Securing New, High-Value Partners is Not About Selling Your Organisation …
Securing new, high-value partnerships is NOT about selling your organisation.
When you send your proposal, the purpose of your proposal is not to tell the potential sponsor everything about your organisation. The proposal is a teaser whose role is to excite the reader into wanting to learn more.
When you follow up your proposal on the phone, the purpose of the call is not to tell the potential sponsor everything about your organisation. The purpose of that call is to secure a face to face meeting to discuss things further.
And when you do get that meeting, the purpose of the meeting is not to tell the potential sponsor everything about your organisation. The purpose of the meeting is to ask questions to learn more about what the sponsor is trying to achieve, what marketing channels work most comfortably for them, and what their idea of a “successful” partnership looks like. It is your opportunity to build a genuine relationship with the individuals in the other organisation and seriously evaluate whether they are the right partner for your organisation.
With the information you have gathered, you can tailor your sponsorship package to effectively achieve the outcomes your potential sponsor is seeking in a manner both organisations are comfortable with. Now is your opportunity to make a compelling, high value, offer with measurable, tangible outcomes for all parties.