Live Workshops - Session Overviews
Pitch Perfect: The art and science of developing a compelling sponsorship proposal
- Dates: 26th March 2024 & 19th September 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
What makes the perfect sponsorship proposal? In this workshop we review and consider the essential components of an impactful sponsorship proposal. We’ll explore and consider how to build a proposal that looks the part and delivers the content to leave a lasting impression. Attendees will get tips and techniques around what to say and how to say it, programmes and tools to support the design/creation process, and assessment of their existing proposals. Ideal for those looking to create a new proposal, or to renew existing materials.
People Power: Identifying and Unlocking your Employee Engagement Opportunities
- Dates: 24th July 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175+VAT - Book Here
In this workshop we explore and consider the role of employee engagement in a changing sponsorship landscape, questioning where and how it delivers value. Attendees will identify and unlock the power of their employee engagement opportunity, identifying new sponsorship assets. This session also considers techniques for pricing and valuing this inventory.
Cultivating New Leads & Building an Effective Pipeline
- Dates: 30th September 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
If you’re embarking on a new prospecting campaign, then this is the workshop for you! This practical, hands-on session leaves delegates armed with tips, techniques, and strategies for running an effective, impactful business development campaign. We explore the who, how and when of reaching new contacts, consider the art of being both strategic and opportunistic when prospecting, and review tools and techniques that support a successful sponsor acquisition process.
Negotiation Skills 101
- Dates: 10th October 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
Our negotiation skills workshop offers delegates the chance to consider the art of the possible! This workshop is split into three sections:
- Interpersonal Skills – what type of negotiator are you, and where can your skills best be deployed? Are you a talker or a listener? How can you improve on both skills?
- Techniques & Tactics – what are common negotiating tactics? How can sponsorship professionals drive the conversation from price to value?
- Renewals – How to approach the renewal process, and drive more value from your property and association
This is an excellent workshop for both buyers and sellers of sponsorship, account managers and business developers. We explore the role of the Negotiation Plan and leave attendees full of ideas and tips that empower their next sponsorship negotiation!
Risky Business: Due Diligence, Reputation Management & Greenwashing
- Dates: 11th July 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
This workshop explores how sponsorship buyers and sellers can manage the inherent risks of partnership working. We discuss and consider how to build a resilient due diligence process, fit for purpose and scrutiny that balances opportunity with pragmatism. This is an ideal workshop for those looking to establish, refine or review due diligence and sponsorship selection process as well as strategies for managing internal as well as external stakeholders.
Priced to Perfection
- Dates: 16th May 2024 & 22nd October 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
If you want to establish a best-practice technique for valuing and pricing your sponsorship inventory then this workshop is the one for you! We review different pricing techniques, consider when and how to apply them, and do a deep dive into the audit technique. This is a robust mechanism for pricing and valuing sponsorship inventory that empowers negotiations and enables sellers to effectively manage their assets and inventory. Participants leave with an actionable strategy in relation to pricing inventory that inspires confidence and authority.
Building a Partnership Culture
- Dates: 29th May 2024 & 14th November 2024
- Timings: 2.00pm - 4.00pm
- Tickets: £115 +VAT - Book Here
This workshop recognises the challenges that many buyers and sellers of sponsorship face in getting internal buy in and support for their sponsorship opportunities and ideas. This hands-on workshop offers ideas and techniques for building a positive partnership culture, managing expectations whilst demonstrating opportunity, and creating a collaborative delivery framework.
Sustainable Sponsorship
- Dates: 20th June 2024 & 28th November 2024
- Timings: 2.00pm - 4.00pm
- Tickets: £115 +VAT - Book Here
In this workshop, delegates will explore where and how sustainable sponsorship (social, economic, environments) projects deliver a win: win to sponsor, seller, and audience. What attributes bind good sustainable programmes and deliver authentic and impactful outcomes? How and when do we measure these initiatives and demonstrate a partnership with purpose?
Risky Business: Due Diligence, Reputation Management & Greenwashing
- Dates: 14th May 2024 & 11th July 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
This workshop explores how sponsorship buyers and sellers can manage the inherent risks of partnership working. We discuss and consider how to build a resilient due diligence process, fit for purpose and scrutiny that balances opportunity with pragmatism. This is an ideal workshop for those looking to establish, refine or review due diligence and sponsorship selection process as well as strategies for managing internal as well as external stakeholders.
People Power: Identifying and Unlocking your Employee Engagement Opportunities
- Dates: 9th April 2024 & 24th July 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175+VAT - Book Here
In this workshop we explore and consider the role of employee engagement in a changing sponsorship landscape, questioning where and how it delivers value. Attendees will identify and unlock the power of their employee engagement opportunity, identifying new sponsorship assets. This session also considers techniques for pricing and valuing this inventory.
