Event producers have one job. Sell everything they can think of to make as much money as possible. Some of these things will be valuable to your company and brand, and some will not.
Your job is also to make money, but spend as little money along the way as possible to accomplish your business objectives. This sometimes leads to a misalignment of the value chain to demand.
It’s easy to grab platinum, gold, silver, bronze or a la carte sponsorships off the shelf. However, it’s always better to negotiate for those opportunities that provide the greatest value to your audiences and your brand. Before you go gunning for gold or break out that purchase order, here are some things you should consider to ensure sponsorship success.