In our company the majority of the budget for hospitality is held within the sales organisation. Unlike a Marketing event, there is no requirement to demonstrate any form of ROI (other than the fact that the sales person attributes virtually every subsequent sale to it to ensure another) .

Similarly, senior execs also get invited along to ‘meet customers’, have a great time and are reassured of the immense value that these events bring to the company.

That’s not to say that they don’t generate revenue, but they are not subjected to the same rigour as other marketing activity.

Maybe I’d be less critical if I got invited to more!