“My event is only eight weeks out and I still don’t have all the sponsors I need. I’m getting frantic and anyone I talk to at this point tells me those budgets are gone. I’m losing sleep trying to come up with ideas of where to find the final dollars I need. What should I do at this point?”
CSG President & CEO, Bruce Erley, is the “Sponsor Doc” for the International Festival & Events Association’s “i.e.: the business of international events” quarterly magazine. Erley takes a look at valuing sponsorships and determining sponsorship fees.
As Kenny Rogers once sang about the art of gambling, “You Gotta Know When to Hold ‘Em and When to Fold ‘Em.” There is in fact a point of steep diminishing returns when you get into “combat” sales. – Bruce Erley, CSG President & CEO
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