The success or failure of your Tip-Off will, in many respects, depend on your ability to develop corporate partnerships with businesses in the community.

 

This is not as difficult as it seems. The businesses in your community are probably contacted by students from your school quite often for donations. Although most will try to be helpful, it is difficult to turn a profit if you are constantly making donations. That's where you have an advantage.

 

You should not approach a business with the idea that you are seeking a donation. Instead, come from the perspective that you are offering an opportunity to form a partnership that will benefit their business. A donation provides nothing in return. Your proposals, if they are adequately developed, will offer a great deal in return.

 

When you approach a business with the offer to develop a partnership, you need to keep in mind their needs and yours. Following are several factors a potential sponsor may consider when evaluating your proposal:

 

Does it Fit Within the Budget?

In most cases, you will have proposals at various price points, with one to fit nearly every budget. Suppose your least expensive proposal is deemed too costly by the prospect. In that case, you may offer them an ad in your program or the opportunity to purchase tickets. Keep in mind that objections over price are really objections about value. You have the responsibility of justifying the price by explaining the value.

 

Does it Create a "Bond" with the Fans?

Does your idea create a situation where fans will "connect" with the corporate partner? Will fans appreciate their support because it made your event (or a part of your event) possible? Will the proposed sponsorship generate loyalty to the business as a result of their support? You must make sure your corporate partners are shown in their best light and always come across as "heroes" to the fans because of their support.

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