CHAPTER 7
Proposals
We’ll now go back to our kitchen analogy. You have an inventory of all of your ingredients, the Sponsor Information Checklist has provided you with a recipe, your offer has provided a firm vision of the finished meal, so now it’s time to start cooking!
The Number One Job of a Proposal
Before you can start to structure a proposal that will sell, you need to understand and embrace the number one job it needs to do. That job is not to help you sell it to your contact—it’s for that contact to sell it internally.
Sponsorship is now so heavily integrated into different areas of a sponsor’s business that even if the brand manager is a huge fan and ready to say “yes,” he or she will still need to present the business case to colleagues ...
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