1. Overview 2. Types of Challenges and Success Keys A. By Stakeholder i. Customers ii. Employees iii. Other a. Vendors and Partners b. Retirees (Employee Alumni) c. Regulators d. Friends e. The Public B. By Declaration i. Explicit ii. Invisible iii. Wildcard C. By Outcome Stage i. Awareness ii. Attitudes iii. Actions D. By Environmental Scope i. Universal Challenges ii. Sector Challenges iii. Individual Company Challenges E. By Priority 3. Challenges Exercise A. Top Sponsorship Categories B. Top Companies in Each Category C. Possible Challenges for Those Companies 4. The Challenges and Needs Identification Process A. Sector Scan B. Materials Review C. News and PR Research D. Network Canvas E. Direct Prospect Engagement i. Engagement Objectives a. Current and Historic Sponsorship Tactics b. Sponsors' Strategy c. Business Opportunities and Challenges (SWOT) d. Wildcards Evaluation ii. Engagement Tactics a. Informal and Formal b. Private and Public 5. Real Challenges
10:20 10:40 Morning Break
10:40 12:00 Morning Second Half I. Sponsorship Opportunities 1. Overview 2. The Types of Opportunities A. By Property or Benefit B. By Funding Need i. Existing Assets Already Funded ii. Pre-Proposed Projects to be Funded iii. Projects Developed with Sponsors C. By Capital Type i. Programs. Services ii. Facilities, Equipment D. By Audience i. By Age ii. By Gender iii. By Region iv. By Formal Group E. By Themes F. By Marketing Vehicles 3. Example Opportunities Exercise A. Top Property Types B. Example Top Properties in Each Type C. Possible Opportunities for Properties for Top Companies 4. The Opportunity Identification Process A. Organizational Canvas B. Environmental/Competitive Scan C. Initial Identification D. Inventory and Quantification E. Clearance F. Testing II. Challenge and Opportunity Matching 1. The Property Opportunity Grid 2. Benefits Opportunity System 3. Gap Analysis 4. Selection, Bundling and Packaging A. Themes B. Multiple Rationales 5. Map Challenges to Opportunities
12:00 1:00 L U N C H
1:00 2:20 Afternoon First Half
IV. Case Studies
1. Initial Property Overview A. UNICEF B. Mohawk College C. Living Arts Centre D. LAC / Tennis Canada E. Toronto Reference Library F. O'Keefe Centre G. Centre in the Square H. Regional Municipality of Wood Buffalo I. Moose Jaw Union Hospital J. Casa Loma K. Planet Sports 2. Initial Prospect Overview 3. Secondary Prospect Insight 4. Prospect Engagement Q&A 5. Presentation 6. Discussion
2:20 2:40 Afternoon Break
2:40 5:00 Afternoon Second Half
V. Attendee Prospect Review
1. Pick Three Prospects 2. Identify Three New Opportunities 3. Identify Obvious Business/Sector Challenges 4. Speculate on Prospect Challenges 5. Identify Opportunities for the Challenges 6. Presentation 7. Discussion