IBA, as the premier business brokerage firm in the Pacific Northwest, is firmly established as a respected professional service firm in the legal, accounting, banking, mergers & acquisitions, real estate, and financial planning communities. Periodically, we will post guest blogs from professionals with knowledge to share for the good of owners of privately held companies & family-owned businesses. The following blog article has been provided by Sally Bergesen. Ms. Bergesen is a business broker at IBA (www.ibainc.com):
Why Event Production Companies Are Generating Strong Buyer Demand Currently in the Pacific Northwest
The Puyallup Fair celebrated its 125th birthday this year. Climate Pledge and Lumen Field continue to rock their foundations with music and sports. And the Seattle Convention Center’s new Summit expansion has propelled the city into overdrive: in 2024, event activity there jumped from about 160 to 200 events.
These conventions—ranging from big trade shows like PAX West and Emerald City Comic Con to the Northwest Flower & Garden Show—regularly generate $100+ million in economic inflows. Meanwhile, private venues are expanding in number and variety. The Seattle Design Center offers flexible indoor spaces for weddings, galas, and corporate gatherings, while Seattle Center hosts more than 14,000 events annually across its facilities.
At the same time, another trend is reshaping the industry: as traditional retail continues to lag in the post-COVID era, many commercial property owners are reimagining their spaces as event venues. Empty storefronts, vacant shopping centers, and underused retail footprints are being converted into gathering spaces for everything from art exhibits and product launches to weddings and community events. This shift is creating fresh demand for event production companies and vendors who can adapt lighting, audio, and staging solutions to unconventional spaces.
Together, these trends show that event production businesses and their vendor partners are not only stable but positioned for growth — and buyers are taking notice.
What Makes Event Production Businesses Resilient
Event businesses are unusual in their staying power. In strong economies, companies spend heavily on conferences, celebrations, and launches. In leaner times, they use events more strategically — to keep employees motivated, to strengthen culture, or to communicate in hybrid formats. Sellers can highlight how their companies performed across cycles, not just in boom years.
Take Note: Repeat Clients vs. Formal Contracts
One nuance that can be overlooked by buyers chasing “recurring revenue” is the difference between repeat clients and formal recurring contracts. Many event production companies thrive on repeat business — corporations that return every year for their sales meetings, associations that rebook their annual conferences, nonprofits with seasonal galas. While these clients are not locked in by contract, their long-term loyalty can be just as valuable. The key for sellers is to document retention rates and demonstrate client stickiness, so buyers can see the stability even in the absence of binding agreements.
Some businesses thrive by being equipment-heavy, owning large inventories of gear. Others are equipment-light but rely on strong internal teams and vendor partnerships. Both models can be attractive — what matters is clarity on how you deliver consistent profitability.
Why SBA Lenders Like the Industry
SBA lenders are drawn to industries that combine stability with clear value drivers. Event production and vendor businesses fit this profile well, which is why SBA-backed buyers are common in the space. Here are some of the reasons:
- Predictable Deal Sizes – Many event companies fall squarely into the SBA’s target transaction range (often $500K–$5M).
- Documented Revenue Histories – Event production businesses tend to track sales carefully by client, event type, and calendar cycle. This makes underwriting more straightforward.
- Collateral Opportunities – In equipment-heavy models, lenders take comfort in tangible assets that support the loan. Even equipment-light companies often have trucks, AV gear, or leasehold improvements that can be pledged.
- Workforce Flexibility – Many firms use a mix of employees and contractors, which helps buyers keep labor costs aligned with demand. Lenders appreciate this operational flexibility because it reduces risk in slower cycles.
- Accessible Buyer Pool – Professionals from corporate backgrounds often view event businesses as accessible and appealing. In one of our recent transactions, a buyer with corporate event experience walked around the table and purchased a company that would typically have been his vendor. Relevant background experience is an important factor for the SBA.
Recent Transactions: Two Very Different Event Businesses
At IBA, we’ve recently facilitated sales of event-related businesses that looked very different on paper, but each attracted strong buyer interest:
- Event Production Business (Team-Focused, Equipment Light): This company had a highly developed team, including an operations manager who oversaw scheduling and client relations, but owned relatively little equipment. Buyers valued the organizational strength and scalability without major capital investment.
- Video Provider (Equipment Heavy, Contractor-Based): By contrast, this business owned a large inventory of cameras and editing gear, while relying on independent contractors for project staffing. Buyers were drawn to the asset base and the flexibility of a lean fixed-cost model.
These cases illustrate that success comes in many forms — buyers will engage if the value story is clear and well presented.
Regional Advantage: The Pacific Northwest
While these trends apply broadly, sellers in the Pacific Northwest benefit from a particularly dynamic marketplace. Seattle’s growing convention capacity, the proliferation of private venues, and the re-purposing of retail spaces all feed demand for professional production support. Add to this the presence of tech, biotech, and nonprofit clients who value high-quality events, and the region offers a fertile environment for event production businesses to thrive — and to sell well.
Just like events, timing is everything
Selling an event production business is not just about handing over equipment — it’s about transferring reputation, relationships, and adaptability. By preparing your financials, documenting client retention, planning for transition, and understanding why SBA lenders like the industry, you can position your business for a successful sale in this growing sector.
If you have questions relating to the content of this article or the process associated with selling an event production company or business in Washington, Sally Bergesen would welcome the opportunity to talk with you. Ms. Bergesen can be reached at (425) 454-3052 or sally@ibainc.com.
IBA, the Pacific Northwest’s premier business brokerage firm since 1975, is available as an information resource to the media, business brokerage, mergers & acquisitions, real estate, accounting, legal, and financial planning communities on subjects relevant to the purchase & sale of privately held companies and family-owned businesses. IBA is recognized as one of the best business brokerage firms in the nation based on its long track record of successfully negotiating “win-win” business sale transactions in environments of full disclosure employing “best practices”.