The Top 8 Issues in Sponsorship Sales/Strategy Consulting Agreements

Maximizing sponsorship revenue for an event or brand often requires greater resources than those available within a rights-holder's internal organization.  Fortunately, there are several reputable consulting companies that provide sponsorship sales and strategy consulting to bridge the gap. The consultants, which range from big players such as IEG/ESP Properties and Legends to boutiques like Caravel Marketing, provide a range of sponsorship-related services, including valuation, packaging, content creation, branding, analytics, activation strategies, customer engagement and sales representation. I have helped clients negotiate successful arrangements with sponsorship consultants and ...

2021-06-11T13:11:20-07:00

Sponsorship Agreements: Rights of First Negotiation (ROFNs) and Rights of Last Refusal (ROLR)

In a previous article, I discussed Rights of First Offer (ROFOs) and Why You Need Them in your sponsorship agreement if you are a sponsor.  But if you are not the sponsor and instead you are the event or other sponsorship rights-holder, the ROFO will limit competitive bidding for your valuable sponsorship rights and may therefore decrease your sponsorship revenue. For this reason, if a sponsor seeks to include a ROFO in a sponsorship agreement, the event or other rights-holder should usually either ...

2021-06-11T13:11:20-07:00

Sponsorship Agreements: ROFOs and Why You Need Them

Imagine that last year you sponsored a wonderful event with a return on investment that exceeded expectations. The sponsorship agreement has now expired by its terms, and you have learned that the event is seeking alternative sponsors for your former rights, as well as partners for new properties, including digital and internet-of-things partners (See, e.g., SAP digital tools). You would have loved to have the first seat at the table in negotiating a renewal and for the new opportunities, but you must now negotiate new terms ...

2021-06-11T13:11:20-07:00

Top 9 Warning Signs in a Business Deal

One of the benefits of being a corporate lawyer is the opportunity to participate in a variety of interesting deals.  In these, you encounter a motley crew of characters.  You witness a range of negotiating styles and tactics, and learn which are effective and which are not. You see some ventures succeed and many others fail. In the great theatre of the deal, there are rare moments in which something may not feel right to the lawyer or the client about a proposed business ...

2021-06-11T13:11:21-07:00

Is Your Event Sponsorship Agreement Missing Any Of These Essential Terms?

Sponsorship dollars and ticket sales are the economic engines of music festivals and other special events.  The organizer will customarily prepare a form of sponsorship agreement for use with sponsors, although certain sophisticated sponsors (e.g., Red Bull) may prefer their own form of agreement.  If an anchor sponsor wishes to use its own form, then the organizer should use it to expedite closing the deal.  Attorney time should be spent on the more critical negotiation points rather than arguing over ...

2021-06-11T13:11:21-07:00
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