
Sponsorship revenue is a vital part of the revenue mix for all events, but with budget conscious clients, you need to demonstrate an even greater understanding of your clients, their brand values and objectives. This course takes you through how to identify and target sponsorship prospects, develop an effective proposal including reviewing examples of good and bad proposals, generate creative sponsorship ideas and deal with objections, particularly over pricing and timing. The course will also cover how to measure and manage ROI and review whether ROO is a more useful tool. It will look at how these metrics can be used to enhance client relationships and lead to long term profitability.Through the course there will be case studies and worked examples to ensure you get real practical benefit from the day and specific conference sponsorship tools to use as soon as you are back in the office.

Course outline:
Exploring the sponsors mindset — understanding sponsorship from the sponsors perspective:
+	Defining the different objectives of event sponsorship for different clients — strategic, feature and functional and understanding the implications for you
+	Exploring the integrated marketing mix
+	Top tips for understanding decision making processes, purchasing tree’s and horizontal sales
From sponsorship to partnership — elevating the sponsorship value proposition:
+	Understanding brand values and brand experiences and how to use them in sponsorship sales
+	Conceiving, building and defining the strategic value proposition
+	Integrating added value to form partnership based relationships
Developing creative sponsorship packages:
+	Alternatives to the standard platinum, gold and silver packages
+	Conceiving and communicating creative ideas to enhance solutions value proposition
+	Maximising the effectiveness of your sponsor beyond their financial input
+	Embracing and integrating new technologies within sponsorship solutions
Enhancing the effectiveness of the sponsorship sales process
+	Top tips for communicating strategically — key phrases, words and methodology to help engage and work with sponsors on a strategic basis
+	Structuring a successful proposal — top tips for proposal writing and presentation
+	Effective sponsorship marketing — experiences and advice to help maximise every sponsorship asset
Exploring Return On Investment and Return On Objectives and what it means to sponsors
+	Definitions and methods of analysis
+	Clarifying the difference between Return on Investment and Return on Objectives and the implications for you and your clients
+	Managing ROI and ROO requirements of different stakeholders throughout the lifecycle of an event
Managing ROI and ROO with integrated and on-going KPI’s
+	Defining which KPI’s are most relevant
+	Integrating KPI’s to help manage expectations
+	Moving towards long-term, high value sponsorship relationships
Developing long-term, profitable sponsorship relationships
+	Developing strategies for long-term relationships
+	Understanding the brand implications

Book this course now:

To pay by cheque or bank transfer, use our registration form.

To pay by credit card, use the link below.

Online event registration for Maximise Sponsorship Sales for Conferences and Events powered by Eventbrite

Who should attend?
This course is designed for sales and event professionals who are looking to extend their sales skills and develop long-term profitable sponsorship sales relationships.

This course is relevant for all conference and event professionals whether you are in conferences, large scale events, exhibitions, associations or charities.

Course dates:
1 May 2012

Course duration:
One day

Course venue:
London, tbc

Course cost:
£495 plus VAT for all commercial companies

£445 plus VAT for all associations and not-for-profit organisations

The trainers delivery style was great for us — the techniques he used kept the team engaged throughout the day. We received a huge amount of information so were really pleased with the outcomes we got.
Sarah Whiteside-Jones, Professional Development Manager, The Institute of the Motor Industry (IMI)

Call +44 (0)208 374 1712 for more information

Event Registration Online for Maximise Sponsorship Sales for Conferences and Events

Maximise Sponsorship Sales for Conferences and Events

Essential tools and techniques for all those involved in developing and selling sponsorship opportunities and solutions

Book this course now: To pay by cheque or bank transfer, use our registration form. To pay by credit card, use the link below.

Book this course now:

To pay by cheque or bank transfer, use our registration form.

To pay by credit card, use the link below.