Make Your Sponsorship Proposal Stand Out

October 13th, 2009

What is one major difference between the two sponsorship proposals below.

- AFL pitching to Company X

- Individual athlete manager pitching to Company X

The answer: One has extensive market research about their product, the other does not.

When the AFL, NRL or FFA pitches for sponsorship, they have qualitative and quantitative market research to present. This includes demographics about their key customers and what their brand represents in the marketplace among others things. Most importantly, they have the data to back it up.

Athlete managers on the other hand don’t have any solid market research to present. They can guesswork the brand values of their athlete but they don’t have the kind of data that makes a proposal compelling.

Sponsors are very strategic in their approach. They know their brand inside and out. They know exactly who their target market is. They know demographics. They know exactly what their brand represents to their customers. They know the buying behaviour and what influences their target market. They know what kind of marketing and advertising works and why. And they expect you to have similar level of understanding about the product you’re selling.

Athlete managers never include this kind of data in their proposals. So the managers that do will stand head and shoulders above everyone else.

Now market research doesn’t need to be peace and war and it doesn’t have to be expensive. Most sports will give you this information for free. So if you manage a rugby union player, you could ask the ARU for some market research. (Tell them you’re doing a uni assignment or you’re interested in sponsorship opportunities).

This will give you some hard data about your athlete’s target market which you can present to potential sponsors. They’ll be shocked but delighted and it may just get your proposal over the line.

3835bwc

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati

The Fame Game

October 8th, 2009

Most people fall into the fame game unexpectedly. Often they have a special talent that puts them in the spotlight whether it be in sports, TV, music or film.

I don’t know many people who actively pursue a career for fame alone. If they did then they would never make it. Fame is often a by-product of success or in some cases a necessity to achieve success.

Having worked with my fair share of ‘famous’ people I can tell you that most are incredibly uncomfortable with the fame game. Sure, they enjoy some of the perks but after experiencing the dizzy heights of fame, most would take the money and leave out the fame if given the choice.

The biggest downside to the fame game is that there is no off and on button. You can’t switch it off on a bad day. When times are good and the press positive, famous people will happily stand in the spotlight and do star jumps. But come tough times and negative press, the same people want to turn the light off and curl into a ball.

This inability to turn the light off still troubles the most experienced famous people, you only have to look at the Greg Norman / Chris Evert story. Greg has never had a problem using his fame to build a successful business empire and was more than happy to tell the world about his new relationship (picture Greg under a spotlight doing star jumps) but then it broke down. Suddenly a relationship that was everyone’s business, is now no ones business according to Greg. The game doesn’t work that way.

The point I’m trying to make is this. Whether you’re already famous or you’re chasing a career with the potential to be famous, you gotta realise that the light stays on through the good, bad and the downright ugly. If you can accept this as reality and you are comfortable to wear the consequences in the tough times then go ahead and turn that light on.

rbon938l

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati

A Gut Feel For Creativity

October 6th, 2009

Having the ability to think creatively gives you a massive advantage in the business world. So it would make sense that you should improve this skill set right?

Some people are good at numbers, others with words. And it’s the same with creativity. Some people think analytically, while others think differently!

I think it’s important to play to your natural strengths but I also believe a little creative flair is important to develop. If you disagree then think about the concept of ‘gut feel’. The most successful business people rely heavily on intuition for major decisions. This intuition is developed from the right-side of the brain.

The best way to develop the right-side of your brain is to exercise it. Just like you exercise a bicep to be stronger, you’ve got to exercise the mind to be stronger.

So what are the best exercises? A good place to start is the web where you can find games like this one. If you’ve got an iphone, look for apps like the Moron Test or Whack Pack just to name a couple. The phone apps are great. You can play with them while waiting for a meeting, waiting for a flight or sitting in a taxi. Try to use them once a day even for just 5mins. You’ll notice a dramatic increase in your ability to think creatively.

My personal favourite right-side exercise is to come up with witty one liner’s or quick fire jokes. I don’t have time to come up with these from scratch, so I use daily news items as the catalyst for a joke. I find this really gets my creative juices flowing and ideas come much quicker in the business world as a result.

jdin456l

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati

One Billion Dollars

October 2nd, 2009

Forbes Magazine, today announced Tiger Woods as the first sportsman to break through the billion-dollar earnings barrier.

