. While this level of evaluation is important as a “stakeholder” satisfaction measure, a favorable reaction does not ensure that attendees have acquired new skills, knowledge, opinions or attitudes from the meeting.

At Level 2 - Learning, measurements focus on what participants learned during the meeting using tests, skill practices, role-plays, simulations, group evaluations, and other assessment tools. A learning check is helpful to ensure that attendees have absorbed the meeting material or messages and know how to use or apply it properly. It is also important at this level to determine the quantity and quality of new professional contacts acquired and whether existing professional contacts were strengthened due to the meeting. However, a positive measure at this level is no guarantee that what was learned or whether the professional contacts acquired will be used on the job.

At Level 3 - Job Applications, a variety of follow-up methods can be used to determine if attendees applied on the job what they learned or acquired at the meeting. The frequency and use of skills are important measures at Level 3. While Level 3 evaluations are important to gauge the success of the meeting, it still does not guarantee that there will be a positive business impact in the organization or for the attendee.

At Level 4 - Business Results, the measurement focuses on the actual business results achieved by meeting participants as they successfully apply the meeting material or messages. Typical Level 4 measures include output,

Key Features

  • Introduces and demonstrates Jack J. Phillips's well-established ROI measurement methodology
  • Addresses the growing demands from stakeholders to prove the value of meetings through data
  • Endorsed by MPI (Meeting Professionals International)


Corporate, Association and Independent Meeting Planners; Association Executives, Marketing and Sales Executives, Trade Show Producers

Table of Contents

Chapter 1: Need for and Trends on ROI for Meetings and Events Chapter 2: ROI Model Chapter 3: Collecting Data Chapter 4: Isolating the Effects of The Meeting or Event Chapter 5: Converting Data to Monetary Benefits Chapter 6: Tabulating Meeting Costs Chapter 7: Calculating the Return Chapter 8: Identifying Intangible Measures Chapter 9: ROI Forecasting Chapter 10: How to Communicate Results Chapter 11: Implementation Issues


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About the Author

Jack J. Phillips

Jack J. Phillips, PhD, is a world-renowned expert on measurement and evaluation and chair of the ROI Institute, Inc., which provides consulting services, workshops and keynote addresses for Fortune 500 companies and major organizations around the world. He developed the ROI Methodology™, a revolutionary process that provides bottom-line figures and accountability for all types of training, performance improvement, human resources and technology programs and is used worldwide by corporations, governments and non-profit organizations. His expertise in measurement and evaluation is based on nearly thirty years of corporate experience in five industries. He has served as training and development manager at two Fortune 500 firms, senior HR officer at two firms, president of a regional federal savings bank, and management professor at a major state university. Phillips is the author or editor of more than 30 books and more than 100 articles.

Affiliations and Expertise

Developer of the ROI Methodology and Chair of the ROI Institute, Inc.

M. Theresa Breining

Affiliations and Expertise

Owner and president of meeting management firm Concepts Worldwide, U.S.A.


"This new book addresses perhaps today's biggest opportunity for professional meeting planners: measuring performance and return on investment. It provides details, examples, tools, templates, and many techniques to help capitalize on this opportunity and truly elevate the conversation. It is organized in an easy-to-understand, step-by-step process. Jack, Terri, and Patti have done an excellent job in presenting a complex subject in simple terms. MPI is pleased to support this book as a continuing effort to make our members more successful business partners within their organizations." Bruce M. MacMillan, President/CEO, Meeting Professionals International "Although associations generally have an appreciation for the value of conferences and meetings, a tool that can prove the financial viability of meetings will greatly enhance their perceived value, for both the organization and its members. This book spells out in a clearly defined process, what and how to report a quantifiable return on investment for meetings. If put into practice, the ROI Methodology can help an organization identify which meetings are most valuable, which might need a tune-up, and which have outlived their usefulness. This information supports an association's goals of sustaining financial stability and growth, while serving the needs of its members. This book is a must-read for anyone responsible for the development and/or execution of meetings." John H. Graham, CAE, President and CEO ASAE & The Center for Association Leadership “This groundbreaking new book provides details, tools, templates, and many techniques to help capitalize on the opportunity to truly elevate the conversation of measuring the return on investment for meetings and events. It is organized in an easy-to-understand, step-by-step format and gives the reader authentic examples of proven ways in which the ROI Methodology has been used to pro