“Public/private, sharing the responsibilities: how to deal with the loss of public funds”

François de Mazières, Président de la Cité de l'architecture et du patrimoine, Paris

“Looking at different models to raise money: how to exploit content and co-produce with brands”
Nicole Newman, Director of Development, Somerset House, London

A new landscape is opening up today in the world of sponsorship, where new messages and new content take part in the development of partnerships, targeting new and larger audiences generating efficient public relations, creating a 'buzz' and financing projects and maximising sales...

“Dreams that money can buy: what business really wants from the arts”
Thomas Girst, Head of Cultural Communications, BMW Group, Munich

Keys to understanding your contact
The first point is to know who you are talking with, both from the business and cultural sides...

“A vision for tomorrow's sponsorship: Berlin and Istanbul's example”
Maia Guarnaccia, Vice President, IMG, Paris

Today, the objective of many cities across the world is to impose their image on the cultural map. They are numerous strategies to achieve this...

“The ethical code: how far should an arts institution go - two different approaches to sponsorship for attracting new audiences”
Will Gompertz, Director of Tate Media, Tate, London

Tate is extremely open and liberal, has a great open-mindedness and very good relationships with its corporate members and sponsors. Tate views corporate influence as very positive and certainly not as a threat...

“A question of ethics: how far is a cultural organisation prepared to go to please its sponsor - a French point of view”
Mark Alizart, Deputy Director, Palais de Tokyo, Paris

A structure which relies on the search for sponsors
The Palais de Tokyo, such as we know it today, was born out of the energy and ideas of Catherine Trottman in 2001, who wanted to create this art centre in this building with its unique architecture...

“Vision: future trends in cultivating your networking”
Jean-Yves Kaced, Commercial Director and Director of Development and Communication, Opéra National de Paris, Paris

In recent years, sponsorship has become an essential money provider for many cultural organisations. Nevertheless, due to the current financial crisis, the future is looking tough.

“Solutions in the Market Place”
Wendy Stephenson, Consultant and CEO, Sponsorship Consulting, London

It is not possible to plan a sponsorship partnership without considerating both the marketing potential and exploiting all angles of the project (return on investment)...

“Negotiating the sponsor's benefits and managing expectations”
Maria Finders, Director Europe, Brunswick Arts, Paris

It is better to establish a partner style relationship rather than one that is solely sponsor and client. Partnership style relationships are flexible enough to incorporate donations that are more than just cash - expertise, resources, know-how. The idea is to distribute information and skills between the two parties...

“Audience Analysis - knowing your audience to find the right sponsor”
Simon McQuiggan, Managing Partner, Muse, London

Research shows that the commercial sector is not satisfied with the way in which it is approached by cultural organisations...

“Contra deal offers: in kind or cash”
Mia Prce, Press and Communications, Royal Museums of Fine Arts of Belgium, the Magritte Museum, Brussels on behalf of Philippe Peyrat, Communication and Financial Communication, GDF SUEZ

The main advantage for sponsorship is that it establishes a long-term relationship and real dialogue between the cultural institution and its partner, guaranteeing that each party gets specific benefits out of the relationship...

“The cultural sector and new vehicles of philanthropy”
Philippe-Henri Dutheil, Partner, Ernst&Young, Parisv

A new fiscal environment
The creation of a new law in August 2008, as part of the Modernisation of the Economy (LME), now permits American style endowment funds, and allows for further tax incentives beyond those traditionally associated with philanthropy. French cultural institutions must now act upon two avenues in their search for funds: corporate foundations and donations / endowment funds...

“From structural sponsorship to integrated artistic collaboration”
Elke Kristoffersen, BOZAR Funding Director, BOZAR, Brussels
Steven De Smet, Communications Manager, Sony Belgium, Zaventem

Looking at how the partnership between Bozar and Sony developed to allow a multi-disciplinary artistic establishment to reduce the intrinsic risks linked to fixed-term, temporary partnerships...

“The sponsor as media: venues of the Cité de l'Architecture et du Patrimoine”
Jean-Marie Guinebert, Director of Communication and Partnerships, Cité de l'Architecture et du Patrimoine, Paris
Philippe Khyr, Head of Art & Life Titles, Lagardère Active, Paris

When a cultural organisation joins forces with a partner and brings in a third party...

“Cultural institutions, cultivate your differences; Sponsors, get out of your comfort zone and dare to be innovative”
Claire Gannet, Head of Sponsorship, Comédie-Française, Paris
Agnès de Ribet, Director of Communication and Marketing, Grant Thornton, Paris

The sponsorship started with Grant Thornton approaching the Comédie-Française. Grant Thornton was looking for something innovative and they realised that the association of the two images, the one of the Comédie-Française and theirs, was interesting...

“United Diversity - European Alliance”
Caroline Siobhan Ryan, Curator, Pi Art, Paris
Armelle Weber, Partnership Manager, Thalys International, Brussels

Objectives of the session: How, in the role of sponsor, do you go beyond an initial sponsorship proposal and develop an exhibition concept which becomes a vehicle for communication...

“Making marriage work”
Ilona Harris, Senior Business Development Manager, Royal Opera House, London
Faye Carter, Events and Sponsorship Manager, Deloitte, London

How to identify the keys needed to build a solid and successful partnership.
Important elements for building a high quality partnership...