Pitch Perfect: The art and science of developing a compelling sponsorship proposal
- Dates: 26th March 2024 & 19th September 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
What makes the perfect sponsorship proposal? In this workshop we review and consider the essential components of an impactful sponsorship proposal. We’ll explore and consider how to build a proposal that looks the part and delivers the content to leave a lasting impression. Attendees will get tips and techniques around what to say and how to say it, programmes and tools to support the design/creation process, and assessment of their existing proposals. Ideal for those looking to create a new proposal, or to renew existing materials.
Cultivating New Leads & Building an Effective Pipeline
- Dates: 17th April 2024 & 30th September 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
If you’re embarking on a new prospecting campaign, then this is the workshop for you! This practical, hands-on session leaves delegates armed with tips, techniques, and strategies for running an effective, impactful business development campaign. We explore the who, how and when of reaching new contacts, consider the art of being both strategic and opportunistic when prospecting, and review tools and techniques that support a successful sponsor acquisition process.
Negotiation Skills 101
- Dates: 29th April 2024 & 10th October 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
Our negotiation skills workshop offers delegates the chance to consider the art of the possible! This workshop is split into three sections:
- Interpersonal Skills – what type of negotiator are you, and where can your skills best be deployed? Are you a talker or a listener? How can you improve on both skills?
- Techniques & Tactics – what are common negotiating tactics? How can sponsorship professionals drive the conversation from price to value?
- Renewals – How to approach the renewal process, and drive more value from your property and association
This is an excellent workshop for both buyers and sellers of sponsorship, account managers and business developers. We explore the role of the Negotiation Plan and leave attendees full of ideas and tips that empower their next sponsorship negotiation!
Priced to Perfection
- Dates: 16th May 2024 & 22nd October 2024
- Timings: 1.30pm - 4.30pm
- Tickets: £175 +VAT - Book Here
If you want to establish a best-practice technique for valuing and pricing your sponsorship inventory then this workshop is the one for you! We review different pricing techniques, consider when and how to apply them, and do a deep dive into the audit technique. This is a robust mechanism for pricing and valuing sponsorship inventory that empowers negotiations and enables sellers to effectively manage their assets and inventory. Participants leave with an actionable strategy in relation to pricing inventory that inspires confidence and authority.
Building a Partnership Culture
- Dates: 29th May 2024 & 14th November 2024
- Timings: 2.00pm - 4.00pm
- Tickets: £115 +VAT - Book Here
This workshop recognises the challenges that many buyers and sellers of sponsorship face in getting internal buy in and support for their sponsorship opportunities and ideas. This hands-on workshop offers ideas and techniques for building a positive partnership culture, managing expectations whilst demonstrating opportunity, and creating a collaborative delivery framework.
Sustainable Sponsorship
- Dates: 20th June 2024 & 28th November 2024
- Timings: 2.00pm - 4.00pm
- Tickets: £115 +VAT - Book Here
In this workshop, delegates will explore where and how sustainable sponsorship (social, economic, environments) projects deliver a win: win to sponsor, seller, and audience. What attributes bind good sustainable programmes and deliver authentic and impactful outcomes? How and when do we measure these initiatives and demonstrate a partnership with purpose?
I just wanted to send you a quick email to say thank you for a great day last week! It was by far the most insightful and focused sponsorship training I have been on and I feel like I am bringing lots of ideas back to the Book Festival.
Kat Kennedy, Corporate Development Manager, Edinburgh International Book Festival
Thank you for your time yesterday, I found the course very useful and I have so many things that I need to think about and try to implement!
Fiona Hansford, Diverse Abilities (October 2017)
Very good course - thorough and some great frameworks and methodologies to take away. Thank you!
Charlotte Pierce, Royal Albert Hall,
Catherine was great. Provided a detailed and highly engaging workshop which is useful for all types of sectors/businesses seeking sponsorship. 10/10!'
Charlotte Simpson, D&AD,
Really happy with the course today - impressed by the content covered and highly motivated!
Donna Phillip, Carnaval del Puebo (November 2014)
The whole course was extremely interesting but specifically the considerations on data and pricing. It will help support internal discussions as well as renewals and new business.
Lucy Kemp, Client Partnerships Manager, British Paralympic Association
This was a really great day. It confirmed things I believed I already new but also opened my eyes to working differently.
Ben Sharman, Head of Sponsorship, NEC Group
A thoroughly engaging day. It's been incredibly useful
David Tatham, Associate Director, Corporate & Foundation Partnerships, Kew Gardens
