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| Copyright 2011, Weil & Associates, LLC - All Rights Reserved |
Consulting:
Let's face it: in today's economy every
dollar is important. So hiring outside
expertise may be viewed as an
additional expense. But the reality is
that without an expert at the helm, you
are likely to make costly mistakes,
implement the wrong strategy, at the
wrong time in the wrong channel. I've
heard sponsors and sponsor seekers
both tell me that they have had
representation that failed to perform
and that they are therefore skeptical
going forward. To me that's like having
a bad meal at one restaurant and then
deciding that you won't dine out
anywhere anymore.
Client experience #1:
A company that was new to
sponsorship contacted me because
they were nervous about executing an
multi-million dollar multi-year
agreement with a major sports
franchise. They had negotiated it
internally and directly with the team.
They contacted me and asked me to
review the agreement. I reviewed the
agreement and believed that they were
paying much too much. The terms also
didn't allow them any flexibility or
options in the future. They were
worried that if they went back to the
property that they would lose the deal.
Result:
After being retained for one week. We
were able to renegotiate the deal for
$1 million less, add beneficial terms
and still close the deal on time.
Let's face it: in today's economy every
dollar is important. So hiring outside
expertise may be viewed as an
additional expense. But the reality is
that without an expert at the helm, you
are likely to make costly mistakes,
implement the wrong strategy, at the
wrong time in the wrong channel. I've
heard sponsors and sponsor seekers
both tell me that they have had
representation that failed to perform
and that they are therefore skeptical
going forward. To me that's like having
a bad meal at one restaurant and then
deciding that you won't dine out
anywhere anymore.
Client experience #1:
A company that was new to
sponsorship contacted me because
they were nervous about executing an
multi-million dollar multi-year
agreement with a major sports
franchise. They had negotiated it
internally and directly with the team.
They contacted me and asked me to
review the agreement. I reviewed the
agreement and believed that they were
paying much too much. The terms also
didn't allow them any flexibility or
options in the future. They were
worried that if they went back to the
property that they would lose the deal.
Result:
After being retained for one week. We
were able to renegotiate the deal for
$1 million less, add beneficial terms
and still close the deal on time.
Sponsors:
We will work closely with your
organization to develop a winning
sponsorship strategy. Whether your
goal is to acquire, evaluate, refine or
even get out of a sponsorship; we
have the expertise to ensure that you
obtain measurable results that move
the needle toward your objectives.
Sponsor Services:
We will work closely with your
organization to develop a winning
sponsorship strategy. Whether your
goal is to acquire, evaluate, refine or
even get out of a sponsorship; we
have the expertise to ensure that you
obtain measurable results that move
the needle toward your objectives.
Sponsor Services:
- Negotiation and Evaluation
- Proposal Review
- Activation strategy and tactics
- Customer and lead generation
- Contract management and
preparation - Supervision, operation and on
site event services - Account Management
- Sponsorship Audits
Find a Sponsor:
Or philosophy is rooted in the belief
that the creation of a continuous flow
sponsorship seekers is a function of
research. By the time you read about a
new sponsorship in the paper, that
prospect is too far down the path to be
a realistic opportunity in the short term.
Sponsor Seeker Services:
Or philosophy is rooted in the belief
that the creation of a continuous flow
sponsorship seekers is a function of
research. By the time you read about a
new sponsorship in the paper, that
prospect is too far down the path to be
a realistic opportunity in the short term.
Sponsor Seeker Services:
- Sponsorship Acquisition Plan
- Proposal creation
- Promotional materials, strategies
and tactics - Go to Market Plans
- Messaging that works
- Identification of business issues
that open doors - Prospect identification and
prospecting - Pitch your Sponsorship
- Hospitality plans
- Representation for sales and at
events - Valuation of your property
- Sales Campaigns
What are the 3 questions you must ask
before you execute any sponsorship
agreement? (But even most
professionals don't!)
before you execute any sponsorship
agreement? (But even most
professionals don't!)
Sponsorship Campaign Checklist
Budgeting cycles don't usually sync up
with event seasons. It typically takes 6 to
18 months to fund a large sponsorship
- Do you have trained
professionals selling for you, or
just someone from your staff? - Do you have a system for
tracking your sales activity? - Do you have a researched list of
legitimate prospects, or just
companies you would like to
have? - Is your pricing based on your
costs or on the market value? - Are you going to bundle your
most valuable inventory, or sell it
"al la carte"? - Do your marketing materials,
web site, and call scripts
address your prospects needs,
or just informational?
Sponsorship just got more signs. A
comprehensive customer
engagement plan that tracks
prospects all the way through the
sales funnel must be supplemented
with a full management dashboard to
ensure the optimum cost per
acquisition.
comprehensive customer
engagement plan that tracks
prospects all the way through the
sales funnel must be supplemented
with a full management dashboard to
ensure the optimum cost per
acquisition.
