2. 2Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
Agenda
• This presentation will be how to start a sponsorship program at
your chapter.
• Before:
– We will explore several types of programs for raising money.
– Buy-in from your board
• During:
– How to manage this thing called sponsorship
– How much work is actually involved
• After:
– Your job is not how to spend it.
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About Bruce Marinace, PMP, CSM
- S.F. Bay Area resident since 1979.
- Native New Yorker, now living in California Wine Country (Sonoma).
- 25+ years as a I.T. professional 15+ in Project Management.
- Married – two kids, Katherine 5, John almost 3.
- Member of PMI Silicon Valley – 8 years.
- Member of PMI San Francisco Bay Area – 6 years.
- Member of PMI Wine Country – 7 years.
- Have raised over $120,000 for PMISV in the last six years.
- Raised over $12,000 for PMI Region 7 meeting in Silicon Valley (2013).
- Have been a sponsor for Region 2 Leadership events (4) for the last 2
years.
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Types of Sponsorships
• There are basically three types.
• Web Presence:
• This is putting the sponsor/vendor’s logo on your chapters’ website
– Either on the bottom of every page
– On the home page (scrolling if several).
• Email Presence/ email blasts:
– This is putting the sponsorship logo in your correspondence to the
membership base on a monthly basis (usually at the bottom or right-side),
or sending targeted advertisement about the sponsor to your membership
base.
• Event Sponsorship:
– This is having the sponsor/vendor at your Professional Development
Day(s).
• Also of note:
– Corporate Sponsorship. This will not be discussed at this presentation.
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Before: Getting Started
• Board interaction:
Get buy-in from board on your program.
Create menu of options and pricing
– Web Presence
– Email blasts – frequency
– Event Presence –
» Professional Development Day
» Dinner meeting
» Trends & Viewpoints
» Tools & Techniques
» Career management
» Golf classic
» End of year gala
• Create a menu of options to present to your board.
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Before: Pricing
• This naturally ranges on size of your chapter. Right?
• It depends – Events may/should be the same across the region.
ie: all day / PDD - $500/day/ table
• Web Presence & Email Presence may want to be priced based
on membership.
• How would you price it?
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Before: Getting the Sponsors
How do you find sponsors?
• Local Business Journal (“Largest Staffing Firms in the Bay Area” – 9/6/2013)
• LinkedIn
• From Board Members
• Local newspaper
• PMI Today magazine
• Local convention center
• Agile vendors
• - Software
• - Training companies (like Platinum Edge)
• PMI GOC sponsored events:
• PMI LIM – Leadership Institute Meeting (Phoenix, AZ)
• PMI Global Congress
• Your suggestions…
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Before: How to track the sponsors
• Where do you put this info?
• MS Word Document, Excel, or a CRM?
• Which One? Pros & Cons of each
• http://www.WeMeUs.com
- It’s free!
- It allows you to send emails to your sponsors.
- You can put in all your contact info for the sponsors including their
Linkedin profile.
- Works with Proteon Software & Gmail.
- Easy transition to the next person.
- Doesn’t clog your email inbox
- Did I mention? It is Free!
- Salesforce cannot be used (for free) due to our 501c status.
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Before: Letters, We get letters every day…
• Letters (emails) to the sponsors. What do you say? How do you
say it? Does it matter?
• Show the benefit first. Cut to the chase. Bluntness works.
• Examples:
– Subject: Sponsorship Opportunity: PMISV 2013 Fall
Symposium, Oct 7th & 8th, Santa Clara Convention Center
– https://docs.google.com/document/d/1972LtrrqlFkM9idWP1c
VWlg6HMTz9FlK8sWH3lUSkVs/edit?usp=sharing
– Or http://tinyurl.com/sponsorship-2014
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Before: Letter Template – Page 1
I am contacting you on behalf of the Project Management Institute (PMI) Silicon Valley chapter regarding an exciting marketing and/or
sponsorship opportunity that is coming up on October 7th & 8th of this year. Acting fast ensures placement at the event.
Here are some of the details:
Event: PMI SV 2013 Fall Symposium
Date/Time: Monday & Tuesday, October 7th & 8th 2013 from 8:00am-5:00pm both days
Location: The Santa Clara Convention Center, Santa Clara, Calif
Agenda: " Paradigms Lost: Project management in an increasingly disruptive world "
Attendees: We are expecting 200-300 Directors, and Project Managers from hundreds of organizations in Northern California
including companies like: Delta Dental, Cisco, Hewlett-Packard, Microsoft, Google, Yahoo, Genentech, Redback Networks, Nortel, IBM,
and Marvell.
Deadline for Decision: September 27th 2013
There are three great reasons why you are being contacted for this great event:
High visibility of your products & services to a premium audience:
Targeted audience will be comprised of senior executives and project management professionals from wide range of industries.
