Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28GeneratingComm ercial Revenue The sustainable approach 0 SERVICING To get the most value from a partnership, the rightsholder and partner have to work collaboratively to bring the deliverables in the contract to life. Servicing the sponsor (in its simplest form) is ensuring the deliverables in the contract are being met, and making sure the sponsor is getting what they need from the partnership. The end goal of servicing a sponsor well is to renew and create a long-term partnership with increased investment. Invest in building a strong relationship with your sponsor, have one point of contact for them within your business, and build the trust. Bring the sponsor into your sport’s community and make them feel part of the family. Educate everyone in your community on the partnership, and create advocates within your business for the sponsor. How to service a sponsor: • Know your contract inside out. ƚ The contract is your bible, read it, understand it, keep it close. ƚ Ideally you should get to a point where you know most of the deliverables in the contract off the top of your head, at a minimum organise them in a way where you can find the information you need in less than two minutes. • Work with the sponsor to develop a leveraging strategy. This should identify leveraging budget, key touchpoints, dates and responsibilities. • Regularly meet with your sponsor with the aim of ensuring they always feel part of your community and know how the partnership is tracking. • Report regularly – deliver metrics that fit the needs of your partner.