Mastering Sponsorship Sales Programs for Meetings and Events

In a competitive economy, budgets and expenses are stretched like never before. One way to offset expenses, increase participation and achieve revenue goals is by initiating a winning sponsorship program. This session will help you build your program, set revenue goals and develop tactics to solicit and close more sponsorship opportunities. Whether you are a corporate meeting planner, a fund-raising executive or the chairman of a golf event for a local charity, this session will help you deliver results to your sponsorship program.

Learning Objectives:

- Examine how to set sponsorship revenue goals for any event.
- Discuss how to develop a multi-tier sponsorship campaign to suit the needs of any prospective sponsor.
- Write a winning call script, with professional follow-up correspondence to solicit and sell more sponsorship.
- Describe how to deliver value to your sponsors and upsell them into higher categories for the future.
- Whether you are starting a sponsorship program or need an extra boost to maximize your results, the Sponsorship Sales program will help you increase your revenue for every event.

Presented By:

Tom Pasha
President
Contact Planning

Tom Pasha started his hotel career in operational positions of bellman, bartender and cook, Tom began his management career as a Hyatt Management Trainee in Chicago. He went to Sales Management positions throughout the Hyatt organization, working in 14 Hyatt Hotels over 18 years. Tom was Director of Sales at Hyatt Hotels in Greenville, San Antonio and Chicago O'Hare, and as Director of Sales, started the National Sales Office for Hyatt Hotels in Omaha. He won Sales Manager of the Year, Sales Director of the Year and the Donald M. Pritzker Award for Sales Excellence.

Later, Tom founded the Midwest office for Helms-Briscoe Performance group, personally generating over 50,000 room nights annually. He presents Sales Skills Seminars to CVB's and hotel sales departments nationwide. As a senior hotel manager, he has presented graduate hospitality classes to Northwestern University, Cornell, George Washington University and the Conrad Hilton Hotel School.

Tom went into meeting planning and founded CONTACT Planning, a national meeting planning company with headquarters in Orlando, Florida. The company concentrates on corporate and association events that include golf. Tom personally booked over 50,000 room nights and 12,000 rounds of golf at clubs and resorts nationwide, working with premier corporate and association accounts.

Continuing Education:

- This is a CEU presentation. Earn .15 CEU credits for attending. For a list of organizations accepting this CEU, please visit http://www.iacet.org/ content/accepting -ceus.html.
- This program has been approved for .2 recertification credit toward CSEP recertification through the International Special Events Society (ISES). For more information about certification or recertification, please visit the ISES homepage at www.ises.com.
- This program has been approved for 1.5 recertification points and .15 initial application points toward CMP Certification through the Convention Industry Council (CIC). For more information about CMP certification or recertification, please visit the CIC homepage at www.conventionindustry.org.