Best practices

Sponsorship negotiation best practices

  1. Make a timeline and follow it so you can meet submission deadlines.
  2. Make a script before calling or presenting your project, rehearse the script and make sure you are on top of everything before proceeding. Be prepared to answer questions about your project.
  3. You should personally contact the sponsorship representative before sending your proposal. Be sure get their permission, as you want to avoid sending unsolicited mail/emails.
  4. Overnight proposals to prospects after your initial phone conversation.
  5. Try to schedule a meeting or make a follow-up call when they have had a week or two to review it.
  6. Continue to make calls and follow up until you get a clear answer, that way you can precede down the list.
  7. Get to know the contacts and nurture this relationship now and in the future.
  8. Remember to ask them to get involved, you won’t make the sell until you ask.
  9. Always sign a sponsorship agreement with the sponsors and outline everything clearly to avoid any confusion.
  10. Provide sponsors with a detailed report following your event. Include copies of marketing material, media coverage, professional photographs showcasing their involvement.
  11. In the post-event report we recommend that you list the valuation of your different segments.