This is a staggering achievement but it’s not really surprising. If you look at my “10 Things That Make An Athlete Marketable” you’ll notice Woods covers every base and then some.

The average punter will look at the 1$ billion and shake their heads at the craziness of it. But let’s break it down. Think about the money Woods has brought into the USPGA, its sponsors and golf in general. Event sponsor rights go up, broadcast rights go up, TV advertising goes up, ticket sales go up, memorabilia sales goes up, golf equipment sales go up, membership for local golf clubs increases and we haven’t even discussed Woods’ personal sponsors yet.

Not since Michael Jordan have we seen an athlete transcend a sport and influence the market quite like Woods has. On that point, Nike must be congratulated for their ability to secure another ‘once in a generation athlete’.

Sports is big business because it attracts big business. And the big athletes get the biggest slice of the pie. And they don’t come any bigger than Tiger Woods.

Woods deserves every cent of that $1 billion.

GLF-MASTERS-WOODS JUBO 2

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati

Bad Boys

September 30th, 2009

Sydney Swans coach Paul Roos has said there is next to no chance that wayward Carlton forward Brendan Fevola will be playing in the harbour city next season.

This is not surprising given the Swans recruitment policy. However it does beg the question, we’re does a club draw the line on bad boys?bad-boys

Australian Cricket stuck with Shane Warne for years until a positive drug test forced them to sit him on the sidelines.

A strict recruitment policy is great foundation to build a club on and the Swans and more recently the Canterbury Bulldogs have shown this strategy to be hugely successful. But what if the bad boy puts bums on seats and wins games?

It’s a fine line, but one thing is fact. There will always be bad boys, very talented game winning bad boys and they’ll always find a club. Because on field success is to big an incentive in the money hungry world of sport.

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati

Sponsorship Step by Step

September 28th, 2009

A sponsorship deal rarely happens overnight.

Depending on the deal, the process from start to finish can take anywhere up to 18 months!

Here is a snapshot of what goes down.

1. Athlete manager draws up a list of brands to target.

2. Manager cold calls the key person or decision maker from each brand. Attempts to establish a relationship and screen for sponsorship opportunities in relation to current budget and direction of the brand. This typically produces one of three responses.

A) Yes, please send your proposal and we’ll have a look at it.
B) Budget or other sponsorships prevent us doing business right now, but we are happy to consider down the track / next financial year.
C) No, we are not interested now or in the future.

The cold call saves a manager wasting valuable time on a proposal that never had a fighting chance. Alternatively it can strengthen a manager’s follow up email or proposal. Either way it produces a result.

3. Next step is the proposal and just like a job resume, this is painstakingly targeted to the specific brand. Research and due diligence is critical as you only get one shot at the proposal.

4. The waiting game. Once a proposal is submitted, an athlete manager must have patience. The bigger the brand, the longer the decision. Financial budgets, KPI reviews, office politics, legal’s, you name it, anything can drag out the process.

5. Negotiation. Assuming they are interested, this stage includes face to face meetings, phone calls and back and forth emails. This can take weeks or even months. At some stage a contract will be drawn up, either by the brand or the athlete manager. Now legals are involved and that means more to-ing and fro-ing!!!

6. Exchange contracts. It aint over until both parties sign the contracts – never assume a deal is done until this happens.

Steps 1, 2, 3 can be achieved in good time. Whereas steps 4, 5, 6 can take a lot longer.

I hope this gives athletes a good understanding of the steps involved in the sponsorship process and why some deals take forever.

stairs

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati

Emotions Are Strong

September 25th, 2009

Rarely does a brand make a commercial decision to sponsor an athlete or event without an emotional trigger.

Have you ever heard of a company sponsoring a golf event purely because the CEO is a passionate golfer? It happens.

Some sponsorships don’t make 100% commercial sense, yet they exist. And they exist because the sponsorship manager or CEO has an emotional tie-in with the sponsorship property. This emotional tie-in has the ability to overpower reason and logic.

