The Right Balance

What The Right Balance does

The Right Balance Consulting Ltd is a London-based boutique hospitality consulting and training firm founded in 2017 that delivers tailored sales training programs to luxury and upscale hotel teams. Its core offerings are department-specific workshops covering Front Desk Upselling, F&B Sales Culture, Reservation Sales (Super Agents), Spa Sales, Room Service Sales, and a broader Sales Booster program for sales teams and event planners, all delivered either on-site at client properties or through Virtual Sales Workshops.

The firm has no proprietary software or technology platform; its product is a methodology built around "Authentic Intelligence" — a deliberate emphasis on human selling skills (empathy, personal recommendation, confidence) positioned against AI-driven alternatives. Training is bespoke and tailored to each hotel's culture and operational context rather than off-the-shelf, with senior consultants personally designing and delivering programs.

The business operates a professional-services revenue model: programs are priced by quote on a per-engagement, multi-day basis with no public rate cards. The customer base includes 35+ named enterprise accounts spanning luxury chains such as Hyatt, Four Seasons, Rosewood, IHG, Hilton, Mandarin Oriental, Peninsula, Corinthia, Kempinski, and Taj, as well as independent boutique properties. Geographic reach spans the UK, continental Europe (France, Netherlands, Switzerland, Italy, Germany, Portugal, Spain), and the Middle East (Morocco, Saudi Arabia). The company is privately held, bootstrapped, and structured as a private limited company in England & Wales.

Name

The Right Balance

Legal name

The Right Balance Consulting Ltd

Website

https://therightbalance.co.uk

Company type

Private

Founded year

2017

Operating status

Operating

Headcount range

1–10 employees

Short description

The Right Balance is a London-based boutique hospitality consultancy (founded 2017) that designs and delivers bespoke sales and upselling training programs to luxury hotel teams across the UK, Europe, and the Middle East.

Ownership category

akta.pro rank

Product category

Hospitality Sales Training

NAICS

Management Consulting Services (54161)

SIC

Services-Management Consulting Services (8742)

akta.pro primary industry

Guest Experience & Engagement (CRM, Messaging, Loyalty) (THALACAF)

Keywords

• Hospitality sales training
• Hotel upselling training
• Food and beverage training
• Reservation sales training
• Spa sales training

Headquarters

HQ city

London

HQ country

United Kingdom

HQ region

Europe

Offices1 record

Markets served

GTM type

B2B

Offering type

Services

Cost components

Personnel, Operations, Marketing or Sales, Supply Chain, Others

Revenue model

1. Professional Training and Consulting Services: Revenue is generated through consulting, training programs, and coaching services delivered to hotel teams. They provide tailored sales training workshops for various hotel departments including Front Office, F&B, Reservations, Spa, and Room Service. Programs include on-site training, virtual workshops, and ongoing support/follow-up sessions.

Go-to-market motion1 record

Distribution channels2 records

Marketing channels4 records

Core offering

The Right Balance delivers tailored sales training and consulting services to hotel teams, with programs covering upselling, cross-selling, and guest experience enhancement across Front Office, F&B, Reservations, Spa, Room Service, and Sales/Events functions. Services are delivered on-site at hotel properties or via virtual interactive workshops, with each program custom-built around the property's brand, culture, and operational needs. The company also provides follow-up coaching, consulting, and ongoing support to sustain performance after the initial training engagement.

Product overview

The Right Balance is a hospitality consulting and training company founded in 2017, offering a portfolio of tailored sales training programs for hotel teams. The core offerings include Front Desk Upselling, F&B Sales Culture Training, Reservation Sales Training (Super Agents), Sales Booster Training, Spa Sales Culture Training, and Room Service Sales Training. These programs are delivered both in-person and through Virtual Sales Workshops. The company specializes in helping hotels increase revenue through upselling and cross-selling techniques, focusing on building genuine guest connections, personalized recommendations, and sales confidence among hotel staff.

