Business Analysis & Performance Optimisation
The Client
Portugal’s leading independent Private Equity firm, managing and advising over 1.3BN€ in assets across multiple sectors including hospitality and real estate.
The Asset
5-star, branded and managed property
151 rooms and suites
23 event spaces accommodating up to 530 guests
18-hole golf course
Full-service spa
The Client needs
Identify structural and operational gaps within the commercial function to support strategic and tactical changes aimed at RevPar growth.
Evaluate opportunities to improve GOP margin through comprehensive benchmarking, commercial re-alignment, and process optimisation.
Strategic Approach
Diagnostic Review
Conducted a comprehensive audit of commercial performance using property-level and head office data to evaluate the effectiveness of sales, marketing and revenue strategies.
Analysed RevPAR, TRevPAR, TRevPOR, GOP and departmental profitability trends across all revenue streams over a two-year period to identify performance gaps and missed opportunities.
Evaluated delivery of results against the objectives defined in the hotel business plan and wider commercial strategy.
Conducted a detailed review of business mix, channel mix and operator contribution to identify gaps in revenue generation and conversion.
Benchmarked findings against competitive market data to validate gaps and quantify potential for margin enhancement.
Analysed team productivity and resource allocation relative to occupancy and event performance to strengthen flow-through and GOP conversion.
On-site Evaluation
Led a two-day operational review of the property to assess the commercial setup, business processes and customer experience.
Conducted executive interviews with the General Manager and Department Heads to evaluate leadership alignment, capability gaps, and strategic priorities.
Held a one-to-one session with the Golf Manager to assess golf offering’s market positioning, unique value proposition and revenue growth potential.
Reviewed forecasting and budgeting processes to assess accuracy, accountability, and responsiveness to market trends.
Observed cross-departmental collaboration and decision-making practices to understand their impact on financial outcomes.
Assessed the integration of brand systems and group-level support with ownership objectives to ensure strategic alignment and operational efficiency.
Stakeholder alignment
Participated in business review meeting with ownership and the operator to align on commercial priorities, accountability frameworks, and performance governance.
Proposed targeted commercial and operational initiatives designed to stimulate demand generation by segment and enhance channel performance.
Competitor and Market Analysis
Conducted mystery test calls to assess MICE enquiry handling by the in-house commercial team and key competitors, benchmarking responsiveness, conversion quality, and rate competitiveness.
Developed a comprehensive competitor landscape integrating pipeline intelligence on new market entrants and projected supply impacts.
Researched macroeconomic indicators, tourism performance trends, and revenue data to assess Portugal’s market outlook.
Analysed STR performance data (ADR, occupancy and RevPar indexes) across a two-year period to evaluate market trends and positioning.
Recommendations and Deliverables
Delivered a data-driven business analysis report comprising:
Key findings and strategic recommendations across all hotel functions and the operator’s central services.
Full financial analysis across the P&L
Identified priorities for immediate commercial and operational impact
Five-year financial projections to GOP level
Profitability and margin improvement initiatives
Exit strategy and CAPEX roadmap to support long-term asset value growth
Presented the complete business analysis report and strategic roadmap to ownership and the board of directors, establishing the foundations for the next investment and operational cycle.
+ 351% NOI
(year-end 5 projections)
+ 93% GOP
(year 1 - projections)
OUTCOME
The engagement delivered a clear, evidence-based framework to guide future commercial strategy and operational decision-making.
Through a structured analytical process, ownership gained enhanced visibility of performance drivers, margin constraints, and market positioning.
The resulting roadmap provided actionable recommendations and long-term financial projections, laying the foundation for a sustainable revenue growth, profitability improvement and asset value creation.
