Prospect, Cultivate, Pitch, Close

William Pitcher

William Pitcher

Pitcher Group Sponsorship + Philanthropy

October 25, 2018, full-day workshop

Building a Prospect Pipeline

In the fundraising world, planning and tracking your solicitation process is called Moves Management, and referred to as Sales Pipeline Management in the commercial sector. This workshop will show you how to take control of your solicitation efforts, and raise more money.

In this interactive workshop you will learn and practice a thorough process to identify and track the stages of a sales cycle as well as the steps to take at each stage. The goal: by the end of the day, you will have a solid plan for a number of your hottest prospects, and a winning framework for your entire solicitation process.

Are You Proactively Managing Your Sponsorship Sales Process?

Companies have very specific and differing reasons for adding sponsorship to their marketing mix. Companies also vary in the teams involved in making their sponsorship decisions and in their decision-making processes. Just like you should tailor your sponsorship opportunities and benefits for each prospect, your cultivation efforts should be customized to each company. Moves Management provides you with a framework to identify and proactively meet the unique demands of soliciting each your prospective sponsors.

Your Opportunity

You will be introduced to strategic selling at the highest level. You will learn how to know exactly what you should do next with each of your sponsorship prospects. Imagine having an accurate projection of how much you are going to raise in the next quarter. Would you like to know what part of your solicitation process is most successful and what part needs the most work? Can you imagine a system where others are able to gauge the quality of your efforts, not just the size of your results? Maybe you would like a system that focuses your volunteers on closing calls rather than just throwing out more names? Going even further, imagine a system that not only would increase your sponsorship results, but can be used with philanthropic prospects as well. You will develop tactics unique to your organization and on a prospect-by-prospect basis.

All of these are real outcomes and will be discussion points during the workshop. More importantly, Moves Management will show you how to apply the lessons of these examples to your actual hottest prospects. You will raise more money with this strategy.

What You Will Learn

With Moves Management, you will learn the following:

  • Why a Moves Management process can significantly contribute to your sponsorship success.
  • The difference between tracking activity and tracking moves.
  • How to identify and structure the stages of your solicitation process.
  • How to identify and create cultivation actions (touches) for each stage of your solicitations.
  • Using Moves Management to benchmark and track your solicitation progress.
  • How to get started with your actual prospects.

Who is Moves Management for?

This session is for anyone, from beginner to sponsorship veteran, who is not currently using an effective moves management (sales pipeline) process. The workshop is designed to be of value regardless of the type of organization you are coming from or the types of sponsorships and sponsors you are seeking.

Session Format & Tools

Moves Management will look at real world examples. It will provide interactive questions and exercises for you to consider and address challenges in your own organization. You will receive tools you can use with colleagues in your organization after the workshop. As a participant in the workshop, you will also get access to an online forum where you can follow-up with fellow attendees or ask further questions of your session leader.


The Registration Desk is open. To register, click here.

Full participation in Prospect, Cultivate, Pitch, Close is applicable for 7.0 points in Category 1.B – Education of the CFRE International application for initial certification and/or recertification.