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WILLIAMPITCH298
 DEEP What Sponsors
DIVE
Sponsorship Week
Really Want:
October 26, 2017
Toronto, Canada And How to Provide It
William Pitcher @WmPitcher
#SponsorshipWeek
#SponsorsWant
Linkedin Group: bit.ly/pgsponsorship
Introductions
 pollev.com/
WILLIAMPITCH298
Agenda
Biz Challenges
Sponsorship Opps
Matching
Case Studies
Your Prospects
 Why
does this
matter?
 Prospects
Conversions
Deal Size
Renewals
 PART 1
Business
Challenges
& Success
Keys
1A: 5 Types of Challenges
i. By Stakeholder
Customers/Employees/Others
ii. By Declaration
Explicit-Invisible-Wildcard
 iii.
By Outcome
Stage
Awareness

Attitudes

Actions
 iv.
By
Environment
Scope
Universal

Sector

Individual
 Universal
Public Opinion
Sector
Visit a Store
Individual
Crisis Mgt
 v.
By
Priority
 Question:
McDonalds
Amex
Cdn Tire
Challenges?
Exercise 1:
Possible
Company
Challenges
 List Three:
Categories
Companies
Challenges
1B: Challenges Identification Process
 i.
Sector
Scan
 ii.
Materials
Review
iii. News & PR Research
iv. Network Canvas
 v.
Direct Prospect
Engagement
 Poll Question:
Do you ask prospects
their sponsorship goals?
Engagement Goals
Sponsor Goals
Biz Goals
Engagement Goals
Achievements
Wildcards
 How?
Formal & Informal
Private & Public
 PART 2

Sponsorship
Opportunities
2A: 6 Types of Opportunities
 i.
By Property
or
Heck, for that
amount of money,
I will name my
By Benefit
first born after
your company too!
i i . By Funding Need
Existing/Planned/New
 iii.
By Capital
Type
 Programs
Services
Facilities
Equipment
 iv.
By
Audience
Type
 Age
Gender
Region
Group
 v.

By
Themes
Second Marsh Ganaraska CA
Four
Theme
Examples

Casa Loma Seneca

 vi.
By
Marketing
Channel
 Look on the bright
Question: side. As a sponsor
of the court, you
get ten percent off
your sentence.

Hospital / Camera Biz

Zoo / Grocery Store

Arts Org / Service Club

 Exercise 2:
Possible
Sponsorship
Opportunities
 List Three:

Sponsors

Opportunity Types

Opportunities
 2B:
Opportunity
Identification

Process
Organization Canvas
Organization Canvas

Environment Scan
Organization Canvas

Environment Scan

Inventory
Organization Canvas

Environment Scan

Inventory

Clearance
Organization Canvas

Environment Scan

Inventory

Clearance

Testing
 We are looking for the
cheapest sponsorship that PART 3
will make us look generous.
Matching
Challenges &
Opportunities
 Fitness

Ice Sports 3A:

Build a Property
Recplex Aquatics
Opportunity
Library Grid
Social
 Fitness

Ice Sports Facilities

Recplex Aquatics Programs

Library Services

Social
 Seniors
Lessons
Adults
Rec Swims
Programs Kids
Diving
Families
Lifesaving
Women
 Exposure

Entertaining 3B:
Build a Benefit
Benefit Types Stakeholder
Opportunity
Sales
System
Business
 Exposure
Zeetings
Entertaining
Question:
Benefit Types Stakeholder How strong are
Sales each of your
benefit types?
Business
 3C:

Identify
Gaps
Did the lack of diversity in Robin
Hoods Band of Merry Men cause him
any problems with his wealthy
sponsors?
Programs for People Such As
Those with New
VIPs
Disabilities Canadians

Those at
Singles Volunteers
Risk
 Initiatives Such As
Green Safety
Awards
Programs Programs

Stores Clubs Tours

 Benefits Such As
Customer Private Off-Site
Discounts Events Promotion

Purchased Professional Sponsor

Ads Services Site Events
 3D:

Create
Bundles
 All Kids All
Programs Lessons

Aquatics Child
Centre Subsidies
 3E:

Map
Challenges to
Opportunities
PART 4
Case
Studies
Exercise 3
 Preliminary Info
Secondary Info
Engagement Q&A
Presentation
Discussion
 PART 5
Review
YOUR
Prospects
Exercise 4
 Identify
3 New
Opportunities
 Pick 3
Prospects
 Identify
Obvious
Business /
Sector
Challenges
Speculate
on Prospect
Challenges
 Identify
Opportunities
for the
Challenges
 Final Question:

Realistically, will you now

formally identify and
address prospect
challenges?
Conclusion
Discussion
Evaluation at: bit.ly/pgevaluation
 What Sponsors
Really Want
Sponsorship Week
October 27, 2016 William Pitcher @WmPitcher
Toronto, Canada

#SponsorshipWeek
Pitcher Group Sponsorship + Philanthropy
#SponsorsWant

bit.ly/smartsponsorship
william@pitchergroup.com
pitchergroup.com
289-999-1020