Your Pitch is vital. You need to nail it before you start speaking to donors or you’ll come unstuck. Time spent on this preparation is never wasted – it is a waste of time to write poorly-constructed proposals.
It used to be the natural thing for us to question everything – we asked why? all the time. Over time we’ve stopped doing that so much – we know more, we don’t ask as much. Asking “yeah, but why?” about your fundraising proposition is a good test of whether you’ve arrived at the nub of the issue yet… and if you can’t answer the whys that you come up with you won’t be answering the whys of your audience