sponsorship bootcamps
When it comes to the arts, why is it often easier to get sponsorship dollars rather than a philanthropic grant? Because sponsorships are a marketing tool that can help the sponsor meet a business need. In today’s competitive and merged marketplace, both arts groups and corporations are getting smarter about how they secure and distribute limited marketing dollars. It’s no longer enough to use sponsorship for branding and visibility needs. Today, to get a corporation to listen, arts sponsorships must build the sponsor's business.
This full day event will immerse you in all aspects of the sponsorship process and will get you thinking like a corporate sponsor to help you prepare winning proposals, understand and speak the business language, maximize your sponsorship revenue and packagerevenue, package a deal, and price it right. After a morning of beginning/intermediate and advanced sponsorship boot camps and a keynote address by Brenda Andolina, afternoon case study sessions will show how sponsors and arts organizations are working together to meet each others’ goals. Back by popular demand is the 1:2:1 Sponsorship Clinic, where you will be able to meet with a sponsorship expert to get input on your proposal. The day ends with optional dutch treat dinners to continue the conversation over a glass or two of your favorite beverage.
How to Become a Valued Partner: Mastering the Secrets of the Cultural Consumer to Sell More Sponsorships
So, you want to strike serious sponsorships deals. You’re already working with sponsors, but you want to move up the ranks to national and international brands. This seminar delivers all the insights and research on cultural consumers that sponsors demand, but arts managers rarely deliver. Now, for the first time, the veil is pierced to reveal the kind of information that moves you from the rejection pile to trusted partner status.
Patricia Martin, author of the new book RenGen: The Rise of the Cultural Consumer and What it Means for Your Business, will present this seminar. The RenGen is a cultural movement created by the confluence of art, education, entertainment, and business that has as its center a powerful new player: the cultural consumer. RenGen defines a growing stratum of Americans who thrive on information and ideas to fuel their creativity and shows how it will drive the next wave of innovation.
As the RenGen gathers force, it will have huge impact on how we live and work. This presentation explains this phenomenon as sponsors need to understand:
- where people will invest
- what new businesses and products might succeed
- what messages to communicate
- which channels to optimize for successful messaging
Specifically, you will learn how to:
- Present like an expert and be treated like a peer
- Maximize RenGen insights to enlighten sponsors
- 3 keys to getting a sponsor’s attention
- Use RenGen research in your pitches
- Build a sponsorship program without selling out
- Sell like a master
- Get asked back next year—building trust
Martin is a popular trainer who delivers sophisticated material with wit and energy that bring it all to life.
For more info on the RenGen phenomenon, visit the website.
Presenters:
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Sponsorship Today: What Works? What Doesn’t?
In today’s tough marketplace, both arts groups and sponsors are smarter and savvier in how they secure and give away limited marketing dollars. Visibility no longer drives sponsorship. Every corporation wants to use a sponsorship to build business that deliver results.
Through this non-stop, fact-filled bootcamp, you will get a bird’s eye perspective of how business is thinking today along with the basic elements of what works and what doesn’t in the world of corporate sponsorship. You will learn the difference between sponsorship and philanthropy and how to create logical marketing links with a potential sponsor. The session covers specific tips and strategies in order to successfully secure a corporate sponsor. Topics include what motivates a business to sponsor, what are the common criteria used, how to write for a corporate audience so that your proposal gets read and in the door, what benefits are most important, how to define and sell both your tangible and intangible assets, pricing for cash and in-kind, and how to create personal relationships that lead to the decision maker. Specific case studies will round out this intensive learning experience. You will leave this class with a greater understanding of the corporate mindset, the strategies to make your approach more effective – and with the know-how to turn a corporation into a sponsor. Takeaways include reference lists, how to perform your own due diligence with an internal ‘assets audit’ to determine what you have to sell, template Fact Sheets, and more.
This session is recommended for those who have a basic to intermediate knowledge of sponsorship, development and marketing, or more seasoned collegaues but want to learn new skills. Recommended for Executive Directors, Marketing, Public Relations, and/or Development staff as well as members of the Board of Directors. (Note: This session repeats some of what was presented at the 2006 NAMP Conference and is particularly intended for first-time delegates. However, case studies have been updated with additional new information.)
Presenters:
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For more information about this program or any Americans
for the Arts programs and services, please contact us by e-mail
or call us at 202.371.2830
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