Syllabus

The eight ESA Sponsorship Sales Certificate modules are expanded upon in seven sessions – six course clinics and an assessment clinic – presented by ESA Fellow Catherine Hawkins, Founder of Think!Sponsorship. The course culminates in a formal assessment to accredit participants as best practice sponsorship sales practitioners: candidates respond to a brief that tests proficiency in written and oral sponsorship sales and presentation skills.

Session 1

Introduction & Goal Setting. Understanding sponsorship and its role in the marketing mix. Trends and market overview

Session 2

Developing your sponsorship proposition. Articulating your USP. Crafting your Elevator Pitch

Session 3

Understanding the assessment and accreditation process

Session 4

Proposal development – Developing Analytical Skills. The art and science of proposal writing

Session 5

Pricing Techniques. Understanding the audit methodology. Differentiating tangible & intangible assets

Session 6

Developing negotiation skills & closing out the deal

Session 7

Measuring sponsorship and evaluating return on investment. Wrap up & take aways

Formal Assessment

Participants have two weeks to prepare their written proposals in advance of a verbal presentation to the assessment panel.

From the September 2025 intake onwards: it is mandatory to have a mentor while studying the ESA SSC course and there is a fee for all assessment retakes.

Further details of the assessment can be found in ‘How is the course assessed?’ in our FAQ.

NB: This syllabus is subject to change; details will be regularly updated.

Fees

Please see FAQ for more info about Assessment resits and deferrals.

Course fee
£525
to be received in full by Wednesday 14 January 2026

Assessment resit fee
£150 (no discounts apply)
for any resit from the September 2025 course intake onwards. Please see FAQ for more info

ESA Members
receive a discount according to their membership level:

ESA membership level

Annual ESA membership fee

% discount off this course

STUDENT

€115 / £99

10%

LEVEL 1

€480 / £420

10%

LEVEL 2

€660 / £580

20%

LEVEL 3

€1,015 / £899

22.5%

LEVEL 4

€1,795 / £1,580

25%

LEVEL 5

€3,585 / £3,150

30%

Click here to see a list of our current ESA members

Charities
receive a discretionary discount with their Charity Registration Number. Please contact us

Please note:

·         Fees are due in full before login details can be divulged, as all course learning materials are made available online
·         Bank transfer or card payment possible – all course fees are only available in GBP
·         UK companies and individuals are charged 20% VAT – all prices are ex VAT

Dates – 2026

·         Course modules released weekly, followed by compulsory group clinic held via Zoom
·         Times are shown in GMT and CET, and BST and CEST subject to clocks change
·         Please note all dates and times are subject to change

January 2026 course:

Wednesday 14 January	Enrolment Closes (settlement is to be received in full by this date)
Thursday 15 January	Registration Day. ESA Team will email your login by close of play (if full settlement has been received)
Thursday 15 January	Module 1 material (videos & presentations) released online
Wednesday 21 January	Clinic 1 (12:00-13:00 GMT / 13:00-14:00 CET)
Wednesday 21 January	Module 2 material released online
Wednesday 28 January	Clinic 2 (12:00-13:00 GMT / 13:00-14:00 CET)
Wednesday 28 January	Module 3 material released online
Friday 30 January	Clinic 3 – Assessment clinic (12:00-13:00 GMT / 13:00-14:00 CET)
Wednesday 4 February	Clinic 4 (12:00-13:00 GMT / 13:00-14:00 CET)
Wednesday 4 February	Module 4 material released online
Wednesday 11 February	Clinic 5 (12:00-13:00 GMT / 13:00-14:00 CET)
Wednesday 11 February	Modules 5 & 6 material released online
Week commencing Monday 16 February	Reading week
Wednesday 25 February	Clinic 6 (12:00-13:00 GMT / 13:00-14:00 CET)
Wednesday 25 February	Modules 7 & 8 material released online
Wednesday 4 March	Clinic 7 (12:00-13:00 GMT / 13:00-14:00 CET)
Friday 13 March	Written Proposal deadline (by 23:59 GMT)
Thursday 19 March (and Monday 23 March if needed)	Verbal Presentation Assessment Each participant will have a 30-minute presentation slot (online via Zoom) at an agreed day & time. Further details of this formal assessment can be found in ‘How is the course assessed?’ in FAQ
Friday 27 March	Results published (by close of play)
Sunday 29 March	Clocks change – UK daylight saving begins

May 2026 course:

Wednesday 29 April	Enrolment Closes (settlement is to be received in full by this date)
Thursday 30 April	Registration Day. ESA Team will email your login by close of play (if full settlement has been received)
Thursday 30 April	Module 1 material (videos & presentations) released online
Monday 4 May	May Day bank holiday
Wednesday 6 May	Clinic 1 (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 6 May	Module 2 material released online
Wednesday 13 May	Clinic 2 (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 13 May	Module 3 material released online
Friday 15 May	Clinic 3 – Assessment clinic (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 20 May	Clinic 4 (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 20 May	Module 4 material released online
Monday 25 May	Spring bank holiday
Wednesday 27 May	Clinic 5 (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 27 May	Modules 5 & 6 material released online
Week commencing Monday 1 June	Reading week
Wednesday 10 June	Clinic 6 (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 10 June	Modules 7 & 8 material released online
Wednesday 17 June	Clinic 7 (12:00-13:00 BST / 13:00-14:00 CEST)
Friday 26 June	Written Proposal deadline (by 23:59 BST)
Friday 3 July (and Thursday 2 July if needed)	Verbal Presentation Assessment Each participant will have a 30-minute presentation slot (online via Zoom) at an agreed day & time. Further details of this formal assessment can be found in ‘How is the course assessed?’ in FAQ
Friday 10 July	Results published (by close of play)

September 2026 course:

Wednesday 23 September	Enrolment Closes (settlement is to be received in full by this date)
Thursday 24 September	Registration Day. ESA Team will email your login by close of play (if full settlement has been received)
Thursday 24 September	Module 1 material (videos & presentations) released online
Wednesday 30 September	Clinic 1 (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 30 September	Module 2 material released online
Wednesday 7 October	Clinic 2 (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 7 October	Module 3 material released online
Friday 9 October	Clinic 3 – Assessment clinic (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 14 October	Clinic 4 (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 14 October	Module 4 material released online
Wednesday 21 October	Clinic 5 (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 21 October	Modules 5 & 6 material released online
Sunday 25 October	Clocks change – UK daylight saving ends
Week commencing Monday 26 October	Reading week
Wednesday 4 November	Clinic 6 (12:00-13:00 GMT / 13:00-14:00 CET)
Wednesday 4 November	Modules 7 & 8 material released online
Wednesday 11 November	Clinic 7 (12:00-13:00 GMT / 13:00-14:00 CET)
Friday 20 November	Written Proposal deadline (by 23:59 GMT)
Friday 27 November (and Thursday 27 November if needed)	Verbal Presentation Assessment Each participant will have a 30-minute presentation slot (online via Zoom) at an agreed day & time. Further details of this formal assessment can be found in ‘How is the course assessed?’ in FAQ
Friday 4 December	Results published (by close of play)

Next intake: January 2027