Learn about the challenges of organizing sponsorship opportunities, and identify strategies that will aid in your success. Find answers to questions like “What items do I offer for sponsorship? How do I come up with my sponsorship pricing levels? How do I turn sponsorship opportunities into a revenue source?” From planning to delivery we layout the necessary steps, and offer tips & tricks that will help you navigate the entire process.
2. HOW TO MAKE SPONSORSHIPS POPULAR &
PROFITABLE
✚ What do I offer for sponsorships?
✚ How do I price my sponsorships?
✚ How do I make my sponsorships profitable?
✚ What challenges do I need to consider?
✚ How do I make sure everything goes smoothly & sponsors
are happy?
3. WHAT TO OFFER
✚ Think WWWWWH – know your audience; know your event
✚ Purpose of event?
✚ Who is attending?
✚ Where and when is it?
✚ How far are people travelling to attend?
✚ How long is your event?
✚ What tools are necessary for a smooth event?
✚Lanyards for IDs/Badges/tickets
✚Bags (literature/giveaways, etc.)
✚Directory or Agenda
✚Signage, Wraps, Floor/Wall Decals – anything can be a billboard
4. PRICING TIPS
✚ Have various pricing levels
✚ Sponsorships based on estimated qty, item price (delivered),
visibility, exclusivity
✚ Price sponsorship tiers based on domestic production of items,
but allow time for overseas production where possible
✚ Drive-out pricing!
✚ Identify & clearly communicate benefits of sponsorship
✚ attendee contact lists, ad visibility, special access,
exclusivity, etc.
✚ Offer OPTIONS that all meet budget
✚ Create price-based/theme-based presentations and circulate to
potential sponsors
5. BE PROFITABLE
✚ Price based on the WORST CASE SCENARIO, and plan ahead to
capture savings along the way
✚ Use DRIVE OUT PRICING for quotations/planning
✚ Clearly communicate budget to your vendors
✚ Identify your BIG SPONSORSHIPS & be profitable on them
✚ Channel buying power with FEWER VENDORS that can do
MORE for you to negotiate a better overall price
✚ Collect FULL PAYMENT from your sponsors before deliverables
are produced
✚ Be clear: If sponsors provide their own merchandise, charge a
fee for distributing it at the event (like a corkage fee)
6. LITTLE DETAILS, BIG IMPACT
✚ Know WHERE your goods will be staged in the weeks leading
up to the event
✚ Know HOW the goods will get to the destination & if
setup/assembled/kitted if necessary
✚ Pad your budget to allow for some professional art support
✚ Be aware of your timeline – when is CNY? Holiday closures?
✚ You may need to do some SELLING to get sponsors excited –
consider virtual mockups to get attention
7. KEYS TO SUCCESS
✚ Plan ahead & start early
✚ Set clear rules & expectations for your sponsors
✚ Provide formal proofs & pre-pros (if possible) for sponsor
review/approval
✚ Give your sponsors OPTIONS (within budget)
✚ Use a SPREADSHEET (items/status/costs) to stay organized
✚ Partner with TRUSTED PROVIDERS
✚ What do sponsors want? Offer it!
✚ Thank sponsors after event (letter, gift)
✚ Survey sponsors
