Sponsorship Archives - Speaker Sponsor

I just got back from a great week at the International Meeting Planners World Education Congress in Atlantic City where I spoke on the topic of innovation. The Speaker Sponsor concept was presented to over 2000 meeting planners as an alternative way to hire good speakers when they have a low budget or no budget.

The theme of the conference was reinvention and was held in Atlantic City. A town that has been going through a reinvention of its own. The planners of the event did a great job putting it together and sticking with the theme.

Create your own niche

Keynote speaker Sekou Andrews reinvented the concept of a typical speaker by marrying corporate inspirational speaking with spoken word poetry. His Shakespearian/hip hop style wowed the crowd. It stood out to me because it was so unique and different from a typical speech. The world is full of speakers who all have the same style and topics. Sekou taught me that there is more than one way to present as a speaker. He literally created his own niche.

Speaker Sponsor

Speaker Sponsor presented the last day in the thought leaders theater. My topic was “Speaker Sponsorship: How to Get a Top Speaker on a Low Budget”. A problem I heard from many meeting planners during the week was about budget cuts and trying to find a good speaker when they really don’t have the money in the budget to pay a top speaker’s fees.

Sponsorship is a great way to get that speaker without having to break the bank. Sponsorship of a speaker means the sponsor pays the difference between the low fee and the speaker’s actual fee, or helps the speaker get paid when there isn’t a budget at all. Then meeting planners were given several ways to work with the speakers and their sponsors to make it a win-win for everyone.

Would you sponsor your butt?

But the most unique speaker sponsorship I’ve seen came from the event MC, Dena Blizzard, who did a fantastic job of keeping the show moving and interesting. During her lunch presentation, she literally had 2 sponsor’s signs taped to her butt. This was brilliant as it was broadcast on 4 giant screens across the ballroom.

One of the tricks to sponsorship is to get the audience to remember the brand that is sponsoring. Typical signage in the room is still a good way to promote a sponsor. But it’s not as memorable as Dena’s butt sponsorship. I still vividly remember both sponsors, and think positively about them. Because I am sure they both have a good sense of humor. Since there was nowhere on the stage to put a sign, she used her imagination and her “assets” to create memorable branding.

Speaker Sponsor is working hard to provide more of these opportunities for members in the future.

As a speaker, there are numerous ways to get paid to speak. And sponsorship is one that is clearly in your hands.

Thanks to our own sponsors, Tropicana and McCormick & Schmick’s for their sponsorship of Speaker Sponsor at the MPI World Education Congress!

There are many reasons small businesses should sponsor speakers. The best reason is the fact that you’ll be reaching your target audience. In other words, you only get your message in front of the people who really want to hear it. As a speaker this is a good selling point when pitching your sponsorships to small businesses.

Sponsorship is a tax write-off

But another great reason to sponsor speakers is that sponsorship is a tax write-off. Here is what the IRS says about sponsorship tax deductions:

IRS Publication 535:

“You generally can deduct reasonable advertising expenses that are directly related to your business activities.

You can usually deduct as a business expense the cost of institutional or goodwill advertising to keep your name before the public if it relates to business you reasonably expect to gain in the future.”

The line between advertising, marketing, and charitable donations is a blurry one. So I asked the experts to help define how businesses can use sponsorship as a tax write off:

How businesses can use sponsorship as a tax write-off

“Sponsorship can most certainly be a tax write-off for small businesses as long as there is a clear connection between the sponsorship and your business.

For example if you are sponsoring a pee-wee baseball team and naming the team after your business or there is a listing of the business name in the program, then there is a clear connection between the sponsorship and the business. It is visible that the sponsorship is a promotional effort for the business. Thus, it would be written-off as an advertising expense.

However, if the sponsorship has no connectiusiness and the sponsee is a non-profit then that is classified as a charitable contribution and cannot be written off as a marketing expense because the sponsorship is not giving your business any public exposure.”
Anil Melwani, CPA

212 Tax & Accounting Services
370 Lexington Avenue, Suite 414
New York, NY 10017

P. 212-475-1040
F. 917-534-6310
www.212tax.com

Sponsorship as a business expense

“Sponsorship can be considered a business expense if the purpose is
advertising.
Advertising includes:
1) Messages containing qualitative or comparative language, price
information, or other indications of savings or value,
2) Endorsements, and
3) Inducements to purchase, sell, or use the products or services.

The use of promotional logos or slogans that are an established part of the
sponsor’s identity is not, by itself, advertising. In addition, mere
distribution or display of a sponsor’s product by the organization to the
public at a sponsored event, whether for free or for remuneration, is
considered use or acknowledgment of the product rather than advertising.

Sponsorship may qualify as a charitable deduction if there is no deemed
derived benefit from the sponsorship.”

Vincenzo Villamena, managing partner of the CPA firm, Online
Taxman. We are a boutique CPA firm specializing in
tax preparation for entreprenuers, US expats and other folks in special
situations.

