power partnerships -  two days

cutting edge skills for making more money, selling more sponsorship, and giving yourself the edge

This two-day workshop provides a very comprehensive approach to raising and retaining more sponsorship and marketing your event.

• What you are and who you reach - How a great marketing plan is the basis for more money, more audience, and more sponsorship
• Using market segmentation to increase your audience, save you money, and become more attractive to sponsors
  • Making the connection
  • Different types of segmentation
  • Research sources, tools, and tips
  • Research on a shoestring
• Internal, environmental, and competitor analysis 
• Promotion, publicity, advertising, and marketing 
  • Negotiating for maximum impact and minimum cost 
  • Working with sponsors to add meaningful impact to your marketing plan
• What is modern sponsorship and why it is important to you
  • Growth and trends
  • The new sponsorship model
• All the best resources for sponsorship seekers
• Planning for sponsorship success
  • Assessing your organisation’s readiness
  • Identifying commercial opportunities
• Targeting potential sponsors
  • Identification
  • What you need to know about them
  • How do you get this information
• Creating the offer
  • Identifying benefits
  • Customisation
  • Issues
  • Pricing
  • Proposals
• The sales process
  • Meetings and other communications
  • Who should sell your sponsorships
• Closing the sale
  • Negotiation
  • Payments
  • Contract
• Servicing your sponsors so they renew and recommend you
  • Sponsorship obligations
  • Golden rules of servicing
• Ensuring the sponsor leverages their investment 
  • Your responsibility vs your best interest
  • Planning, tools, and techniques
  • Turning sponsors into advocates
• Managing the sponsorship
  • Sponsorship implementation plan
  • Adding value
  • Reinventing the sponsorship
• Measurement that matters
  • Helping your sponsors understand their real results
• The renewal process
  • Improving your renewal rate
  • Up-selling existing sponsors
  • Turning your sponsors into advocates