Corporate Partnership Accelerator Day Full Day of Sponsorship Training for Association Executives

Transcription

1 Corporate Partnership Accelerator Day Full Day of Sponsorship Training for Association Executives Inaugural Event Date: Thursday, January 31, 2019 Location: BoardSource, Washington, DC Thanks to BoardSource for providing the meeting space.

2 Turn Up the Volume of Your Partnership Revenue This training day is crafted so participants can better implement revenue-generating partnership and sponsorship strategies. The context for all work and recommendations begins with understanding how to be member- and mission-focused while at the same time designing strategies that answer to each sponsor s needs. Learn how to do a true 360-degree, organization-wide, asset (aka benefits) analysis. Learn to create an organization-wide sponsorship packaging architecture. Discover how to truly make your organization s value proposition come to life. What To Offer What To Sell How To Sell 2

3 Turn Up The Volume What To Offer What you have to offer: Learn how to do a true, sponsorship oriented, 360- degree discovery and asset (aka benefits) analysis of your organization Inventory creation: Create an inventory of available assets: owned, controlled and borrowed Asset assessment: Learn what assets will emotionally resonate with various constituencies, including members, prospects, staff, board and volunteers Activity: Live practice and feedback around the process of cataloguing and identifying truly valuable assets Deliverable: Sample assets worksheet template 3

4 Turn Up The Volume What To Sell Partnership packaging strategies: How to create packages of assets and a sponsorship architecture that drives revenue AND supports your mission Customized packages: How to create relevant, valuable sponsor packages o Move from a la carte offerings to strategic partnerships High-level packages: How to create high-level, multi-year packages as well as short-term event/promotional opportunities o Identify non-event based sponsorship assets The no list: Learn what does NOT need to be sold Activity: Live practice and feedback around the process of creating sponsorship packages and organization-wide sponsorship architectures Deliverable: Sample organization-wide Partner package template 4

5 Turn Up The Volume How To Sell What to charge: How to determine the price of sponsorship o Capturing the value of tangible and intangible benefits o How to justify investment for sponsors at various levels Selling opportunities: Learn the necessary steps and process for successful sponsorship revenue generation o How to arm your staff with the necessary materials and market intelligence to close deals o Importance and key elements of doing prospect research 5

6 Turn Up The Volume How To Sell Selling The Opportunities (continued): Learn the necessary steps and process for successful sponsorship revenue generation o Best practices for internal organization for sponsorship sales and servicing o Determine and outline the sales roles for staff and volunteers o Best approach to sales materials and live selling Activity: Live practice and feedback about the optimal sales approach; The 90-Second Pitch. Participants will get to pitch their value proposition live and receive feedback tying back into the previous sections of the day. 6

7 Corporate Partnership Accelerator Day Agenda Networking Continental Breakfast 8:30-9:00 a.m. Background and Introductions 9:00-9:15 Marketplace Overview 9:15-9:45 What to Offer 9:45-10:30 o Uncovering your truly marketable assets o Asset (aka Benefits) exercise Break 10:30-10:45 What To Sell 10:45-12:00 p.m. o Sponsorship packaging strategies o Packaging exercise Networking Lunch 12:00-1:00 How To Sell What to Charge 1:00-1:30 o Determining what your assets are worth How To Sell Selling the Opportunities Part 1 1:30-2:30 o Steps for successful sponsorship revenue generation Break 2:30-2:45 How To Sell Selling the Opportunities Part 2 2:45-3:45 o 90 Second Pitch Sales Practice Q&A and Wrap-up 3:45-4:30 AGENDA IS SUBJECT TO CHANGE OR MODIFICATION 7

8 Get Registered FULL-DAY EARLY-BIRD $485 By December 15, 2018 Extended to January 11, 2019 ADDITIONAL STAFF FROM SAME ORGANIZATION $50 per person Maximum of 2 Additional Click Here to Register Click Here to Register If necessary, please paste this Registration link in your browser: 8

9 Faculty Bruce Rosenthal and Dan Kowitz have a combined 40 years experience with innovative corporate sponsorship and partnership strategy. Evaluations from a recent workshop: Excellent! More of both these guys! Great stuff. Learned new tricks. Both Bruce and Dan are clear knowledge leaders. They had great content, clear examples. Bruce Rosenthal Principal Bruce Rosenthal Associates, LLC C: E: bruce@brucerosenthal.associates Dan Kowitz Founder & CEO JSB Partnership Consultants C: E: kowitz.dan@jsbpc.net 9