Circumstances

Circumstances

Sponsorship is about relationships, engaging, interacting, and experiences. I believe that we can create all of these elements within any property. We need to be creative within our organizations to build great sponsorship programs. People often complain that they are...
Expanding Opportunities

Expanding Opportunities

Later today, I will deliver the opening keynote for the WSC® – Alberta Forum. The annual Western Sponsorship Congress® has been running for 14 years, and next year, it will showcase two or three such events across the country. In 2020, there will be regional WSC...
Discovery Questions

Discovery Questions

A few months back, I posted a TMC about not asking the right questions in discovery sessions. The commentary was on the importance of discovery sessions. One reader responded, “Can you share some of the types of questions we should be asking at discovery sessions?” I...
Excuses

Excuses

Man, people can come up with a ton of excuses.  Each day, I hear people say why they could not accomplish something. Some reasons are personal and some professional. I was too busy and did not have time. My computer was not working properly and we had IT problems. I...
Building Internal Relationships

Building Internal Relationships

I have always said that sponsorship is about relationships. It is! And so is life! When I mention that to people, they agree and talk about their relationships with their clients. The focus always seems to be on the “relationships” between the property and the brand....
Why RFPs Don’t Work

Why RFPs Don’t Work

I have an issue with RFPs. It has nothing to do with the winning or losing. It is with the poor writing of RFPs and the process that drive me nuts! I know I am not the only one. I have conferred with folks inside and outside the industry on this! Typically, public...