How do you know you are doing the right thing? What is the failsafe process to ensure you are being fair, and that you are not hurting anyone? I constantly see things I don’t agree with. When they are clients, I can speak up—tell them what I think or believe. But sometimes they are at a distance and I cannot speak up. Let me give you some examples.

Let’s look at these as fictional scenarios. If I was producing a TV show, I would say that this is fiction and if it resembles any person or situation, it is purely coincidental. Plus I know that, as you are reading this, because you and your organization are so squeaky clean, these examples would never apply to you or your organization! So here goes—examples of where we are probably not being fair.

• Within an organization, the major gift officer holds back on passing along a prospect who really should be doing sponsorship but the officer is short on making budget so decides to lead the prospect into a major gift versus a sponsorship so he or she gets the “win” and the budget. Truly, if that person was thinking of the sponsor and the organization, they would pass it along versus having the prospect make a major gift donation versus sponsorship investment. Trust me. It works the other way as well—a sponsorship person having what should be a major gift donation stay in sponsorship.

• A sponsorship agency that reps brands for whom they invest that brand’s dollars in sponsorship properties and also represents properties and sells those assets for the property! There are a couple of scenarios here—one being that they get paid from both sides. That is wrong in my books. Another issue is that they convince their property client that this is a great opportunity for them, even though they get no cash but lots of product (that they really don’t need) and it really benefits the brand client of that agency—delivering one-sided deals!

• Focus on “getting the money” versus building the relationship; understanding the sponsor’s needs, budgets, and objectives, and just pushing to close to “get the money” rather than doing what will help the sponsor and their business.

• “Taking all the money.” Often a sponsor will tell you their total budget and then you will build a program (with no leverage or activation built in) to utilize all that budget. As a result, they will not have activation funds, and as a result, the program will not work as well for them.

• When you take intellectual property (like knowledge, systems, or formats) from one or more organizations and then present it as if it was yours rather than acknowledging where you acquired that content.

• When an agency sells a client their services and the client really does not need those services—such as an inventory valuation when it is not necessary, a rebrand of their organization when it is not needed, or a full-time sales staff on contract when a part-time person would be more than fine.

• Strong brands who bully. Perhaps they are the dominant player in the market and they nickel and dime the property in negotiations, or worse yet, low ball a package price offering half the market value knowing the property will take the deal because they either need the money desperately or figure they have no choice but to accept it.

These are just a few examples (of course, all were fiction!)

So, how do we overcome these “stories” that I have made up (recently on my travels over the last few months while being with clients, at industry events, and talking to folks in the industry!!)? I have a simple solution. I have shared it before. It is called the Rotary 4 Way Test. Here is what it says.

Of the things we think, say or do,

 Is it the TRUTH?

1. Is it FAIR to all concerned?
2. Will it build GOODWILL and BETTER FRIENDSHIPS?
3. Will it be BENEFICIAL to all concerned?

At the Partnership Group – Sponsorship Specialists™ we try to live by this motto or test. When you ask these four questions around everything you think, say, and do (and get the answer yes), you can, in my opinion, feel very comfortable about always doing what is right.

Give it a try. Apply the Rotary 4 Way Test in your business practices and your personal life. The outcome will be pretty amazing. Let me know how you fare!

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