3: Third Call (Pricing/Proposal Playbook)

Pricing/Proposal Meeting: Corporate Foundation Prospects

This guide helps Account Executives (AEs) deliver a concise and effective pricing/proposal meeting for Corporate Foundation prospects. It builds on the Discovery and Pitch/Demo calls by recapping key pain points and demonstrating alignment with Catchafire’s solutions. The focus is on presenting a clear, value-driven proposal with an emphasis on outcomes, followed by the recommended tier and pricing breakdown.

WHAT TO KNOW

Key Context

• Corporate Foundation Persona Overview

• Competitive Intelligence Notes

• Previous Discovery & Demo Call Highlights - Review your Account Plan/Discovery notes!

Objectives of the Pricing/Proposal Meeting

• Recap the prospect’s pain points and Catchafire’s alignment with solving them.

• Present the recommended Catchafire tier and explain how it meets their needs.

• Provide a detailed pricing breakdown and next steps.

WHAT TO DO BEFORE

Prepare

1. Review Discovery & Demo Highlights
   Go over your notes from the first two calls, particularly:

   • Key pain points uncovered during Discovery (e.g., challenges with scaling grantee support, difficulty tracking impact, etc.).

   • Outcomes and solutions highlighted during the Demo call (e.g., how Catchafire can help increase volunteer engagement, provide cost savings, or improve tracking and reporting).

2. Customize Your Proposal Deck
   Pull the proposal template from the Google Template Gallery. Adjust the first two slides to:

   • Recap the main pain points.

   • Highlight how Catchafire’s platform directly addresses these pain points and the outcomes achievable (keep this to two slides max).

3. Finalize Tier & Pricing
   Choose the recommended tier that aligns best with the prospect’s budget, challenges, and goals. Be ready to explain:

   • What the tier includes (services, number of projects, volunteer engagement opportunities, reporting, etc.).

   • How this tier is tailored to their needs.

   • A clear breakdown of the pricing structure and payment options.

PRE-CALL CHECKLIST

1. Familiarize Yourself with the prospect’s pain points, desired outcomes, and the solutions demonstrated during the demo.

2. Prepare the Proposal Deck: Ensure the slides are concise and outcome-focused (no more than 2 slides on pain points/outcomes).

3. Anticipate Objections: Be ready to address potential concerns about pricing or deliverables based on the prospect’s priorities.

WHAT TO SAY

Meeting Strategy

The goal of this meeting is to transition smoothly from a recap of the pain points and solutions to presenting a recommended tier and pricing, keeping the conversation clear and concise.

Control the Flow
Set the agenda early in the meeting:

1. Brief recap of the challenges discussed in the Discovery and how well Catchafire’s platform addresses them.

2. Transition into the recommended tier and what’s included.

3. Present the pricing breakdown and discuss next steps.

Example Script:
"Thanks for taking the time today. In our previous calls, we discussed some of the key challenges your foundation faces, particularly around tracking the impact of your grantees and scaling their support efficiently. During our demo, we walked through how Catchafire can help solve those issues by providing skilled volunteers, real-time impact tracking, and project scalability. Today, I’ll show you how we can move forward with a tier that best suits your needs."

PROPOSAL FLOW EXAMPLE

1. Recap of Pain Points & Alignment (Slide 1)
   Start with a quick summary of the key challenges they shared during Discovery (e.g., difficulties with scaling support, volunteer engagement, tracking grantee outcomes). Reinforce how these pain points were addressed during the demo.

   Example Script:
   “You mentioned in the first call that your team has struggled with scaling support for grantees and tracking the impact of volunteer contributions. Catchafire addresses these by matching your grantees with the right skilled volunteers and providing tools to track and report on project outcomes in real time.”

2. Outcomes Achievable with Catchafire (Slide 2)
   Follow up with a brief recap of the specific outcomes Catchafire enables, such as:

   • Increased grantee capacity to deliver on missions.

   • Real-time reporting of impact metrics.

   • Cost savings by reducing reliance on external consultants.

   • Example Script:“With Catchafire, we’ve seen foundations like yours increase their grantees' capacity by 30% or more, all while tracking every contribution and project in real time, ensuring your foundation’s goals are met efficiently.”

   • 
     

3. Recommended Tier & What It Includes (Slide 3)
   Transition into the recommended tier. Explain why this particular tier is the best fit for their foundation based on their goals.

   Example Script:
   “Based on your needs, we recommend the Impact Tier, which includes support for up to 50 projects per year, full access to our volunteer matching platform, and real-time impact tracking. This tier ensures that you can scale your grantee support, engage more skilled volunteers, and monitor your foundation’s impact effortlessly.”

4. Detailed Pricing Breakdown (Slide 4)
   Present the pricing details clearly, breaking down what they are paying for and the payment structure (annual vs. monthly, etc.). Highlight the value they’re getting from each element of the package.

   Example Script:
   “For the Impact Tier, the total cost is $XX,XXX annually, which includes all the services and features we discussed. This pricing reflects the significant value Catchafire will bring to your grantees and your foundation’s ability to scale support and measure impact.”

HANDLING OBJECTIONS

Be ready to address potential objections regarding pricing or deliverables. Here are a few common objections and how to respond:

1. Objection: "The pricing seems high."
   Response:
   “I understand your concerns about cost. However, what you’re investing in is a platform that can deliver measurable impact, such as increased grantee capacity and cost savings from reducing external consultancy needs. Additionally, we have flexible payment options to help manage the budget.”

2. Objection: "We’re not ready to commit."
   Response:
   “That’s completely understandable. How about we start with a smaller (Build) program that allows you to experience the value Catchafire brings without a full commitment? We can reassess after a few months to see if we want to expand the partnership.”

WHAT TO SEND/DO AFTER

1. Send the Proposal Deck – Include the final slides on recommended tier, pricing, and next steps.

2. Mutual Action Plan (MAP) – Outline the agreed-upon next steps, including any follow-up meetings or discussions.

3. Update Salesforce – Complete the MEDDIC fields, enter detailed notes, and move the opportunity to the appropriate lifecycle stage (Proposal Sent, Negotiation, etc.)