A few years back we were pursuing corporate sponsorship to help with a Pro Stock program. Put together a real nice proposal and presentaion. Got real good response to it.
Later I used the same proposal and scaled the numbers back for some small sponsorship, it worked then as well. Bottom line is businesses, big and small, like to see numbers in black and white and what they're getting for the money. Doesn't hurt to be a good salesman but lip service only goes so far. You need to look and sound like you've done your home work and not just jotted something on a Hooters napkin.
As far as what sponsorship should cover, well use your imagination. I like to get lump some contributions to allocate where I see fit. However sometimes you need to be specific . Most businesses want to no exactly where and how it's being spent.
