How We Work: Our Proven Process
When you partner with Roaring Fork Agency, you get a methodical, transparent approach refined over two decades and hundreds of successful sponsorship deals. Here's exactly what to expect:
Phase 1: Discovery & Strategy Development
What Happens:
We begin with an in-depth conversation (in-person or virtual) to thoroughly understand your sponsorship or naming rights opportunity.
What We'll Discuss:
The specific benefits, assets, and activation opportunities you're offering
Costs, package tiers, and pricing structure
Your ideal sponsor profile and target industries
Companies or categories to avoid (competitors, conflicts, poor brand fit)
Your goals, timeline, and success metrics
Revenue targets and partnership objectives
What We'll Deliver:
Strategic sales plan tailored to your opportunity
Initial target industry analysis
Sponsorship or Naming Rights Sales Contract outlining scope, deliverables, timeline, Sales & Marketing Fee, and commission structure
Timeline: 1-2 weeks
Phase 2: Research, Positioning & Presentation Development
What Happens:
We conduct extensive market research and create compelling materials that position your opportunity for maximum appeal.
Our Process:
Deep-dive research into target industries and company sponsorship activities
Competitive analysis of similar opportunities
Development of comprehensive Sponsorship Opportunity Presentation
Creation of targeted prospect list
Refinement and approval of all materials with you before outreach begins
What You'll Receive:
Professional presentation deck showcasing your opportunity
Detailed prospect list organized by industry and priority
Outreach strategy and messaging approach
Opportunity to review and approve everything before we contact anyone
Timeline: 2-3 weeks
Phase 3: Strategic Outreach & Engagement
What Happens:
We execute a targeted outreach campaign designed to generate qualified interest.
Our Approach:
Initial Outreach: 50-100 Companies
We send your Sponsorship Opportunity Presentation to carefully selected prospects across target industries, accompanied by personalized outreach.
Active Engagement: 25-50 Companies
We follow up with detailed information, answer preliminary questions, and conduct exploratory conversations with companies showing interest.
Formal Presentations: 5-25 Companies
We deliver comprehensive pitches (in-person, video conference, or phone) to qualified prospects who have demonstrated serious interest in partnering with you.
Throughout This Phase:
Regular status updates on outreach progress and responses
Feedback on prospect questions, concerns, and interest levels
Coordination on timing, additional materials, and site visits
Transparency into all communications and next steps
Timeline: 4-12 weeks (varies by industry and opportunity)
Phase 4: Negotiation & Contract Finalization
What Happens:
We facilitate negotiations and ensure all parties reach mutually beneficial agreements.
Our Role:
Address all sponsor questions and concerns collaboratively with you
Facilitate negotiations on pricing, benefits, and activation details
Coordinate contract development between both parties
Ensure all terms are clearly defined and agreed upon
Support the review process until contracts are signed
What You Can Expect:
Full transparency throughout negotiations
Your approval required for any material terms or concessions
Professional contract facilitation between your team and sponsor
Clear timeline for contract review, revision, and execution
Timeline: 2-6 weeks per deal (varies by complexity)
Phase 5: Activation Support & Partnership Launch
What Happens:
We don't disappear after the contract is signed. We provide guidance to help ensure successful partnership activation.
How We Help:
Facilitate kickoff meetings between you and your sponsor
Provide activation planning guidance and best practices
Offer recommendations on experiential marketing and brand integration
Support communication between both parties during the transition
Remain available for questions as the partnership launches
Timeline: Ongoing through partnership launch
Our Fee Structure: Aligned for Success
Low-Risk Investment Model
Roaring Fork Agency operates on a performance-driven fee structure designed to minimize your upfront risk while ensuring we're incentivized to deliver results.
Sales & Marketing Fee:
A small upfront fee covers initial research, presentation development, and outreach campaign setup. This ensures we can dedicate the necessary resources to positioning your opportunity professionally and strategically.