When you’re pitching sponsorship, it needs to make sense but making sense alone isn’t enough for a company to sign the dotted line. You need to evoke emotion. You want the company to invest both passion and dollars.

Putting things aside like branding, try to think about the emotional reasons why a company would want to partner with you. Pride, zest, enthrallment, discovery, courage, respect, fun, compassion, inspiration, confidence etc. And then tie these in with the property you’re selling.

And remember you’re typically selling your pitch to one key decision maker. So make it personal-able. Even if that one person has to get approval from above, you need to hook them first so they’ll fight for your pitch internally. And you do that by appealing to their emotions.

0511-0703-0519-1152_excited_businesswoman_throwing_paperwork_in_the_air_clipart_image

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati

Sports a Product & Products Change

September 23rd, 2009

Yesterday’s Daily Telegraph reported the poor TV ratings for last Saturday’s Bledisloe Cup between Australia and New Zealand.

Is anyone really surprised?

I mean, here we have a product that refuses to change with the times. My biggest problem is this – rugby heads forget that their game is a PRODUCT. A product that competes in the ‘entertainment space’ for your money and mine.

Rugby is no different to a product you buy in the supermarket. I don’t care how strong the brand is, how long it’s been around, how much tradition it has behind it or how many loyal customers it has. If that product doesn’t adapt and evolve over time then its competition will eat it up.

Can you imagine if Nokia stopped developing their technology? What if after building their first handset they chose to sit back for the next 50 years with the same mobile phone? Oh but that’s like comparing apples to oranges you say, or is it? Nokia would have died a quick death due to the nature of technology and the type of product but let’s be honest, rugby isn’t that much different, it’s just dying a much slower death.

Unlike most products and services, sports have the luxury of moving at a much slower pace when it comes to developing their product. Massive overhauls are not required. Sports can survive with just a few subtle changes here and there.

Rugby League is constantly reviewing and tweaking its game and cricket has embraced 20/20 so it appears some sports get it. Rugby doesn’t. It has too big an ego to look itself in the mirror and admit it has a problem.

Shame, because consumers deserve better. They deserve to buy into a product that constantly strives to be the best.

PS. Thanks to everyone who filled out the brief survey. Appreciate your responses.

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati

8 Questions

September 21st, 2009

Put your hand up if you like surveys? Hmm, thought so.

What if the survey will improve a blog you read, like this one? Would you consider it then?

I’ve put a link below to a survey with just eight simple questions. Any feedback is greatly appreciated guys.

NB. Please include any topics you would like me to cover relating to sports management in future posts.

CLICK HERE

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati

Don’t Believe the Hype

September 18th, 2009

“I will not rest until I have you holding a Coke, wearing your own shoe, playing a Sega game ‘featuring you’, while singing your own song in a new commercial, ‘starring you’, broadcast during the Superbowl, in a game that you are winning, and I will not ‘sleep’ until that happens.”

Warning for athletes: Be wary of managers who promise you the world.

You know I’m talking about, pie in the sky stuff. Watch out for the words ‘million dollars’, ‘own line of products’, ‘international success’ etc etc.

The dog eat dog world of sports management thrives on managers who over promise and under deliver. Managers do this to get the signature, plain and simple. And athletes fall for it every time.

Sit an athlete down in front of six managers and 9/10 will choose the forex-trader-with-dollar-eyes1manager who blows the most smoke up their butt. That manager knows they won’t achieve anywhere near what they promise but they know a signature means some income for themselves and this is usually enough to justify them lying their asses off.

It’s not uncommon for athletes to change managers, it happens a lot. What usually drives an athlete to make the switch is a myriad of riches in the form of false promises. When those riches don’t transpire, they move and so it goes.

Athletes, look for a manager with so much confidence and self belief that they don’t need to exaggerate your earning capacity. Measure them by their track record with similar athletes of your standing (sport, gender, personality, results etc). Don’t focus on what they say about results, instead listen to the processes of how they are going to get those results. Don’t believe the hype.

Share this Article:
  • Digg
  • del.icio.us
  • Facebook
  • Mixx
  • Google
  • LinkedIn
  • StumbleUpon
  • Technorati