Online Taxman | 347 Fifth Ave. Suite 1402-171 | New York, NY | 10016 |

vincenzo@onlinetaxman.com | (p) 646.400.0046 | (f) 815.550.8651 |

Legalities of sponsorship

“I’m a Boston-based tax lawyer (not an accountant) and I know a lot of tidbits about sponsorship expenses. For example, last year, the US Tax Court upheld the deductible expenses of a husband-and-wife small business that sponsored their own son’s motorcross racing activity. See Evans, TC Memo 2014-237.

Further, even when the sponsorship recipient is a tax-exempt organization, sponsors generally prefer to characterize their payments as marketing expenses rather than charitable contributions because of the multiple limitations and strings attached to the latter. This approach was upheld by the IRS itself in a case involving sponsorship of a charitable horse race. Of course, the tax exempt organizations themselves take the opposite view, always attempting to characterize revenue as “qualified sponsorship” income that is exempt of unrelated business income tax, rather than advertising income which is subject to tax.”
Travis L.L. Blais
BLAIS & HALPERT LLC
One International Place, 8th Floor
Boston, Massachusetts 02110

O: (617) 918-7081
M: (617) 460-4235
E: TBlais@BlaisTaxLaw.com<mailto:tblais@blaistaxlaw.com>
W: www.BlaisTaxLaw.com<http://www.blaistaxlaw.com/>

I hear it every day. “I tried sponsorship and it didn’t work”. When I dig a little deeper, it becomes clear why. The very first thing most people think about is the big corporate sponsorships. As a non-celebrity speaker or artist who is just getting started, could you get a big corporate sponsor like Coca Cola or Red Bull to sponsor you? Sure. It’s just not very likely. And I’m not saying you shouldn’t go after the big guys. You should. But learn how to work with smaller sponsors first.

Speakers and artists sponsorship

I often hear artists say that they only want to be a film or TV star, and aren’t interested in bit parts. Or they only want to pursue the big corporate sponsors. There are only so many spaces at the top, but tons of opportunities if you’re willing to go off the beaten path.

I hear speakers say they only want to go after the high-paying speaking jobs and nothing else. Well, those jobs are great, but there is a ton of speaking work that isn’t in that category.

For every actor or model who is making millions, there are tens of thousands of them that make a decent living at it. And for every speaker making 20 grand, there are speakers everywhere who make a living doing it. Sponsorship is kind of like that. Just because you’re not making big money in the big league doesn’t mean you can’t do very well.

Here are some reasons speakers and artists give up too quickly and how you can change that:

Timing

The average corporate sponsorship can take between a year to two years to finalize. It takes a huge amount of patience to wait that long. Micro-sponsorship ™ , or small business sponsorship can take less time, but still takes several months. I’ve found that even working with small mom and pop companies, they want as much time as possible to promote the event. Even if they’re only spending a few hundred dollars, they still want to maximize that investment. It’s actually good for you too, because you both can stretch out the promotion exposure.

Wrong opportunity

I believe that there is a buyer out there for every seller. That said, you can’t please everybody. I’ve seen speakers and artists who had the most amazing sponsorship opportunities who had a hard time getting a sponsor, and ones who had much weaker opportunities who secured more than one sponsor easily. I could never figure it out. The only thing to do is to make sure you’re consistently in the game. It only takes a few sponsors who believe in you and make money with you to make a good living as a speaker or artist.

Return on investment

If you make money for your sponsors, there’s no reason they won’t keep sponsoring you. This is why you really need to learn how to work with them to give them the most exposure possible. Now is when you take off your creative hat and put on your business hat. Look at every single thing you do from a sponsor’s perspective. If you were a brand and were going to invest hard-earned money in a sponsorship, would you sponsor you? What do you have to offer that will make a sponsor more money? Can you expose their brand to the audience they want to get in front of?

Sponsorship of speakers and artists is one of the best marketing tools out there for small businesses. When the right partnerships come together it can be magic for both parties.

There are dozens of ways speakers and artists can find more sponsors, and work more effectively with them to create better ROI. Schedule a sponsorship coaching session to learn the inside secrets for getting more sponsorships. (For speakers and artists)

Sponsorship 2013

Sponsorship is proving to be one of the bright spots in an otherwise gloomy and volatile economy. An annual review from IEG predicts a 5.5 percent increase by North American companies in 2013 over the previous year. To break it down in numbers that’s approximately 13.79 billion.

Create brand loyalty with sponsorship

The reason for this is that sponsorship is one of the best ways to create brand loyalty and stand out from the competition. As advertising branches off into more niche markets, and multi platforms and channels, sponsorship is going to play an bigger role than ever. Sponsors want to be able to focus on their targeted market in new and different ways. They want to get up close and personal with their customers and let them know they are appreciated. Being able to target their needs and wants in person assures that they are getting the message.

Sponsorship 2013 – more value

For the entity looking for sponsorship they are going to have to create more value for the dollar. This really isn’t a big surprise, as sponsorship has been evolving and becoming more sophisticated through the years. It’s actually good news for the rights holders who are willing to go the extra mile.

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Speaker Sponsor Launch Speaker Sponsor was started to insure that all professional speakers get paid for their time. You wouldn’t expect a doctor to perform surgery for free or for a landscaper to mow your lawn for free, so why are speakers expected to speak for free? The launch of a start-up is an exciting…

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