Sponsorship Strategist

A Sponsorship Relationship Mantra

If you can adopt this intention for your sponsorship relationship building, you’ll attract great partners and have some fun, too. Read more →

The Value Gauge

Think back to this time last year and consider your sponsorship program. Have you created more value? Or have you lost value? Read more →

The Bad Deal

You have three choices when you’re presented with a bad deal. Read more →

What you can control

When you’re selling sponsorship — or anything for that matter — there is much you cannot control. But there is plenty you can.  Why not take control of these things to tip the odds ever in your favor. Read more →

Don't become a sponsorship commodity

The single biggest mistake I see sponsorship sellers make is offering bland, generic sponsorship offerings that have no value. Every organization and event has something unique to offer each sponsor. I have never failed to recognize this truism in all the years I sold sponsorship and all the years I’ve advised thousands of sponsorship sellers. It is your job to draw out this uniqueness and highlight it in alignment with the sponsor’s measurable objectives. But too many people strip out of the offering the creativity, the spark, the uniqueness. That’s how they become a commodity. Read more →

You know that hope is not a (sponsorship) strategy, right?

You had a great conversation with a prospective sponsor. They’re super excited about the ideas you proposed, and you spend a couple days writing a rockin’ proposal. Your colleagues add more suggestions. You finalize the document and want to pinch yourself—the ideas here are fantastic, and the dollar signs will take your event or organization to a new level. You hit send and count the days till you get to discuss the proposal with the sponsor contact. You just know they’re going to love it and that this is the start of a long-lasting partnership between your organizations. Did I mention all the money your organization is going to generate? Whew! Might as well kick back and wait for the money to flow in, right? Read more →

Don't ask about ROI if you're not really a sponsor

Several corporate representatives recently have asked me about the ROI of their nonprofit sponsorships. They’re wondering how they should be structuring these partnerships for the best results. Then they drop in an important detail. Read more →

Don't wimp out on sponsorship pricing

Here’s some good news and bad news about how to price sponsorship. Bad news? You probably aren’t charging enough for your sponsorship opportunities. The good news? You can change this. Wimpy sponsorship pricing only hurts you. Read more →

10 signs you have a great partner

You're overwhelmed with proposals. You may have success criteria for your sponsorship, but what about for your partners? Here are 10 signs of a successful sponsorship relationship. Read more →

3 ways to improve your sponsorship value

One of the 8 drivers of sponsorship success is the quality of your sponsorship program. When was the last time you took a good hard look at what you’re selling? If your sponsorship program lacks value, you’re propping up a façade, which ultimately undermines your confidence. It’s a new year and time to review and upgrade. Read more →