Sponsorship Training Deep Dive

Morning session: Prospecting for Success – A Deep Dive into Prospecting, Getting Meetings and Discovery (8:30 a.m. - 11:30 a.m.)

This custom designed half day workshop for the AFP and Area Chapter members will focus on three key elements to any sponsorship program. Without prospects and understanding those prospect’s needs you cannot build an effective proposal, negotiate wisely or deliver ROI for your partner and fill your coffers with cash! So, this session (whether you are a seasoned professional or a newbie) will work to give you the tools, the engaged discussion around these topics and case studies to have the foundational success for your sponsorship program.

We will delve into understanding the differences between sponsorship prospects and suspects (more than just – they have lots of money… they are a financial institution), who you should be calling on, how to make those qualified lists and why this approach will bring you success. Then we will focus on how to get those meetings. And finally, we will deep-dive into what exactly do you do in that discovery sessions (and no the answer is NOT pitch a proposal)? What questions do you ask and how do you get the answers you need?

Luncheon Keynote: Negotiating For Success (11:45 a.m. - 1:15 p.m.)

How well do you negotiate? Did you have to negotiate on that major gift you secured or sponsorship agreement? What about negotiating with your boss to look at a process differently? How about negotiating for a raise or new job? And of course, at home… negotiating with your partner whether you are going to the opera or hockey game next week? And of course… negotiating with your kids!!

Everyday… all day long we are negotiating. Sometimes it is with ourselves such as on what to wear to that big pitch or night out! But it happens all day every day. We are in negotiations all the time.

This luncheon keynote will provide you with tools and tips to being a better negotiator. You will understand that the best negotiation outcomes are win-win and how you can make it happen so there are no “winners and losers”. How do you know when the person you are negotiating with is telling you the truth! What about walking away from a negotiation… does that mean you lost? And perhaps you always wondered what a BATNA is in a negotiation? You need one to be successful in any negotiation… personal or professional!

Come learn how to be a better negotiator in your personal and fundraising life and secure more “wins”!

Afternoon Session: Building a Winning Sponsorship Proposal! (1:30 p.m. - 4:30 p.m.)

Do you close every proposal you pitch? If not, you need to attend tis deep-dive into building successful sponsorship proposals. The outcome for this session is that you will secure a “yes” on every proposal you pitch. How is that for a guarantee?

The deep dive will look to understand what exactly a “proposal” is and what you need to know before you start to “create your deck”. Then we will look into what are the key six or seven components to a successful proposal are; the order they appear in your deck, what your deck should look like and why all of this is critical for success. We will role play (don’t be scared… it will be fun) as well as review great and awful proposal examples and look at several case studies with lots of time for engagement and interaction.

And remember, when you have taken this 3-hour session… you should be able to close 100% of your future proposal you write. And from there you can go and ask for a raise simply on the basis that every proposal you wrote you closed! That deserves a raise!! (See negotiating luncheon address for more details!)

About the Presenter: Brent Barootes is President and CEO of the Partnership Group – Sponsorship Specialists®, a national sponsorship marketing consulting firm assisting non-profits and charities from diverse sectors fundraising community as well as, member associations, post secondary institutions, municipalities, facilities, sport organizations, and parks /recreation organizations to generate new monies for their facilities, programs and events.

Registration Details: Early bird pricing in effect until April 2, 2024.

Host or Publisher AFP Edmonton & Area Chapter