Elements and Performance Criteria
- Identify sponsorship opportunities
- Target appropriate partners to the program as potential sponsors
- Develop a rationale for sponsoring the program or activities which achieves a balance between the sponsors' requirements and the program goals, and benefits to the sponsor and program
- Confirm feasibility of sponsorship opportunities through research and analysis
- Itemise mutual benefits and develop list of targets
- Consider community, cultural and equity requirements in the group operations in developing list of target sponsor companies
- Prepare and deliver sponsorship pitch
- Make contact with potential sponsor
- Maintain the best interests of the program, group and agency in sponsorship approach
- Prepare presentation support materials with appropriate accuracy, style and degree of information
- Ensure presentation and approach demonstrates an understanding of and respect for sponsors' business and shows how sponsorship will be mutually beneficial
- Include outcomes of any prior sponsorship arrangements in pitch and negotiations
- Follow up presentation in a manner that preserves the integrity of the negotiations
- Successfully negotiate sponsorship deal
- Agree on terms which satisfy both the sponsor and the program and the associated agency
- Express nature of sponsorship and the benefits to the sponsor in explicit terms, ensuring they are understood by both parties
- Identify commitments under the sponsorship arrangements to assist maintenance of relationship
- Prepare a sponsorship agreement, contract or memorandum of understanding in accordance with enterprise, sponsor and legal requirements
- Maintain sponsorship deal
- Meet legal, financial, cultural, ethical, equity and other requirements throughout the sponsorship period
- Meet commitments under the sponsorship arrangements promptly and deliver benefits to the sponsor as agreed
- Recognise the support of sponsor for program or project in literature, reports and on-site
- Identify timing for the start of discussions to extend or complete the sponsorship