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Online training · for rightsholders
Getting to “Yes”
The comprehensive course for organisations seeking sponsorship. Everything from working out what you actually have to sell, through offers, pricing, the hit list, the pitch, and the renewal.
Who this is for
Events, sport, arts, culture, causes, venues, festivals, leagues, councils, universities — anyone whose job includes getting a sponsor to say yes, and then to say yes again. It works for people starting from scratch and for experienced managers who suspect their offers are leaving money on the table.
What you’ll be able to do afterwards
- Inventory everything you actually control, not just the things on last year’s rate card
- Build offers around what a sponsor can do, instead of what you have to give them
- Price against value rather than against last year
- Develop a hit list based on hot buttons instead of hope
- Run a pitch and a negotiation without giving away the things that matter
- Service sponsors so they leverage properly — which is what makes renewals easy
Course outline
The framework the rest of the course sits on, with the bulk of the theory and a large pile of case studies, so everything after this is about doing rather than explaining.
Inventory development well beyond signage and tickets, and the brainstorm exercise that turns a property into a list of things a sponsor can build with.
Turning inventory into an offer a sponsor can picture themselves using, including the vision that gets you a yes.
Valuing what you have, structuring the portfolio, and avoiding the bottom-heavy trap.
Who to approach, why they would care, and how to find out before you write anything.
Getting in front of the right person, and getting through the process without giving away the things that matter.
What happens after the sale, which is where most of the value and nearly all of the renewal risk lives.
Enrol
Getting to “Yes”
Price on registration Set in Thinkific
- 30 days’ full access
- Downloadable decks and resources
- Discussion on every lesson
- Invitation-only live AMA sessions
- Completion certificate
Registration and payment are handled on Thinkific.
Training a whole team?
Group enrolments and in-house delivery work out very differently. Tell me the numbers and I’ll tell you which is better value.
Prefer to read?
The Sponsorship Seeker’s Toolkit 4th Edition covers the same ground in book form — the one people call the bible of sponsorship.
Reviews
What students say
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This served to build capacity within my newly formed team, reinforce the vision and commercial direction we were taking, assist in reinvigorating our proposal writing and creating leveraging ideas. Thank you for your sage wisdom and expertise.
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Adelaide Festival worked with Kim to review and refresh our approach to sponsorship. We particularly enjoyed Kim’s enthusiasm, sense of humour, and practical advice, alongside her extensive expertise.
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Kim provides a clear and common sense approach to sponsorship and with so much experience and examples to draw on she quickly had the ideas flowing.
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The course was absolutely perfect! Kim did an excellent job in how the course was designed and taught. If you are in this space (sponsorships), this course is a must. She kept it engaging. And, the materials alone are worth the investment. Kim thank you for sharing your knowledge, resources and experience with the world.
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Informative, engaging and insightful webinars – a wonderful course! This is a fantastic training course on Sponsorship! Kim Skildum-Reid completes the whole sponsorship process from start to end, through informative, engaging and insightful webinars!
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Absolute best-practice training This training course in Sponsorship is one of the best I have experienced. The structure of the training is thoughtfully executed from start to finish, including the importance of developing a clear marketing strategy for the business before being able to start reaching out to Sponsors. Understanding how to develop leverage ideas and ways to measure sponsorships is truly invaluable. I cannot recommend this course enough.
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Informative and foundational! ‘Getting to Yes’ provided a solid foundational understanding of the new sponsorship space. Clearly going through the creative brainstorming process to extract various assets and build internal buy-in, to providing a complete and concise proposal, and minimising the errors, Kim kept it succinct yet expansive to create a wide ranging foundational understanding. It will allow the further exploration of the sponsorship space with certainty.
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Getting to Yes: Just became easier I was introduced to Power Sponsorship over seven years ago. This course has been a great update to my initial introduction. I really enjoyed the flow and pace of the material that was presented. I felt it was a value based training. I will be telling many others about this training. The downloads have been really useful and I’ve taken many notes to “jog” my memory because she includes verbal gems throughout the videos.
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When I first started in sponsorship, I was given a copy of one of Kim’s books to read to be introduced to best-practice sponsorship, and the Getting to Yes course has been a fantastic refresher, and has also inspired a lot of great new ideas. I found the course to be very informative, engaging, and well-structured, and would recommend it highly to anyone working in the sponsorship space. Thanks Kim!
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Real Answers to Sponsorship Issues Thanks Kim, this provided me with some great information to apply to the my daily routine of dealing with new and existing sponsors.
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Our company contracted with Kim to lead an advanced sponsorship workshop for our customers. The convention industry is highly reliant on exhibit booth revenue. Kim helped our customers think beyond the four walls of their convention and consider more sophisticated sponsor opportunities that not only provided a win for the in person participants, but also the remote fans.
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We engaged Kim’s services to come over to Auckland and run a one-day course with our newly appointed sponsors of the Manu World Champs. I myself had been educated on best practise sponsorship by Kim over the year so wanted our sponsors to learn from the very best. Kim helped our sponsors understand the true power of sponsorship and then assisted them in the development of their own leverage plans. We were pleased to receive very positive feedback from everyone involved.
Questions before you enrol?
Ask them. I’d rather answer three questions now than have you buy the wrong course.