You spend months building a sponsorship proposal, print it, deliver it, feel good about it, and then never hear anything back, or watch somebody hand it straight over the desk again, or see it go into a bin as you turn to leave. He describes that precisely, because he runs a business helping racing teams find sponsors and has watched it happen repeatedly.
His argument is that the proposal is the wrong instrument entirely. What a business actually wants is somebody capable of promoting them, so the work is demonstrating that value before you ask for anything at all.
Three posts cover this and they justify the visit, because almost nobody writes about motorsport sponsorship from inside it.
The rest is more personal: what his doctor said that changed something, what it takes to live with a bad back, and what his granddaughter taught him about compassion.
Fifteen posts. Read the sponsorship run in order if you race, and the doctor one whoever you are.