forimpact.org » Sales (Major Gifts) Process http://www.forimpact.org Mon, 06 Feb 2012 21:50:06 +0000 en hourly 1 http://wordpress.org/?v=3.1 Presentations http://www.forimpact.org/2009/11/presentations.php http://www.forimpact.org/2009/11/presentations.php#comments Mon, 16 Nov 2009 17:48:14 +0000 Tom Suddes http://www.forimpact.org/?p=3445 I was reading a book this morning called THE DESIGN OF BUSINESS
by Roger Martin who is a Dean at the Rotman School of Management at University of Toronto.

His big thing is the DESIGN FUNNEL… going from MYSTERY (problem) to HEURISTICS (rule of thumb) and then to ALGORITHM (a system or process that works and can be replicated).

Based on my 35+ years, and a ton of work in the last five years around the ALGORITHM … we have developed the For Impact ROAD MAP, which is also our SALES PROCESS.

You’ve probably all seen it, but I just wanted to reinforce the following:

    1. CASE FOR SUPPORT.
    2. QUALIFIED PROSPECTS.
    3. PRESENTATION DESIGN.
    4. PREDISPOSITION.
    5. THE PRESENTATION.
    6. FOLLOW-UP.

There it is. SIMPLE. STRAIGHT FORWARD. ALGORITHM (Process). You just need to EXECUTE!

GO FOR IT.

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