Following the sell-out events through 2011 we return with two new courses led by Graham Hollins (ex-Octagon, Australian Rugby Football Union and Unilever). Held in Central London, there will be two complementary courses: “Successful Sponsorship Selling” and “Advanced Sponsorship Selling”.

“Successful Sponsorship Selling”
2nd February 2012, London
To be truly successful in selling a sponsorship, a firm foundation is essential. No longer is it possible to simply ‘go to the market’. You need to know what you have not just what you want and you need to know what your prospective buyer wants and how to make the best offer.

This interactive workshop covers the key principles of sponsorship selling. It is designed for people who want to understand exactly how a sponsorship should be planned efficiently and sold effectively.

Course Content:
- Creating an attractive sponsorship package
- Valuing your property
-Perfecting the proposal and pitch
- Negotiating and contracting

Performance Outcomes
- How to set up for sponsorship
- How to target
- Negotiating techniques
- The unique challenges of sponsorship selling

Training Delivery
• Industry best practice
. Key principles
. Practical examples
• The latest data from the industry
• The latest thinking
• Practical solutions and creative ideas that can be immediately implemented

A comprehensive Workbook will be provided for every delegate at each workshop, including:
- Case studies
- Checklists
- Tools and templates

“Advanced Sponsorship Selling”
3rd February 2012
The most successful sponsorships have been both developed and sold using a thorough knowledge of all the best techniques. In a competitive market and with sponsorships needing to be even more accountable, those with the most strategic approach win.

This highly interactive workshop focuses on some of the key aspects of sponsorship selling and takes a deeper dive into the subjects. With a greater number and more detailed cases, it is designed for people who understand the basics but want to know more and to perfect their skills.

Course Content:
- Optimising your Property
- Effective Targeting
- Networking
- Writing that gets noticed
- Pitching to win
- Negotiation

Performance Outcomes
- A strategic approach to sponsorship
- Better customising of your property
- Networking techniques
- How to be more effective on paper and in person
- Negotiating techniques
- In-depth analysis

Training Delivery
• Industry best practice
. Key principles
. Practical examples in detail
• The latest data from the industry
• The latest strategies
• Practical solutions and creative ideas that can be immediately implemented

A comprehensive Workbook will be provided for every delegate at each workshop, including:
- Case studies
- Tools and templates

These courses can be taken together or separately, depending on the specific needs of the individual. A six month subscription to SportBusiness International magazine is included for everyone attending a course. Places for each training day are strictly limited to 25.

Call +44 (0) 207 954 3514 or e-mail infoteam@sportbusiness.com for more information or how to book your place.