The sponsorship seeker's toolkit /

• Grey, Anne-Marie.
• Skildum-Reid, Kim.

• Corporate sponsorship
• Fundraising -- Management.
• Marketing -- Management

• McGraw-Hill,

• 0074712217 (pbk.)

• Previous ed.: 1999.
• Includes index.
• Accompanied by CD-ROM in pocket.
• Forewords -- About the authors -- Preface -- Acknowledgments -- How to use this book -- Part 1 Planning -- Chapter 1 Internal planning -- Creating a sponsorship-friendly organisation -- Planning your sponsorship programs -- Sponsorship policy -- Frequently asked questions about sponsorship policy -- Sponsorship policy questionnaire -- Sponsorship strategy -- Chapter 2 Marketing plan -- Defining your target markets -- Target market exercise -- Target market assessment worksheet -- Researching your target markets -- What do you need to know? -- Primary and secondary sources -- Sponsor awareness questionnaire -- Demographic and psychographic survey -- Developing the marketing plan -- SWOT analysis -- Competitor analysis -- Marketing strategies -- Strategies worksheet -- Resources -- Develop an action list -- Marketing plan template -- Review the marketing plan -- Chapter 3 Implementing the marketing plan -- Media promotion -- The nine steps of promotional media -- Media planning worksheet -- Publicity -- Publicity brief template -- Database marketing -- Signage -- The Internet -- Part 2 Sales -- Chapter 4 Understand what you have to offer -- Define your core values and attributes -- Define your audience -- Take inventory -- Generic inventory -- Chapter 5 Creating a hit list -- Sponsor matching -- Research your potential sponsors -- Sponsor information checklist -- Sponsorship guidelines -- Chapter 6 Proposals -- What to include in a proposal -- How long should it be? -- The teaser -- Using the sponsorship proposal template -- Pricing -- Proposal issues -- Sponsorship proposal template -- Chapter 7 Sales process -- Sales checklist -- Using a broker -- Preliminary letter -- Proposal cover letter -- Meeting thank you letter -- Rejection thank you letter -- Chapter 8 Negotiation -- Negotiate peer to peer -- Know your bottom line -- Have something up your sleeve -- Don't be bullied -- Stay composed no matter what -- Be prepared to walk away -- Paymen.

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• Sponsorships holy grail six sigma forges the link between sponsorship & business goals
• Fundraising management analysis planning and practice
• Project management achieving competitive advantage
• Festival & special event management
• Event sponsorship
• Sports sponsorship and marketing communications a European perspective
• Event management for tourism cultural business and sporting events
• Management of event operations
• Project management planning and control techniques
• Researching and writing a dissertation a guidebook for business students
• Dissertation skills for business and management students
• Consumer behavior buying having and being
• Principles of direct and database marketing a digital orientation
• Consumer behaviour a European perspective
• Events management
• Strategic management theory an integrated approach
• Marketing management and strategy
• Consumer behavior buying having and being
• Public relations principles and practice
• Marketing communications engagements strategies and practice
• Marketing communications contexts strategies and applications
• Consumer behavior and marketing strategy
• Marketing strategy and competitive positioning
• Consumer behaviour a European perspective
• Principles of marketing
• Principles and practice of marketing
• Real world research a resource for social scientists and practitioner researchers