Organize your best prospects: setting up and operating a ‘sales funnel' Edit Title

Wed, Oct 01, 2014 at 1pm EDT / 10am PDT Edit Date

Do you / your organization have a structured way to document, prioritize and track most important relationships? Many non-profits ‘sell’ without calling it that - donors, community partners, or clients. This webinar will introduce a ‘sales process’ with theory, structure, and tools to help guide. A ‘sales funnel’ will be shared through an experiential format and case study.


  1. Become familiar with the theories behind the sales process as well as some basic terminology
  2. Gain understanding of how a developed sales system can benefit your organization
  3. Become exposed to some of the most affordable and effective tools and techniques on the market

About the presenter:

Drew Tulchin, MBA
Managing Partner, Social Enterprise Associates

Drew Tulchin is the managing partner at Social Enterprise Associates. Drew brings 15 years professional experience as a management consultant. He has consulted in more than 40 countries around the world from A (Afghanistan) to Z (Zambia), throughout the US and with seven Native American Tribes.

His work has led to client funding of nearly more than $100 million. Notable success stories include Sea to Table, a sustainable fish purveyor that links sustainable fishermen directly to restaurants and other end users. Using Social Enterprise Associate’s materials, Sea to Table was able to raise nearly $1 million in debt. Another is Burn Manufacturing, a social venture focused on creating clean burning cookstoves for the developing world. Burn recently closed a $400,000 bank relationship using SEA materials. Another is the Solar and Energy Loan Fund (SELF), an organization dedicated to developing clean energy for communities. SELF just received $500,000 in funding from an SEA business plan, market study and pitch packet.

Drew presents and publishes widely on these topics. He has contributed to more than 100 published works, including the Asian Development Bank publication, “Alternative sources of capital for social enterprises;” “Case Studies: Local Food & Sustainable Agriculture Initiatives in US,” and, “Compelling Returns, A Guide to Socially Responsible Investing,” for TIAA-CREF, 2008. Drew is a regular contributor to the Greenfire Times.

Drew completed his MBA from the University of Washington (Seattle). While there, he received the Entrepreneurship and Innovation Award from the Entrepreneurship Institute. He earned his BA, cum laude, in History and International Studies from Washington University (St. Louis), including a year abroad at University of Sussex’s Institute of Development Studies in England. He serves as treasurer to the Native American non-bank lender Cha Piyeh, Inc., on the supervisory committee of the Permaculture Agriculture Credit Union, is a Judge for the Social Impact Exchange, and an Advisor to the Global Social Enterprise Competition. He is a Founding Member of the Mentor Capital Network and Lifetime Member of Net Impact.

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