Rocket Science

Rocket Science

What we do in the sponsorship industry is not rocket science or open-heart surgery. Whether we are buying, selling, managing, advising, or fulfilling on sponsorships, it isn’t that complicated—and no one will die if we make a small error. But sometimes we make things...
What Have You Done for Me Today?

What Have You Done for Me Today?

Last month I was working with a new client. They had a pretty “hot shot” sponsorship person. He “knew everyone” in town and was “well connected”. He had just closed a couple of big deals and he was “the employee of the month” two months in a row. He was the superstar....
The Elephant in the Room

The Elephant in the Room

Do you have any elephants in the rooms of your organization? Are there issues that that are big, but for some reason, you are just ignoring? If so, you are not alone. In fact, just about every client we have has at least one elephant in the room. For each scenario,...
Being Successful in Sales

Being Successful in Sales

We are all salespeople. Like it or not, we are selling every day all day—from convincing our kids what to wear (or not wear) to school today to selling yourself that the steak looks really good, but I know I should be eating a salad, or buying one new outfit over...
Mental Indigestion

Mental Indigestion

Have you ever had mental indigestion? I bet you have! I think most of us have been inflicted with this ailment.  Recently, I have had a few clients who were. They let stuff get to them. Here are a few of the scenarios (probably nothing you have ever experienced). One...
Leadership Today

Leadership Today

Do you have what it takes to be a leader in our industry? Leadership is not easy. It takes a lot of work, tiresome dedication, and personal sacrifice. I see many who have positions of authority, but lack leadership skills. Likewise, I see many who are in subordinate...