Most failed discovery calls were already lost before anyone said hello. The damage gets done in preparation, days before the call, in...
Archive: Five Part Series
The latest industry news, interviews, technologies, and resources.
5 Discovery Call Mistakes That Cost You the Sponsorship
Most of what kills a sponsorship deal happens weeks before anyone sends a proposal, on the call that's supposed to prevent exactly that...
What Sponsors Wish You’d Ask in the First Meeting (But Never Do)
Sponsorship seekers walk into a first meeting ready to answer questions about their event: attendance, demographics, past sponsors, what's...
5 Discovery Questions That Get a Sponsor to Say Yes
Most discovery calls run through a dozen questions that feel productive, fill the time, and change nothing. Five specific questions move a...
The Discovery Call Script That Turned One Meeting Into a Six-Figure Deal
Most properties treat the discovery call as a scheduling formality, something to get through on the way to a proposal. It isn't. Whatever...
Stop Sending Photo Recap Decks (Photos Are Evidence, Not Proof)
Stop sending photo recap decks. Coming from someone who tells every client to put a photographer in the room, that probably sounds...
The One Section of Your Fulfillment Report That Decides the Renewal
Most of a fulfillment report is supporting material: the title page, the event recap, the photos, the thank-you. They matter, but they are...
What Sponsors Actually Do With Your Fulfillment Report (And Who Reads It)
You send your fulfillment report to one person, the contact you have dealt with all year, and then you assume that is the end of its life....
Sponsorship ROI Reporting: The Metrics Sponsors Actually Care About
Most fulfillment reports bury the sponsor in numbers that look impressive on a slide and prove nothing: total impressions, social reach,...