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Sponsorship & Revenue Optimization Training & Coaching
What Attendees Will Learn
Mastering Sponsorship for the Present Day Fundraiser is a one-day, comprehensive workshop designed to redefine your approach to sponsorship. It offers fresh insights and actionable strategies for long-term success.
This seminar equips representatives of charities and nonprofits with the skills and tools to drive revenue diversification in new and innovative ways.
The full-day workshops are thoughtfully divided into five focused segments, guiding you step-by-step through each essential part of the process.
See details of each of learning segment.
Understanding best practice processes will form the foundation for your success.
This session will teach you about:- Getting inside the minds of sponsors to understand what they look for in sponsorship opportunities, what motivates them to buy, and how to leverage these elements to your charity’s financial advantage.
- Learning how to apply a range of analytics to promote your success.
- Acknowledging the factors that could potentially impede your success.
- Identifying opportunities that will improve your effort.
- Emphasizing what your organization can realistically offer.
- Specifying the work that must be done to effectively compete in your marketplace.
In this segment, you will learn how to:
- Conduct a sponsorship audit.
- Understand how marketing and communications impact your revenue priorities.
- Create competitive differentiators.
- Realize it’s much more than logo recognition and identify the valuable programs and services you have to offer.
- Assess and overcome barriers to your goals.
- Implement revenue diversification into your plan.
- Build new revenue-generating assets and properties.
- Determine the benefits your organization can offer sponsors.
- Produce a suite of diverse properties that represent annual and multi-year revenue.
- Assess the feasibility of cause marketing, affinity programs, and corporate social responsibility (CSR).
- Overcome limited inventory and boost sponsorship values.
This section focuses on applying analytics to build an effective, detailed plan for your organization, including:
- Asset management: creating a rights and benefits infrastructure.
- Building a platform to support a family of sponsors.
- Offering tiered sponsorship from naming, presenting, official, and supplier-level designations through to bundling strategies.
- Employing fair market pricing and understanding the value calculus.
- Leveraging strategic recruitment tools, packaging, and win-win proposals.
- Adding tactics to motivate multi-year sponsorships.
- Using marketing and equity optimizers to boost sponsorship values.
This section covers proven methods for recruiting sponsors and offers solutions to overcoming common recruitment challenges.
In this session, you will learn how to:
- Identify potential sponsors that have a strategic fit with your assets and properties.
- Build a strong prospect plan through proven methods such as prospect mapping.
- Qualify the best sponsors.
- Apply creative recruitment approaches to frame and add value to your pitches.
- Strengthen your offer with authentic BIPOC alignments necessary for today’s corporate partners.
- Tailor a plan to the specific business category of a prospect.
- Overcome sales barriers.
- Connect with the elusive key decision-maker.
- Prepare effective sponsor pitches and meetings.
- Incorporate front-end sponsorship activations.
Diversifying is about developing a big tactical toolbox to draw from. This section explains several new revenue tactics that can bolster your fundraising efforts, including how to:
- Recruit and retain new third-party fundraisers to boost your annual income.
- Employ tap-to-give and merchandise pop-up shops.
This section focuses on management efficiencies, stewardship, and ensuring a sponsorship return on investment for your partners.
In this session, you will learn how to:
- Measure and evaluate data to support sponsor needs.
- Create sponsor reports with need-to-know information.
- Manage a successful naming partnership.
- Create win-win contracts and legally binding agreements.
- Build sustainable long-term partnerships.
- Go beyond the check presentation and master stellar stewardship practices.
- Prepare mutually beneficial agreements that protect you and your organization’s best interests.
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