Winning

Winning

Vince Lombardi once said, “Winning isn’t everything, but wanting to win is!” This is so true. We will never win every negotiation. Neither will we win all the business we truly want. But we have to try hard—100% for every opportunity. For everyone in and outside our...
Philanthropy and Sponsorship are Different

Philanthropy and Sponsorship are Different

Let’s get right to the point. Sponsorship and philanthropy are not the same. They are different—very different. Typically, philanthropy is done by individuals, not companies, but some companies still give for the sake of giving expecting nothing in return. Actually,...
Understanding Your Audience

Understanding Your Audience

As a sponsorship-selling property, or even a brand/sponsor buying from such a property, do you really know who your audience is? Do you know what audience you can deliver to a sponsor? If you don’t, you are in real trouble! When I ask that question of our property...
Building Proposals that Close Deals

Building Proposals that Close Deals

I am very excited today to be in Fredericton, NB to deliver a full day workshop on proposal development for Sport NB and Recreation NB. These two membership-based associations truly understand providing value for their members. They both know that their members are...
Sponsorship Training

Sponsorship Training

We should be learning every day. Each morning, I undertake professional development by reading articles on sponsorship. I read content from LinkedIn, or magazines and periodicals while on airplanes or in hotel rooms. This keeps me current, increases my knowledge, and...