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Published byAubrie Griffith Modified over 6 years ago
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Show Me the Money: Partnerships and Sponsorships
Camille Downing, Gary Spondike, Guy Westermeyer
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I like to spend money. Show me the money. Money?
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Session Agenda Identifying Potential Sponsors
Identifying Sponsorship Levels Show Me the Money After the Event The Sponsorship Challenge
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Identifying Potential Sponsors
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Identifying Potential Sponsors
How do you create a target list? Board members Organizations/companies Personal connections
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Identifying Potential Sponsors
How do you prioritize the target list? Hot, medium, luke warm Identify connections People give to people Decision makers
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Identifying Potential Sponsors
Developing a tracking document Contact Information Responsibility Target Ask Status Contract Payment
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Identifying Sponsorship Levels
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Identifying Sponsorship Levels
What can you offer a sponsor? Marketing presence Chance to get in front of group of potential customers
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Identifying Sponsorship Levels
What can a sponsor offer to you? Money, money, money Materials, information Guest speaker or keynoter Giveaways In-kind services
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Identifying Sponsorship Levels
In-kind vs. Cold Hard Cash What things make for good in-kind sponsor? What things make for bad in-kind sponsor? Always good to get cash first Ratios: what is actual value of in-kind sponsor
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Identifying Sponsorship Levels
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Identifying Sponsorship Levels
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Identifying Sponsorship Levels
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Show Me the Money So we’ve created levels – how do we assign values? How do we get to that hard cold cash? First we need to answer some questions.
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Show Me the Money What is your financial objective?
Off-set costs for members Raise money for scholarship Send someone from board to LI Fund other board activities Build reserves
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Show Me the Money How much do you need to secure?
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Show Me the Money Understanding Your Real Cost Hidden Fees
Service Charges (is this taxed?) Taxes Hidden Fees Tables Trash cans Electrical Plates Glasses Table clothes Give caveat that this may come from their finance person or their board president, but if not someone must think about this.
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Show Me the Money Event Example – funding member attendance
Full Cost of Event/Attendee Expecting 100 Attendees $50.00 $5,000 Member Rate $35.00 80 attendees $2,800 Non-Member Rate $50.00 20 attendees $1,000 $3,800 To break even you need $1,200 in sponsorship
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Show Me the Money How do you assign values?
Look at what you need to raise Look at competing organizations in your area Be realistic based on what you are offering
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Show Me the Money Contract Don’t overpromise Get it in writing
Collect then deliver
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After the Event
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After the Event Thank you, thank you, thank you
Data: attendees, hits, impressions, reach, s, open rates, etc. Providing access to attendee contact info Thank again
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The Sponsorship Challenge
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The Sponsorship Challenge
Choosing the Best Sponsor Sponsor Packages In-Kind Considerations Sponsor Expectations Demanding Sponsor
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Questions and Resources Online
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