Pitching Women's Tennis to Corporate Sponsors: A Case Study of Pilot Pen Tennis

len L. Sack
Gil Fried

There is a growing body of knowledge that investigates sport sponsorship from the point of view of sponsoring organizations. What has not received a great deal of attention, however, is the process by which sport properties identify, contact, and pitch proposals to prospective sport sponsors. The major purpose of this study was to focus on a major women's tennis event to describe the steps and strategies used in the sponsorship acquisition process.