The Sponsorship Experts

The Burris Group’s team has negotiated and sold more than $100 million in corporate sponsorship packages that include the following Fortune 500 companies:
AT&T, ACE Insurance Group, Adolph Coors Company, Anheuser-Busch, Bank of America, Bank One, Budget Rent-A-Car, Buick, Cadillac, Cerner Corporation, Coca-Cola, Conoco, Continental Airlines, Con-Way Transportation, Domino’s Pizza, Delta Airlines, Garmin, Gatorade, HCA Hospitals, Hilton Hotel Corporation, International Paper, Janus Capital, MCI, McDonald’s, Miller Brewing Company, Newsweek, Nextel, Oldsmobile, Proctor & Gamble, Rolex, Royal Caribbean Cruise Lines, Sprint, Terminex, US West, Wachovia Bank and Yellow Roadway.

   Key expertise

  • Sponsorship package evaluation
  • Sponsorship sales strategies
  • Sponsorship sales training
  • Developing sponsorships that maximize the sponsor’s investment

   Motivational Speaking

  Speaker Topics

  • Leadership
  • Teamwork
  • Sales

Workshop & Seminar Topics

  • How to create, sell and maximize sponsorships
  • Prospecting
  • Identifying sponsorship categories and sponsor’s “Hot Buttons”
  • Using your circle of influence more effectively
  • Preparing for the initial sponsorship meeting and presentation
  • Sales presentation Do’s and Don’ts
  • Coaching your sponsor to maximize their sponsorship
  • The Follow Up Report
  • Importance and the role of public speaking in sales
  • What we Offer!

    • Sponsorship Consulting
    • Strategy Development
    • Sponsorship Management
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    The Burris Group, led by Bob Burris and Terry Stevinson, offers strategic sponsorship consulting to corporate sponsors, government, media, and select sponsorship seekers. Details on all of the consulting services offered are found on the links, below. Within those pages, you’ll find the types of consulting available, what you can expect to get out of it, a rundown on our clients and some of their feedback, and why working with Bob Burris and Terry Stevinson will get you a better result than you’ve ever had before.

    You are also more than welcome to drop us a line and we will be happy to discuss your requirements.

    Please note: The Burris Group is not a brokerage and does not sell sponsorships for clients, but would be happy to refer you to our friends who do.

    If you are a sponsorship seeker, consulting with The Burris Group will provide you with the roadmap and advice to improve your ability to sell sponsors. There is no one size that fits all consulting projects but most sponsorship seekers needs varies with the need of the client but will more than likely include the components listed below.

    Please note, if you are a sponsorship seeker and looking for someone to sell sponsorship on your behalf (a broker), please note that The Burris Group does not offer this service.

    Strategies as a sponsorship seeker can include:
  • Identifying your assets
  • From lanyards to schedule cards, newsletters, website advertising, etc., everything has a value. It is important to price these assets with both an internal wholesale and retail price.
  • Identify “official status” categories and pricing thereof
  • Matching of prospects with categories
  • Develop sponsorship sales strategy
  • Evaluation of current sponsors and determine if they are maximized

    Targeting your Prospects
    In addition to providing an overall strategy, we will also work closely with you to develop a hit list of potential sponsors, including:
  • Identifying the categories for “official product” status
  • Identify potential sponsor
  • Identifying their hot buttons for sale – what sponsors are really looking for
  • Developing the Proposal
    When looking to make a sponsorship buy corporate sponsors are motivated by several factors. We identify those factors and develop a plan for each priority prospect.

    Making the Pitch
    We coach our clients from the very beginning of the sales process including:
  • Getting the appointment
  • What should happen on the first meeting
  • Crafting the sponsorship
  • The follow up meeting and…
  • The close
  • The sale is not over when the ink is dry on the contract. We feel that the missing link in the sponsorship world today is “coaching the client to maximize what they have purchased.” Sometimes the harder sale is the renewal and we’ve learned that the predominant reason for not renewing is the sponsor didn’t use all of their assets in their package. We use our book, “How to Maximize Your Sponsorship,” to guide you through this process.

    Want to discuss sponsorship consulting with Bob Burris? Drop us a line!



    Why work with us?

    Bob and Terry do the work!

    We want to be thought of as a teammate that shares your commitment to raising additional funds and furthering your mission. And when you hire us you get US! Unlike other large agencies, we don’t pass you on to inexperienced graduates or interns. When you hire The Burris Group you will get over 40 years of successful strategies and best practices of the revenue generation business – and you will get it directly from Bob and Terry.

    We’ve been on both sides of the table and we understand the value and impact of sponsorship from both the property seeking sponsors and the entities who want to maximize the benefits of associating with events and organizations to increase brand awareness and drive sales.

    Initially, we listen and then immerse ourselves deeply in the organization to learn as much as we can about how the organization operates.

    Secondly, we utilize a proprietary 24-point Sponsorship Sales diagnostic to understand and evaluate the current approach which helps to more clearly define the organizations:

    • Mission and Objectives
    • Marketable Assets
    • Target Audience
    • Sponsorship Categories that are available to sell

    We then focus our attention on Sales & Marketing strategies that include:

    • Audit / Evaluation of Current Assets
    • Prospecting Techniques
    • Sponsorship Packaging optimization
    • Methods of “Coaching” your sponsor to maximize their sponsorship investment