Assume you work for an athletic department at a local high school. Because of recent budget cuts that have plagued interscholastic sport, you are looking to raise money for the department. Golf tournaments are a great way to secure funding from various sources, including sponsors. The local golf course has donated the use of the course for your event. You must now solicit your sponsors.

1. You begin the process with goal setting. What are your goals for this event?
2. How would you begin to identify potential sponsors? Are there any sponsors you should be leery of approaching? (Remember your product.)
3. Identify the parties of the event triangle. What are the investments of each?
4. Categorize the levels of sponsorship you will use. (This may require you to research similar golf tournaments for ideas.)

Hint: Below is a list of typical sponsorship levels:

• Title or presenting
• Platinum, gold, silver, bronze (or some combination of these)
• Hole in one
• Closest to the hole
• Beverages and snacks
• Lunch
• Reception and awards
• Goody bags

5. What benefits will you provide to sponsors (i.e., what differentiates the levels you have established)?

6. How will you present the ROI and the ROO to the potential sponsor? How will you evaluate?

Hint: ROI and ROO refer to the effectiveness of the investment in either monetary terms (ROI) or in accomplishing the goals set for the sponsorship (ROO). ROI for the event can be determined by a simple equation:

[(total sales revenue - total cost of the event)\total cost of event] * 100 = ROI

ROO is not measured by a formula but rather is a comparison of the attainment of the goals that were established before the event.