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 29 April 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

€690 / £600

10%

LEVEL 2

€860 / £749

20%

LEVEL 3

€1,380 / £1,199

22.5%

LEVEL 4

€2,199 / £1,999

25%

LEVEL 5

€3,999 / £3,499

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

September 2026 course:

Wednesday 23 September	Enrolment Closes (settlement is to be received in full by this date)
Thursday 24 September	COURSE STARTS. Registration Day. ESA Team will email your login by close of play (if full settlement has been received) Module 1 material (videos & presentations) released online
Wednesday 30 September	Clinic 1 (12:00-13:00 BST / 13:00-14:00 CEST) Module 2 material released online
Wednesday 7 October	Clinic 2 (12:00-13:00 BST / 13:00-14:00 CEST) 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) Module 4 material released online
Wednesday 21 October	Clinic 5 (12:00-13:00 BST / 13:00-14:00 CEST) 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) 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 26 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)

2027 dates

January 2027 course:

Tuesday 12 January	Enrolment Closes (settlement is to be received in full by this date)
Wednesday 13 January	COURSE STARTS. Registration Day. ESA Team will email your login by close of play (if full settlement has been received) Module 1 material (videos & presentations) released online
Wednesday 20 January	Clinic 1 (12:00-13:00 GMT / 13:00-14:00 CET) Module 2 material released online
Wednesday 27 January	Clinic 2 (12:00-13:00 GMT / 13:00-14:00 CET) Module 3 material released online
Friday 29 January	Clinic 3 – Assessment clinic (12:00-13:00 GMT / 13:00-14:00 CET)
Wednesday 3 February	Clinic 4 (12:00-13:00 GMT / 13:00-14:00 CET) Module 4 material released online
Wednesday 10 February	Clinic 5 (12:00-13:00 GMT / 13:00-14:00 CET) Modules 5 & 6 material released online
Week commencing Monday 15 February	Reading week
Wednesday 24 February	Clinic 6 (12:00-13:00 GMT / 13:00-14:00 CET) Modules 7 & 8 material released online
Wednesday 3 March	Clinic 7 (12:00-13:00 GMT / 13:00-14:00 CET)
Friday 12 March	Written Proposal deadline (by 23:59 GMT)
Friday 19 March (and Thursday 18 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
Thursday 25 March	Results published (by close of play) (prior to Easter weekend)

May 2027 course:

Tuesday 27 April	Enrolment Closes (settlement is to be received in full by this date)
Wednesday 28 April	COURSE STARTS. Registration Day. ESA Team will email your login by close of play (if full settlement has been received) Module 1 material (videos & presentations) released online
Monday 3 May	May Day bank holiday
Wednesday 5 May	Clinic 1 (12:00-13:00 BST / 13:00-14:00 CEST) Module 2 material released online
Wednesday 12 May	Clinic 2 (12:00-13:00 BST / 13:00-14:00 CEST) Module 3 material released online
Friday 14 May	Clinic 3 – Assessment clinic (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 19 May	Clinic 4 (12:00-13:00 BST / 13:00-14:00 CEST) Module 4 material released online
Wednesday 26 May	Clinic 5 (12:00-13:00 BST / 13:00-14:00 CEST) Modules 5 & 6 material released online
Monday 31 May	Spring bank holiday
Week commencing Monday 31 May	Reading week
Wednesday 9 June	Clinic 6 (12:00-13:00 BST / 13:00-14:00 CEST) Modules 7 & 8 material released online
Wednesday 16 June	Clinic 7 (12:00-13:00 BST / 13:00-14:00 CEST)
Friday 25 June	Written Proposal deadline (by 23:59 BST)
Friday 2 July (and Thursday 1 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 9 July	Results published (by close of play)

September 2027 course:

Tuesday 21 September	Enrolment Closes (settlement is to be received in full by this date)
Wednesday 22 September	COURSE STARTS. Registration Day. ESA Team will email your login by close of play (if full settlement has been received) Module 1 material (videos & presentations) released online
Wednesday 29 September	Clinic 1 (12:00-13:00 BST / 13:00-14:00 CEST) Module 2 material released online
Wednesday 6 October	Clinic 2 (12:00-13:00 BST / 13:00-14:00 CEST) Module 3 material released online
Friday 8 October	Clinic 3 – Assessment clinic (12:00-13:00 BST / 13:00-14:00 CEST)
Wednesday 13 October	Clinic 4 (12:00-13:00 BST / 13:00-14:00 CEST) Module 4 material released online
Wednesday 20 October	Clinic 5 (12:00-13:00 BST / 13:00-14:00 CEST) Modules 5 & 6 material released online
Week commencing Monday 25 October	Reading week
Sunday 31 October	Clocks change – UK daylight saving ends
Wednesday 3 November	Clinic 6 (12:00-13:00 GMT / 13:00-14:00 CET) Modules 7 & 8 material released online
Wednesday 10 November	Clinic 7 (12:00-13:00 GMT / 13:00-14:00 CET)
Friday 19 November	Written Proposal deadline (by 23:59 GMT)
Friday 26 November (and Thursday 25 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 3 December	Results published (by close of play)