The end goal is to provide these senior leaders with improved data and insights to make better 'people' related decisions that ultimately improve organizational performance. He is currently the Head of Strategic Workforce Planning at Facebook where his key mandate is to create workforce forecasts and to develop optimized talent strategies for Facebook's future growth. Ross is a global in-demand speaker who regularly presents on the topics of Human Capital strategy and Workforce Optimization. In his spare time he enjoys traveling, photography and learning new things Yuval Dvir Head of Intl.
From standard registration data and attendance numbers, through to surveys and sponsorship deals, there is a lot of useful information to crunch. Pay particular attention to exhibitors and attendees that have come to the event previously and that could be a good sponsorship lead for the future.
Learn from the past to create better sponsorship deals in the future: Identify which sponsors are already on board business planning manager nike free the next event, which can probably be tempted back and the sponsors that could be ready for a bigger, or headline, sponsorship deal.
Having first-hand experience can make a sponsorship approach and sell much easier if they liked what they saw. Brainstorm and Research Prospects to Approach: Your Secret Weapon To Converting More Sponsors Whether this is an established event or the first time it has run, the chances are that you are keen to secure more sponsors.
This means that you need to build a list of well-matched organizations to approach. What is a sponsor for an event?
There are a few clues that can help you assess the companies that are more likely to listen to your sponsorship approach and those that will be a waste of time. We recommend starting with at least potential sponsor leads. Only a small fraction of those will convert to actual sponsors, so you need to create a long list as a good starting point.
With these lists, you will have more than enough to begin the prospecting process. It is a not a particularly good use of your time to try to convince companies who have never sponsored an event of the benefits of a sponsorship generally. It is one thing having the ideas but you also need a way to contact them.
In most cases, the responsibility of sponsorship activation usually falls to the marketing team. Prospecting to the marketing department is your best bet unless the prospect has a specific sponsorship person or department.
LinkedIn is likely to be your top resource finding out who you need to speak to and fleshing out the contact details on the list ready for an approach in the future.
Build your hit list and get off to a flying start: Pick up as many as you find, even if they are not current. For example, if you pick up the program for virtually any trade show or sporting event you will discover it is full of sponsors.
Make a spreadsheet of these companies, categorizing them by the products or services they sell. Another excellent source of potential sponsors are the websites for events. Often, the sponsors for these events are listed.
There might be an opportunity for in-kind sponsorship, rather than financial sponsorship. What are the cornerstones of your event offering, what do you own, which elements give value, what metrics and data do you have, what do you hope to achieve for the next and future events?
Understanding the full picture can trigger ideas for sponsorships going forward.
Analyze in terms of past sponsorship deals, how did you perform? Put together evidence of how your event has provided good returns for sponsors, whatever their specific goals were.
Pour over event feedback and particularly any feedback from sponsors.
Good or bad, use this insight to refine your offering going forward. Start developing and crystallizing your ideas for sponsorship activations: Sponsorship can be a way to identify funds and make items on your wish list to happen.
For instance, if you want to bring in a top-notch speaker but their fee is out of reach or you want to add a new lounge area to your conference, by identifying the cost and working with a sponsor you can enhance your event and achieve things that would otherwise be impossible.
You also know better what is the lowest viable offer you can accept to get a sponsor on board. Successful events are aware of the worth of their inventory and allocate it knowing exactly the demand levels for each item. Too often, a few sponsors get too much, leaving a little for others.
This harms your event because it precludes you from having healthy relationships with more brands willing to engage with your audience. Plan ahead of time: Create a Better Sponsorship Offering.
Innovative sponsorship programs look at the needs of attendees first. They understand the core needs of those attending events and they offer the opportunity to provide solutions to sponsors.Does this sound like you? You strive to help companies unlock potential by using better business design techniques.
You have already done so by researching, applying and "teaching" practical and visual business design tools, in particular the Business Model Canvas and the Value Proposition Canvas.
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