Sponsorship Negotiation

Sponsorship Negotiation

Get to specific terms. Almost every bad creator deal is a vague one, and the vagueness is always resolved later in the brand's favour.

When to use

• A brand makes an approach.
• A rate, a renewal, or a set of deliverables is being discussed.

Steps

1. Check sponsorships for live exclusivity first. A clause from three months ago is the commonest way a new deal becomes a breach, and it is discovered at the worst possible moment.
2. Pin the deliverables to counts, formats and dates. "A video and some social" is renegotiated later at the creator's expense.
3. Read the usage rights. Perpetual paid usage of a creator's face is frequently worth more than the fee being offered for it, and it is the term most often skimmed.
4. Check what disclosure is required on each platform involved, and put it in the deliverables rather than treating it as a detail.
5. Ask what happens if the piece underperforms. A deal with a performance clause is a different deal, and it should be priced as one.
6. Promise nothing. Record the terms on sponsorships in in_talks and park it for the operator, who agrees terms.

Output

A sponsorships row with specific deliverables, exclusivity, usage and disclosure, parked for the operator. Anything already promised in conversation goes on commitments immediately, whether or not the deal closes.