1. ACCE DIALogue Tele-Seminar
Sponsorship Fulfillment: Providing Sound Investments
ACCE DIALogue Tele-Seminar
Tuesday, December 9, 2008
SPEAKER: Karen Humphrey, Campaign Manager, Tulsa Metro Chamber

2. Creating Sponsorships
Selling Sponsorships
Fulfilling Sponsorships

3. Creating Sponsorships
Begin with existing events and publications
Remember: Money = Work
Keep in mind no matter how many are sold, the event or publication will happen
Organize sponsorships

10. In 1995, 11 sponsorships were offered and in 2008, we had 108
Remove events or publications that do not sell – make room for new opportunities or direct sponsors to other existing sponsorships

11. Selling Sponsorships
Staff, volunteer committee, board of directors or resource campaign
Conduct training sessions on how and what is to be sold
Sell what is in writing
Corporate Sponsor Agreement
Pay prior to sponsorship
Sell to members only
Sell the ROI
Publication – timeframe; how many are distributed; audience
Event – timeframe; how many attend; audience
First right of refusal the following year

13. Sponsorship Fulfillment
80% buy for ROI and marketing
20% buy to support chamber

14.
IEG webinars – ie “Take The Guesswork Out of Sponsorship: 4 Steps to Measuring ROI”
IEG Conference

15. Quote from IEG Webinar “Fulfillment Reports That Get Results”
“When the proof of whether the sponsorship met its goals are lacking, it leaves me with the idea that this is an organization that shows up only when it has its hand out, not when you need it” – Chris Payne, Dollar Thrifty Automotive Group

16. Why Fulfillment Reports Are So Important
They are highly valued by sponsors
They provide documentation of what was delivered
They are a vehicle for sponsors to use internally
They are a great first step to renewal discussions

17. Dedicate Staff Resources
Fulfillment can be a full-time responsibility
Representatives from other departments who must provide information should understand importance

18. Choose The Appropriate Format
Paper versus electronic
Ask sponsors what the most user-friendly format would be
Paper is still the preferred method of delivery

19. 2008 Sponsorship Fulfillment Plan
A confirmation letter, copies of agreements and an invoice is mailed to the authorized contact.
Thank you letter with benefits
Thank you letter with date, benefits and needs
Staff contact 30 days prior to event/publication
Final thank you letter and sponsor survey

22. Sponsor Survey
As a sponsor, your feedback and comments are valuable to us. Please take a few minutes to complete this survey and return in the enclosed postage paid envelope. Thank you in advance for your comments.
Company Name: ______________________________________
1)      Did the Legislative Briefing Breakfast sponsorship meet your value expectations?
Yes________ No_____________

23. 2) How were you contacted prior to the event?
Phone__________ ___________ Mail__________
3) Rate the event on a scale of 1 to 5 (1 = poor and 5 = excellent):
1____ 2____ 3______ 4______ 5_____

24. 4) Will you consider sponsoring this event or others in the future?
Yes_____ No_____ Undecided______
Any suggestions or comments:

25. 86% of 2007 sponsors returned in 2008
75 new sponsoring companies in 2008

26. Contact Information:
Karen Humphrey Campaign Manager Tulsa Metro Chamber