Commission Structure:
The majority of our compensation comes from commission earned on successfully closed deals. Commission is paid Net 30 Days after:
Sponsorship deal is finalized
Contract is fully executed by both parties
Sponsor has paid the event/venue per contract terms
Why This Model Works:
✓ Minimal Upfront Investment – Small Sales & Marketing Fee gets things started
✓ Shared Risk – We're invested in finding the right partner, not just any partner
✓ Aligned Incentives – We succeed when you succeed
✓ No Payment Without Results – Commission only earned on completed deals
Fee Details:
Sales & Marketing Fee and commission rates are agreed upon and detailed in our Sponsorship Sales Contract signed before we begin work. Fees vary based on opportunity type, scope, and complexity.
What Makes Our Process Different
Transparency at Every Step
You know exactly who we're contacting, what we're saying, and what responses we're getting. No black box.
You Maintain Control
You approve target companies, review all materials, and have final say on any deal terms. We're your partner, not a replacement.
Quality Over Quantity
We don't blindly blast your opportunity to thousands. We strategically target 50-100 companies to ultimately pitch to the most qualified 5-25 prospects.
Research-Driven Targeting
Extensive upfront research means we're approaching companies with genuine potential interest, not wasting anyone's time.
Long-Term Partnership Focus
We're not chasing quick commissions. We're building relationships that can grow year over year, creating compounding value.
Expertise You Can Trust
Two decades of experience, 300+ event relationships, and hundreds of successful deals inform every strategy we develop.
Typical Timeline for Sponsorship Deals
From Start to Signed Contract:
Fast Track: 2-3 months (existing relationships, straightforward opportunities)
Standard: 4-6 months (most opportunities fall here)
Complex/Premium: 6-12 months (major naming rights, multi-year deals, new market entry)
Variables that affect timing: industry sector, deal complexity, decision-making processes, budget cycles, and number of stakeholders involved.
Ready to Get Started?
If you have a sponsorship opportunity or naming rights deal you'd like to discuss, let's talk about how Roaring Fork Agency can help you find the right partner.
Contact Paul Birdwell:
paul@roaringforkagency.com
415-730-4854
Based in: Santa Monica, San Francisco, Newport Beach, Incline Village (Lake Tahoe), Aspen, Kirkland
Frequently Asked Questions
Q: What types of opportunities do you work on?
A: Event sponsorships, venue naming rights, destination partnerships, sports properties, cultural initiatives, music festivals, design events, real estate developments, airport lounges, nonprofit fundraising, and more.
Q: Do you work with brands looking for opportunities, or just properties seeking sponsors?
A: Both! We help properties find sponsors AND advise brands on strategic partnership opportunities.
Q: What is the Sales & Marketing Fee, and what does it cover?
A: It's a small upfront fee that covers research, presentation development, prospect list creation, and campaign setup. This ensures we can dedicate proper resources to positioning your opportunity professionally from day one.
Q: What if we already have a sponsor in mind?
A: We can facilitate that specific conversation, or we can broaden the search to create competitive tension and potentially better terms.
Q: How involved do we need to be during the process?
A: We need your input during strategy development and final negotiations, but we handle the heavy lifting of research, outreach, and presentations.
Q: What happens if you can't find a sponsor?
A: While there's a small upfront Sales & Marketing Fee, the bulk of our compensation comes from commission on closed deals. If we don't secure a sponsor, you avoid the larger commission payment.
Q: Can you help with activation after a deal is signed?
A: Yes! While our primary focus is securing partnerships, we provide activation guidance and can connect you with specialists for execution.
Q: Do you work with companies in specific industries only?
A: No. We work across all industries including hospitality, technology, consumer goods, automotive, financial services, healthcare, luxury brands, food & beverage, and more.
Q: How do you determine which companies to approach?
A: Through collaborative discussions with you, competitive research, industry analysis, and our extensive knowledge of which companies actively invest in sponsorships. You approve the target list before we reach out.
If you have any questions about event sponsorship or venue naming rights contact Paul Birdwell at the Roaring Fork Agency:
paul@roaringforkagency.com
415 730 - 4854
Aspen, Colorado
Tiburon, California
Incline Village, Nevada
Santa Monica, California
Newport Beach, California
Twitter - @RoaringForkAgcy