Ajay BhojwaniRegional Managing Director
MCI - Group
Annalisa PonchiaDirector of Innovation and Customer Experience
AIM Group International
Sponsorship Sales and Management
Developing a sponsorship sales strategy
Designing benefit entitlements that deliver RoI in a changing environment
From sales to delivery
On completion of this course, you will know how to develop a sponsorship strategy, create offers that are valued by potential sponsors, understand how to approach the sales process and provide post-sale customer service.
What will I learn?
1. Developing a sponsorship sales strategy
2. Designing benefit entitlements that deliver RoI in a changing environment
3. Securing sales
4. From sales to delivery
Bhojwani was born in India into a family of businessmen and entrepreneurs. Extensive hands-on experience in management, business leadership skills and an overall exposure to different levels of management assisted in making Ajay who he is today. He has been residing in the Middle East for over 25 years now and is a graduate of Osmania University, India and holds an MBA in Marketing from the University of Wollongong, Australia.
Ajay currently works with the MCI Group as Regional Managing Director – Middle East. Responsibilities managing an operation run across 5 offices organising events in more than 20 countries.
He has spent a significant amount of time in his early years of career working with market research organisations for looking into various consumer trends and buying behaviour for various FMCG segments. With over 15+ years in the meetings industry, he has a vast experience of managing event portfolios for varied organisations across public and private sector in many countries around the world. He has also in the past years at MCI worked with associations from North America and Europe in developing Go-To Market strategy that have helped these organisations in expanding into new and emerging markets.
In addition to his full-time role at MCI, he has been actively involved in working and supporting various industry associations and organisations that represent the meetings industry globally. Today, he holds several positions, which include being the Middle East Ambassador for International Association of Professional Conference Organisers (IAPCO) as well as Ambassador for The Iceberg – and industry communication publication led by The Joint Meetings Industry Council (JMIC). He has also spent a considerable amount of time speaking and being part of over 100+ industry events over the past few years.
Annalisa Ponchia Baccara, has 30 years of international experience in events management and deep roots in the meeting industry, having organized conferences and events around the globe for the corporate sector, government and associations. She spent nearly 12 years guiding the ESOT as CEO during which she gained substantial knowledge of the association environment and processes.
She joined AIM Group International as Director of Innovation and Customer Experience, and recently appointed Director of International Congress Development, a new strategic position within the Company, with the task to drive the innovation across all the company’s functions and stakeholders and raise the added value offered to clients.
Her career includes previous 10 years of experience as an entrepreneur running her own PCO company specialised in medical meetings. Ponchia is a certified meeting professional, with CMP and CMM designations, and is active as a speaker at numerous association and industry events.