How do I find the time to engage sponsors and balance sales with all of my other duties? How much should I charge in my sponsorship packages?
Which companies are likely to be interested in what I have to offer? How do I get in front of the right peopleand what do I say to them when we finally connect? How do I prove return on investment to my sponsors? What should I put in my initial proposal? How do I get internal buy in and engage my boss (or board or colleagues) in the process? The Turnkey Sponsorship Solution was designed to answer all of these questions, give you everything you need to speak the language of your prospects and close more sponsorship sales.
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The Turnkey Sponsorship Solution was designed with charities, not for profits, associations, hospitals and education institutions in mind and is ideally suited for the following: Signature fundraising events Naming rights Conferences and education events Peer to Peer events Program sponsorship Galas Walks, runs and other community style events Complex activations Cause marketing campaigns If you aren’t sure how much to charge your prospects, how to build best-in-class activations and don’t know who you should be talking to (or how to get in front of them) then we can help. If you are looking for someone to sell your sponsorship for you, then we can’t help. We believe that the best person to sell your sponsorship is you and we’ve designed our process to help you do just that!
Valuation, or how much to charge sponsors, is one of the most complicated elements of the sponsorship process and it just happens to be our area ox expertise. Once we’ve developed your inventory, we will do a market valuation of everything you have to offer! No more guessing about what to charge sponsors as we will show you exactly what to charge and how to negotiate rates with your prospects.
Once we’re finished, you will be able to ask your sponsors with confidence and without fear that you’re asking for too much or too little. What’s more, you will have the numbers and data to back it up! The days of logo placement as the sole strategy for sponsorship sales are long gone. Sponsors now require more involved activation ideas to truly leverage the power of sponsorship. Furthermore, audiences have grown more savvy and cynical and no longer respond to simple branding as the key vehicle for sponsorship. We believe that the best activation ideas come from audience data, sponsor goals and the sponsorship seeker’s needs. When these three things come together, creating a triple win (audience, sponsor and sponsorship seeker) not only do sponsors invest more money but audiences enjoy your events and campaigns more.
During this stage we will develop use audience data to develop an audience persona, prospect list, ideas for future activations and other data points that sponsors require in order to make a marketing investment. Our strategies are designed to get you up and running as quickly as possible. We provide a a comprehensive report outlining exactly what to do to bring in more sponsorship dollars and how to apply the work we’ve done.
You will be in a position to implement the learnings as soon as the final session ends.
Put yourself on the path to business partnership Do you struggle to get face time with decision makers within a company’s marketing department? Are you tired of having your calls deflected to the corporate foundation or online forms?
Do you need help articulating your business case beyond just being “a good cause”? You know sponsorship packages are old schoolbut what do you replace them with, if anything? Are you having trouble convincing your board of directors (or CEO) that eblasting sponsorship packages to cold prospects is a terrible way to raise money? If you said yes to any of the above, then this is the session for you! In Building a Business Case for Cause Sponsorship we will seek out and reveal your unique competitive advantage in the sponsorship space and show you how to present that to your prospects. You will walk away with the tools, insights and confidence needed to demonstrate to a CMO that your cause represents the best possible investment of her scarce marketing dollars.
This is a highly interactive workshop. At every step of the way you will be asked to challenge and apply these ideas. Bring your toughest challenges, sponsorship decks and activation ideas and prepare to be tested. Vegas Rules This is a closed session for causes and NFPs. Only those actively involved in sponsorship sales and corporate fundraising are invited. “Vegas rules” apply!
Everything you hear from fellow participants stays within the room when you leave. Here’s what the day involves: Don’t Ask.
You will learn how to reinterpret and repackage your cause, events and programming as marketing opportunities to prospects. We will focus on the benefits and opportunities that matter to the marketing side of your corporate prospects. You will no longer ask for support. You will offer solutions to pressing business challenges.
William J Rosen
Your Secret Weapon: Your Audience! Sponsorship is all about access to audience, which is something that makes many in the cause space uncomfortable. Together we will work through techniques and strategies to understand your audience’s needs and pain points, using sponsorship to add value.
You will learn how to use this data to improve audience experience and unlock the value your audience brings to you and your sponsors Activation The days of logo placement in sponsorship are endingfast. The good news is that simple branding is being replaced by something far more valuable to charities, sponsors and audiences. We will look at trends in sponsorship activation, real life examples and case studies. We will build activation ideas out of the sponsorship packages of attendees, live! You will learn how to drive significant sponsorship dollars while improving your events and programs through sponsorship activation.
Amplification We will review valuation best practices with a focus on what value your brand brings to the table. Sponsors may not be interested in your cause for the reasons you think but your cause (mission, vision and reputation) does offer a lot to sponsors and, most importantly, increases the value of your assets. You will learn simple steps you can take to increase the value of your assets because of your reputation and your cause. We will show you valuation tricks you can use to simplify and streamline the process. Alignment Sponsors look for reasons to say no, and one of the best is a 20 page document with an off the shelf sponsorship package. Despite that, boards, CEOs and even sponsors themselves keep asking for these archaic sales documents.
There is a better way! The day is capped with a focus on building a business case document using the process that we explore throughout this session. You will walk away knowing exactly how long your business case should be, how to use it to get internal buy in, when to give it to a prospect and, most important of all, how to use it to increase your sponsorship sales. We will look at examples from the field of those doing it well and those missing the mark. Participants will also be invited to submit their sponsorship decks ahead of time for a live audit during the session.
Who is Building a Business Case for Cause Sponsorship for? This session is for those who work primarily within the cause sponsorship space – charities, not for profits, education and health care.
The day is best suited for those who spend time talking to sponsors, have a corporate fundraising revenue goal or who manage those in sponsorship sales. Whether you seek sponsorship for events, programming or broader corporate partnerships for your organization, the lessons learned today will apply to you. Session Format & Tools This session is both lecture and workshop. We will touch on theory, case studies and real world examples with multiple touch points throughout the day to apply these ideas to your sponsorship program.
Laurence Minsky
Templates and resources will be provide to help with the implementation process. Registration The is open.