Module 5:

Selling Sponsorship Workshop

After a number of thought-provoking and stimulating mini-lecture sessions, attendees will be invited to use this knowledge, their experience and the insight and expertise of their colleagues to work in small groups to produce and present a sponsorship sales proposal for a realistic, but ultimately fictitious, sports property

 room: 2002

 start: 14:30 – 16.00

break: 16.00 – 16.30

continue: 16.30 – 18.00

 Workshop Leader: Pippa Collett,Director, Spectrum Sponsorship

Lecture Topics (90 min.)

 Understanding the Market : Pippa Collett,Director, Spectrum Sponsorship

Identifying Targets:Brian Sims, Partner, Sports Marketing Skills

Developing the Proposal:William Fenton, Managing Director, The Sponsorship Proposal Company

The Importance of Measurement :Ben Cronin , UK General Manager and Research Director, SComm

Establishing A Market Price: All presenters

Guided Group Project (90 min.): In small groups, attendees will produce a sales proposal for a specific sports property