For Impact


Sales Process (A Visual)

Fund Development, Sales Process | | Tom Suddes

Wanted to share this illustration of a customized sales process we did with a client. If you’ve been to a workshop you will recognize Predisposition > Present the Opportunity > Follow-up.

Though we originally made it for one client, we think it’s pretty near universal.

  • Leads feed into a PREDISPOSITION STRATEGY.
  • VISIT! Do Discovery and then Present the Opportunity … could be two visits or one but not more.
  • The GOAL is a big deal to me … if we can get them to say, “Wow, this is great, what can I do to help?” … then it’s not about cultivation, time or a chess-like gambit. It’s about communicating the ‘how to help’… now/today.
    If they don’t say, “Wow!” … then we effectively JUST ASK around the goal … and get permission to talk about the funding plan on the next (second) visit.
  • Follow-up – is a STRATEGY, not an ACTION ITEM.


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