← Instrumentl
Instrumentl role-play cheat sheet
For the mock cold call at the end of most SDR interviews.
What they sell, in one line
Software that helps nonprofits and universities find grant funding and manage applications and deadlines in one place.
Who you'd be calling
Development directors, grant writers, grants managers and executive directors at nonprofits, plus research/sponsored programs staff at universities.
Your opener
“Hi, this is Sam from Instrumentl. We help nonprofits find grants they'd actually qualify for without spending hours searching. Quick question: how does your team find new funders today?”
Problems you solve for them
- Finding the right funders takes hours of manual searching
- Missed deadlines and scattered spreadsheets for tracking applications
- Small teams need more funding without hiring more people
Discovery questions to ask
- How do you currently find and track grant opportunities?
- How many people work on grants, and how many applications do you submit a year?
- Have you missed a deadline or a good funder because things got lost?
Objections they'll throw at you
“I'm busy.”
→ I hear you, grant season is crazy. Can I call back for 10 minutes at a time that works better for you?
“Not interested.”
→ No worries. Just so I understand, is your funding already where you want it, or is finding funders just not a priority right now?
“We already use spreadsheets or another tool.”
→ Lots of teams start there. What's the most annoying part of that setup, and would it help to see a faster way to find new funders?
“Send me an email.”
→ Of course. What type of work does your organization do, so I can send examples that fit you?
Competitors worth knowing
Candid, GrantStation
Interview tips for this company
- This role is building cold outbound from scratch, so show you're organized, self-driven and comfortable with lots of calls and emails.
- Learn basic grant terms: funder, RFP, 990, deadline, prospecting.
- Nonprofits are mission-driven with tight budgets. Talk about getting more funding with the same team.
Written from public information about Instrumentl to help you practice. Ask an insider what their role play looked like; it's the best prep there is.