PMI Silicon Valley will be actively marketing this event to the top organizations in Northern California along with 2,600+ active members.
Forum for networking and promoting company branding.
Opportunity to position your company as a recognized solution provider for the project management community.
We have sponsorship opportunities ranging in price from $300 up to $8,000 for a Platinum sponsor.
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Before: Letter Template – Page 2
I have attached the Sponsorship Pricing for your review. You can also go here:
http://www.pmisv.org/index.php?option=com_content&view=article&id=285:2013-annual-symposium-
home&catid=67:spotlight-event
I will be contacting you next week or so to check on your interest level for participating in this spectacular event.
If you have further questions, please feel free to contact me or my associates.
Best regards,
Bruce Marinace, PMP, CSM
Director of Sponsorship
mailto:sponsorship@pmisv.org
Cell# (707) 975-3773
http://www.pmisv.org
http://www.linkedin.com/in/bmarinace
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Before: Checklist
• Let’s recap:
- Buy-in from Board
- Chapter website
- Sponsorship page w/approved pricing for Event, Email, and Web
presence
- CRM – http://www.WeMeUs.com
- Sponsors to solicit (educational, recruiting, PM Specific)
- Upcoming event
- PDD Website with separate sponsorship page
- Templates for letters/emails to sponsors asking for sponsorship
- http://tinyurl.com/sponsorship-2014
• Are we good to go? What did we forget?
• Questions? (10 Minutes).
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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During: Just before the Event
• Timeline for soliciting sponsors:
• 2-3 months prior to event send first email (Sponsorship
Opportunity: …..)
• Wait two weeks, call sponsors
• Clean bounced emails. Get new contacts from existing list.
Add.
• Email every two weeks, call in-between weeks.
• Send thank you letter with invoice (as a PDF).
• Delegate deliverables to Operations/Logistics/IT
• Meet weekly with Project lead on progress (via email or
voice).
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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During: At the Event
• Make contact with every sponsor. Shake their hand, make sure they’re happy,
solve any problems/concerns of the sponsor. Nordstrom touch.
• Get their business cards and their associates. Update WeMeUs.com/CRM
• Network. Network. Network.
• Give them what they want. Introduce them to someone that needs their service.
Someone looking for work? Intro them to the recruiting company, etc.
• Follow up. Touch base with them throughout the event and make sure they are
getting value for their money.
• YOU WANT THEM BACK AGAIN AND AGAIN.
• Questions? (10 Minutes).
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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After: The response
• This is the time when I do clean up:
• Update my CRM - http://www.WeMeUs.com with contacts
• Connect with people on LinkedIn.
• Review with the team what went right.
• What went wrong? Correct for next year or at least put in notes
for the next PM or Director of Sponsorship.
• Support your team, write recommendations on Linkedin on what
a great job they have done for you and your chapter.
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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References
• Here is the webpage(s) that you can find info:
– https://drive.google.com/folderview?id=0B-
q7B0ip4SxibHdjR3JEYXNTNzg&usp=sharing
– Or http://tinyurl.com/sponsorship-2014
– PMI Silicon Valley Annual 2 day PDD:
– http://www.pmisv.org/index.php?option=com_content&view=article&id=285:
2013-annual-symposium-home&catid=67:spotlight-event
– PMISV Sponsorship webpage for 2013 Fall Symposium (2 Day PDD)
– http://www.pmisv.org/index.php?option=com_content&view=article&id=284
– CRM - http://www.WeMeUs.com
• Other sponsorship websites:
– Southern Alberta Chapter http://www.pmisac.com They raised over
$130,000 in two months for the last two years. They outsource their events.
They have four people working on sponsorship.
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Thank you
• Please feel free to contact me at:
Bruce Marinace
Director of Sponsorship
mailto:sponsorship@pmisv.org
Cell 707-975-3773
http://www.pmisv.org
• Don’t forget to support our sponsors!
• http://tinyurl.com/sponsorship-2014
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Text Slide, Arial 28 Bold
Maximum 2 Lines
• Setup
Open webpages beforehand to:
• www.pmisv.org
• http://www.pmisv.org/index.php?option=com_content&view=article&id=90&Itemi
d=111
• http://www.pmisv.org/index.php?option=com_jevents&task=icalrepeat.detail&evi
d=1884&Itemid=362&year=2013&month=10&day=07&title=annual-symposium-
2013&uid=d56f28c507b80479d77c09d928687bc0
• www.wemeus.com
• http://tinyurl.com/sponsorship-2014
• www.pmi-sac.com
Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
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Sample Chart
Graph title, Arial 16pt regular
• Use Microsoft Graph (part of
the PowerPoint program) rather
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• Do not use 3D graphs
• Simple execution: no shadows,
no 3D effects, no gradients
• Clear, informative, structured
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Sponsorship made easy, presented by Bruce Marinace, PMP, CSM
