1. Show Me the Money: Partnerships and Sponsorships
Camille Downing, Gary Spondike, Guy Westermeyer

3. I like to spend money.
Show me
the money.
Money?

4. Session Agenda Identifying Potential Sponsors
Identifying Sponsorship Levels
Show Me the Money
After the Event
The Sponsorship Challenge

5. Identifying Potential Sponsors

7. Identifying Potential Sponsors
How do you create a target list?
Board members
Organizations/companies
Personal connections

8. Identifying Potential Sponsors
How do you prioritize the target list?
Hot, medium, luke warm
Identify connections
People give to people
Decision makers

9. Identifying Potential Sponsors
Developing a tracking document
Contact Information
Responsibility
Target Ask
Status
Contract
Payment

10. Identifying Sponsorship Levels

11. Identifying Sponsorship Levels
What can you offer a sponsor?
Marketing presence
Chance to get in front of group of potential customers

12. Identifying Sponsorship Levels
What can a sponsor offer to you?
Money, money, money
Materials, information
Guest speaker or keynoter
Giveaways
In-kind services

13. 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

14. Identifying Sponsorship Levels

15. Identifying Sponsorship Levels

16. Identifying Sponsorship Levels

17. 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.

18. 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

19. Show Me the Money
How much do you need to secure?

20. 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.

21. 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

22. 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

23. Show Me the Money Contract Don’t overpromise Get it in writing
Collect then deliver

24. After the Event

25. 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

26. The Sponsorship Challenge

27. The Sponsorship Challenge
Choosing the Best Sponsor
Sponsor Packages
In-Kind Considerations
Sponsor Expectations
Demanding Sponsor

28. Questions and Resources Online