Differentiator

Problem solved

Functional benefit

Products and services

• Front Desk Upselling Sales training workshop teaching hotel front desk teams how to build genuine connections with guests, establish their needs, give personalized recommendations, and close more sales through upselling techniques.
• F&B Sales Culture Training Food and beverage sales training that makes restaurant associates aware of revenue opportunities and teaches sales techniques, appropriate wording, and right timing for proactive F&B sales including building rapport, catching sales opportunities, giving personal recommendations, and closing sales.
• Reservation Sales Training Training program transforming reservation agents into Super Agents by teaching knowledge, sales skills and techniques required to deal confidently with new guest types, upsell, and cross-sell through proactive guest interactions prior to arrival.
• Sales Booster Training Sales training program designed for proactive and reactive hotel sales teams and event planners, focusing on sales techniques applicable in person, on the phone, and by email, including increasing conversion, keeping rates up, upselling, cross-selling, securing next bookings, and promoting sister hotels.
• Spa Sales Culture Training Spa-specific sales training program including all team members with guest interaction, focusing on converting more bookings, upselling premium treatments, add-on sales, product sales, and cross-selling F&B and other hotel services.
• Room Service Sales Training Four-hour interactive webinar training for hotel associates who take in-room dining orders on the phone, focusing on the skills, confidence, empowerment, and motivation needed for proactive room service sales.
• Virtual Sales Workshops Online delivery of consulting and training services via interactive web sessions designed to avoid Zoom fatigue, incorporating games and exercises that engage all parts of the brain and cater to different learning styles, enabling team members worldwide to join training from anywhere.

Quantifiable outcome

• Significant revenue increase through upselling programs (specific percentages not disclosed)
• +2 more outcomes

Named customers23 records

Segments3 records

Ideal customer profiles1 record

Technology focussed No

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

Partnerships

Three partnerships are on record, tiered core and minor.

• AICR UK (Association Internationale des Concierges d'Hôtel United Kingdom)coreGTM or Marketing Partner · 1 January 2017Proud sponsors of AICR UK since 2017. The AICR has grown to become an exciting, interactive network for Front Office Management. The partnership includes sponsorship of events, the Receptionist of the Year competition, and participation in networking activities. The company actively supports talent development and career advancement in hospitality through this partnership.
• CompensaidminorOthersNon-profit organization for CO2 neutral travel. The Right Balance works with Compensaid to analyze and compensate CO2 emissions from all their flights. They support two projects equally: replacing fossil kerosene with Sustainable Aviation Fuel, and sponsoring reforestation in Nicaragua.
• Universidad Rey Juan Carlos (Madrid)minorStrategic or Co-development PartnerSenior Consultant Diego Fernández Domínguez serves as a University Lecturer, participating in the 'Degree in Revenue Management Expert and Big Data' course for the last 13 years. He shares insights on Fundamentals of Revenue Management and Upselling & Cross-Selling.

Scale indicators3 records

Recent moves5 records

Expansion highlights5 records

Others

• HSMAI: Hospitality Sales and Marketing Association International, an industry body offering training, certifications, and events. Overlaps in hospitality sales training content and conferences (similar to AICR sponsorship).

Emerging players

• Revinate: Hotel guest data platform with CRM, upsell, and reputation modules. Competes for a portion of the same guest experience / upsell enablement budget, particularly with chains trying to digitize what TRB trains staff to do in person.
• SHR Group: Hospitality CRM, loyalty, and guest engagement platform. Partial overlap on the guest experience and upsell capability the firm trains hotel teams to deliver, though delivered via software rather than training.

Direct peers

• Cogwheel Hospitality Consulting: Boutique hospitality consultancy providing revenue management, sales training, and operational advisory to hotels. Closely comparable on boutique scale, luxury focus, and bespoke consulting delivery model.
• Revenue Management Group (RMG): Boutique revenue management and commercial strategy consultancy for hotels. Comparable in serving independent and chain luxury hotels with advisory and capability-building services.
• SalesBoost: Hospitality-specific sales training company delivering revenue, reservation, and catering sales programs to hotels and resorts. Most direct overlap on service offering, buyer persona, and luxury-segment focus.

Broad incumbents

• Cendyn: Hospitality CRM, sales, and marketing platform serving thousands of hotels. Adjacent because it embeds sales enablement and guest engagement workflows that compete for the same budget line as training.
• HVS International: Large global hospitality consulting firm offering valuation, advisory, and operational services to hotels. Overlaps in serving luxury hotel owners and operators, though at materially greater scale and broader scope.

Market position

Strengths4 records

Weaknesses5 records

Competitive moat3 records

Key risks6 records

Key highlights6 records

Customer concentration

• LinkedInlinkedin.com/company/the-right-balance-hospitality-consulting-training

Revenue estimate

Valuation estimate

Number of profiles

Profiles3 records

Funding overview

Funding rounds

Investors

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about The Right Balance