Event Sponsorship

This was presented to Goldsmiths society leaders as part of training on Nov 1 2017

Transcript

1. Sponsorship Kevin Lewis - Hacksmiths
2. Hi, I'm Kevin » President of Hacksmiths - Goldsmiths Tech Society » Year 2 Creative Computing Student » Previosuly Activities Assistant
4. » Hacksmiths mission
5. » Hacksmiths mission » 4 event series
6. » Hacksmiths mission » 4 event series » Over 50 events a year
7. » Hacksmiths mission » 4 event series » Over 50 events a year » Over £13,000 of sponsorship in 16/17
8. » Hacksmiths mission » 4 event series » Over 50 events a year » Over £13,000 of sponsorship in 16/17 » Projected £20,000 in 17/18
9. What is sponsorship? Kevin Lewis - Hacksmiths
10. Sponsorship Getting money, goods or services from an organisation or induvidual... ...in return for a service Kevin Lewis - Hacksmiths
11. “Why would people sponsor our society?” Kevin Lewis - Hacksmiths
12. Selling points » Access to students » Brand association » Allows them to talk about your projects in marketing materials » Usage of their product » Recruitment (your milage may vary) » Society vs project sponsorship Kevin Lewis - Hacksmiths
13. 0 - Finding companies » LinkedIn » Look at sponsors of similar groups in other unis » Careers Service » Announce you're looking » Local businesses are better - they are more easily resourced and have higher impact Kevin Lewis - Hacksmiths
14. 1 - First touch » AIM: Get into a call or meeting » Try and get to a decision maker as soon as possible » Include the basics: when/where/why » Be as concise as possible » Ask for a call/meeting and SUGGEST TIMES » Follow up in a week if you're not heard back Kevin Lewis - Hacksmiths
15. 2 - The initial meeting » AIM: Inform them of your project, understand what success looks like to them » Make sure they understand your values and aims » Equally, understand their success metrics » Let them lead, reflect back what you hear » Ask if they've sponsored anything like this before » Ask them about it - $ and value they got Kevin Lewis - Hacksmiths
16. Every step should agree the following step, with action points and timelines Kevin Lewis - Hacksmiths
17. 3 - Proposal » AIM: A conversation around the offer, negotiation and eventual agreement » Do this as soon as possible, while the iron is hot » Can be standard or customised » Explain why your offerings are a good fit for their aims » Give a deadline Kevin Lewis - Hacksmiths
18. This is where the standard Hacksmiths tiers document was in the presentation. If you'd like a copy of this, please email klewi014@gold.ac.uk Kevin Lewis - Hacksmiths
19. 4 - Negotiations AIM: Agree on a sponsorship value and obligation Be willing to negotiate. For everything you give, get something in return. Do not let potential sponsors take the piss. The SU is here to help you make judgement calls. Do not compromise your values for money or goods. Kevin Lewis - Hacksmiths
20. 5 - Track » AIM: Chase until you get a solid yes/no » 1-2 weeks later follow up offering to answer questions » Track emails: who/when/what/opens » If it's agreed invoice as soon as possible Kevin Lewis - Hacksmiths
21. 6 - Maintaining Relationships » AIM: Don't let relationships go cold » Have one point of contact » Make sure you fulfil your obligations to sponsors » Keep sponsors updated on the wins (and the struggles) » Underpromise & overdeliver Kevin Lewis - Hacksmiths
22. Remember » Do not guarantee anything » Attendance numbers » Do not sign contracts » Involve Joy as early as possible » Defer to the SU if uncertain Kevin Lewis - Hacksmiths
24. When to involve the SU » You talk to potential sponsors » Once you feel the conversations are in a good space, fill out the external sponsorship request form with details » The SU will review the potential sponsorship » The SU will create a sponsorship agreement » Three parties will sign the contract; the sponsor, the beneficiary and the SU. Kevin Lewis - Hacksmiths
25. In the background » The SU will submit an invoice request from finance, in line with payment dates detailed in the agreement. » SU will monitor payment and ensure funds are entered into society account. Kevin Lewis - Hacksmiths
26. Summary » First touch (aim: call) » Face to face / call (aim: understand each other) » Proposal (aim: start a business conversation) » Negotations (aim: agree on terms) » Track (aim: solid yes/no) » Maintain (aim: keep contacts warm) Kevin Lewis - Hacksmiths
27. Thank you! » goldsmiths.tech » medium.com/hacksmiths » hacksmiths@gold.ac.uk » ! Kevin Lewis - Hacksmiths