This unit applies to those likely to undertake a career as an athlete at a regional, state, territory or national level which may enable match payments, prize money, grants or endorsements to form the primary source of their income.

Nil

ELEMENT

PERFORMANCE CRITERIA

1. Collect information to prepare a sponsorship proposal.

1.1. Identify the mutual benefits of sponsorship for the athlete and sponsor in the relevant sport or activity.

1.2. Research successful sporting affiliations in the relevant sport or activity.

1.3. Identify contractual obligations associated with sporting affiliations.

1.4. Identify sources of support for preparing sponsorship proposals.

1.5. Identify and access sources of information on the demographics of the relevant sport or activity.

2. Research the background of potential sponsors.

2.1. Identify potential companies who could be approached with a sponsorship proposal for the relevant sport or activity according to organisational policies and procedures.

2.2. Access and analyse the mission statement and values of each identified company.

2.3. Identify sources of information on the core business of each identified company and establish that it complements the sporting initiative or activity.

2.4. Identify and analyse the company's sponsorship criteria.

2.5. Identify a list of key personnel in each identified company.

3. Develop a sponsorship proposal.

3.1. Access and document background information required for the proposal

3.2. Identify and document the rights and responsibilities of each party.

3.3. Identify and document relevant contact details for the sponsorship proposal.

3.4. Complete the proposal according to potential sponsor's requirements and organisational policies and procedures.

4. Develop an implementation plan for the proposal.

4.1. Develop and document a timeframe and methodology to implement the sponsorship proposal.

4.2. Identify and document methods of reporting back to the sponsor on the progress of the contracted activities.

4.3. Identify and document performance indicators against which the sponsorship will be evaluated at the completion of the contract.

4.4. Identify and document contingency plans for the contract period.

4.5. Seek feedback on the proposal from key personnel and incorporate as appropriate.

4.6. Confirm lodgement details and submit proposal.

5. Present the proposal to potential sponsors.

5.1. Organise and confirm a suitable meeting time with the potential sponsor.

5.2. Access and organise resources for the presentation.

5.3. Select communication strategies appropriate for the presentation.

5.4. Present the proposal to potential sponsors using selected communication strategies.

5.5. Contact the sponsor after the presentation to follow up on any feedback or concerns arising from the presentation.

Required skills

communication skills to:

develop rapport with potential sponsors

liaise with personnel to seek feedback on the proposal

present the proposal and implementation plan to potential sponsors

respond to queries and feedback

language and literacy skills to:

access and interpret information in relation to preparing sponsorship proposals

research potential sponsors

develop and document a sponsorship proposal and implementation plan

planning and organising skills to:

develop the proposal within specific timelines

organise a time and resources to present the proposal to potential sponsors

problem-solving skills to develop contingency plans for the contracted period

initiative and enterprise to identify and pursue sponsorship opportunities for the relevant sport or activity.

Required knowledge

organisational policies and procedures to enable the development of compliant sponsorship proposals

protocols and proformas for completing sponsorship proposals to enable proposals to be completed professionally

benefits of sponsorship for specific sport or activity to enable aims and goals of sport or activity to align with sponsorship proposal

organisational and potential sponsor's sponsorship criteria to enable proposals that address relevant areas

rights and responsibilities of each party to enable sponsorship contracts to be conducted fairly and transparently.

The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential:

conducts research to identify potential sponsors that meet organisational sponsorship requirements and compliment sporting or activity objectives

consults with appropriate personnel to develop, document and present a sponsorship proposal that incorporates all necessary information about the proposed activity and the organisation's action plan to implement the sponsorship contract within specific timeframes

seeks feedback on presentation from potential sponsors and follows up requests for further clarification or development of the proposal

develops and documents contingency management plans to deal with issues that may arise during the life of the sponsorship contract.

Context of and specific resources for assessment

Assessment must ensure demonstration of research and preparation of sponsorship proposals that are of sufficient breadth and complexity to demonstrate competency and consistency of performance.

Assessment must also ensure access to:

sport or activity-specific demographic information

company profile information and sample sponsorship proposals

resources to support the presentation of the sponsorship proposal

organisational procedures and protocols for seeking and selecting potential sponsors

sources of information on legal obligations.

Method of assessment

A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:

observation of consultation with appropriate personnel to prepare a sponsorship proposal and presentation of proposal

oral or written questioning to assess knowledge of organisational policies and procedures in regard to seeking and selecting potential sponsors

portfolio of research and analysis of information regarding potential sponsors, sponsorship proposal developed and presentation to potential sponsors.

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended.

Guidance information for assessment

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Mutual benefits of sponsorship may include:

financial stability

resources and facilities

profile

contacts

media exposure

public awareness.

Contractual obligations may include:

media commitments

appearances

charity work.

Sources of support may include:

sporting body

marketing professional

state institute or academy of sport

club official

solicitor

coach

personal manager.

Organisational policies and procedures may include:

sponsorship guidelines

conflicts with existing sponsors

compatibility of sponsor with sporting activities and objectives.

Sponsorship criteria may include:

potential to target market audiences

increases in customer base and sales

duration of sponsorship.

Key personnel may include:

coach

club officials

general manager or chief executive officer

financial manager

marketing manager

public relations manager.

Background information may include:

history of the sport

demographics of the sport

prospective audience for the sport

membership of the sport

current programs in the sport

future goals for the sport

annual reports.

Rights and responsibilities of each party may include:

naming rights

merchandising or branding

promotional opportunities

termination of sponsorship

legal responsibilities

shareholder interest

conflict of interest

contractual obligations

financial reporting

existing sponsors.

Sponsor's requirements may include:

format of proposal

presentation of proposal

dates for submission of proposals.

Timeframe and methodology may include:

operational timeline for each step of activity

roles and responsibilities of each member of operational staff

expected outcomes of each stage.

Methods of reporting may include:

periodical written reports

verbal update

site visits.

Performance indicators may include:

financial

attendance

publicity gained

testimonials.

Lodgement details may include:

lodgement dates

methods of lodgement

number of copies.

Resources may include:

audiovisual equipment

CDs

posters

supporting materials.

Unit sector

Sport

This unit contains employability skills.