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Title / Manage sponsorship for a conventions and incentives industry project
Level / 6 / Credits / 20
Purpose / People credited with this unit standard are, for a conventions and incentives industry project, able to: establish sponsorship objectives; develop sponsorship offers; secure support and negotiate sponsorship participation; establish and develop sponsorship agreements or contracts; manage the delivery of agreed benefits to sponsors; and monitor, review, and evaluate the sponsorship.
Classification / TourismTourism Conventions and Incentives
Available grade / Achieved
Explanatory notes
1Assessment against this unit standard must take place in a conventions and incentives industry workplace. Evidence of competency in this unit standard cannot be demonstrated under simulated conditions in a training provider environment.
2Definitions
Conference and/or convention refers to a formal meeting or assembly of attendees for consultation, discussion, or for some special or occasional purpose which includes a minimum of 50 attendees, two days’ duration, and the use of a venue.
Conventions and incentives industry refers to organisations involved in the management, marketing, or implementation of conventions, conferences, or incentives.
Incentive is a global management tool that uses a reward to motivate and/or recognise participants for increased levels of performance in support of organisational goals.
Industry practice refers to the expected standards of performance required of a professional working in the conventions and incentives industry. An indication of criteria for standards may include but is not limited to – documented workplace policies and procedures, industry codes of practice, and drafted constitutions and/or codes of ethics of industry associations, such as those produced by the following:
Meetings and Events Australia (MEA), Sydney,
International Congress and Convention Association (ICCA), Amsterdam,
International Association of Professional Congress Organisers (IAPCO), London,
Society of Incentive and Travel Executives (SITE), Chicago,
Conventions and Incentives New Zealand (CINZ), Auckland,
Project refers to a conference, convention, or incentive.
Sponsorship refers to the provision of funds or goods or services in kind, in return for agreed benefits.
Venue refers to any place where a conference, convention, or incentive is held.
Outcomes and evidence requirements
Outcome 1
Establish sponsorship objectives for a conventions and incentives industry project.
Evidence requirements
1.1Sponsorship objectives are developed in accordance with the event owner requirements and the nature of the sponsorship support sought.
Rangeobjectives may include but are not limited to – brand awareness, help reinforce corporate and social responsibility in the community, help maintain and grow customer base and relationships, help support corporate issues.
1.2Developed objectives are defined and quantified in accordance with event owner’srequirements.
1.3The revenue target sought via sponsorship is defined in accordance with the objectives.
Rangerevenue in kind, revenue in funds.
1.4A sponsorship budget is produced from which the level of sponsorship support required can be determined.
Rangeestimated revenue, expenses.
Outcome 2
Develop sponsorship offers for a conventions and incentives industry project.
Evidence requirements
2.1Internal resource expertise and availability is assessed in accordance with identified event ownerrequirements.
2.2Potential sponsors are identified and sponsorship offers developed relevant to the project and prospective sponsorship sources.
Rangesponsorship offers must include but are not limited to – promoting the benefits of sponsorship, differentiating forms of sponsorship.
Outcome 3
Secure support and negotiate sponsorship participation for a conventions and incentives industry project.
Evidence requirements
3.1An assessment of the nature of the sponsorship offer identifies potential benefits to event owner, potential benefits to sponsors, and potential risks to each, in accordance with industry practice.
3.2Potential sponsor receptivity to the sponsorship offer is identified in accordance with data produced from research into their organisation.
Rangeresearch areas may include but are not limited to – products and/or services, sponsor’s commercial profile, previous sponsorship involvements.
3.3Material developed to inform the prospective sponsor details the nature and purpose of the sponsorship arrangement in accordance with industry practice.
3.4Sponsorship offers are tailored to meet the needs of the sponsoring organisation.
3.5Negotiations determine and define the benefits to sponsors, the nature and extent of their sponsorship, and the undertakings made to them in relation to the sponsorship offer.
Outcome 4
Establish and develop sponsorship agreements or contracts for a conventions and incentives industry project.
Evidence requirements
4.1Sponsorship agreements or contracts are developed and verified in accordance with arrangements negotiated.
4.2Sponsorship agreement or contract makes provision for the extension of sponsorship arrangements with the authorisation of the parties to the agreement or contract.
Outcome 5
Manage the delivery of agreed benefits to sponsors for a conventions and incentives industry project.
Evidence requirements
5.1Management processes ensure that undertakings made by parties to the agreement or contract are fulfilled on the day of delivery.
5.2Management processes ensure that agreed communication and promotions undertakings are fulfilled on the day of delivery.
5.3Management processes ensure that funds received are applied in accordance with sponsorship agreement or contract on the day of delivery.
5.4Management processes ensure that information is gathered to enable management performance to be reviewed against agreed outcomes on the day of delivery.
Outcome 6
Monitor, review, and evaluate the sponsorship for a conventions and incentives industry project.
Evidence requirements
6.1Monitoring and review processes incorporate mechanisms for obtaining feedback from sponsors, and allow evaluation of the extent to which sponsorship objectives have been fulfilled, and to recommend variations to strategies if criteria are not being met.
6.2Monitoring, review, and evaluation are carried out consistent with the nature of the sponsorship relationship, and implementation of the sponsorship agreement or contract.
Planned review date / 31December2021Status information and last date for assessment for superseded versions
Process / Version / Date / Last Date for AssessmentRegistration / 1 / 13 September 1999 / 31 December 2012
Review / 2 / 19 March 2010 / 31 December 2018
Review / 3 / 17 November 2016 / N/A
Consent and Moderation Requirements (CMR) reference / 0078
This CMR can be accessed at
Please note
Providers must be granted consent to assess against standards (accredited) by NZQA, before they can report credits from assessment against unit standards or deliver courses of study leading to that assessment.
Industry Training Organisations must be granted consent to assess against standards by NZQA before they can register credits from assessment against unit standards.
Providers and Industry Training Organisations, which have been granted consent and which are assessing against unit standards must engage with the moderation system that applies to those standards.
Requirements for consent to assess and an outline of the moderation system that applies to this standard are outlined in the Consent and Moderation Requirements (CMR). The CMR also includes useful information about special requirements for organisations wishing to develop education and training programmes, such as minimum qualifications for tutors and assessors, and special resource requirements.
Comments on this unit standard
Please contact ServiceIQ you wish to suggest changes to the content of this unit standard.
ServiceIQSSB Code 9068 / New Zealand Qualifications Authority 2018