Apmp jan2011

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In a world where tenure is short, how do some create a career? This slideset is from a presentation to the Midwest Chapter of APMP, teaching a technique to market yourself internally and get buy-in from management for your ideas and work proposals.

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  • ## Get something to take notes as you’ll be needing your notes for three exercises at the end.
  • Here’s how this process works. Our director of IT was a techie through and through. He’d been asking for funds to purchase new servers for 3 years. Every year he got shot down. He was literally backing up our files with obsolete PCs rescued from the trash. One night a server went down and took with it client files as well as one of our proposal databases. I called the director to ask whether the hard drive could be resuscitated when he told me the story. I told him to watch for an email, and I wrote a quick note to the CEO. I wrote: The database that went down cost us $120,000 to create over 3 years, but the good news was that the other server contained the $50 million dollar proposal that would have been forfeited if we’d lost the files. However, I am concerned because the other server is in the same condition as the one we lost. Would we be able to get a second backup server to cover us? I CC’d the IT Director and hit send. The CEO didn’t respond to the email. He picked up the phone, called the Director of IT, and instructed him to buy the new servers and rush them into place. The Director of IT called me 15 minutes after I sent the email and wanted to know how I did it. In 15 minutes, you’ll know how I did it. ##
  • ## 4 types of managers. Every organization has all of these. As we go through each description, jot down people in your organization who meet the descriptions. You’ll need this for the exercises in a few minutes.
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  • ## Write down the names of one or more in your organization who fit this description.
  • ## Write down the names of one or more in your organization who fit this description.
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  • ## Jot down the name of one or more managers in your firm who meet this description.
  • ## Jot down the name of one or more managers in your firm who meet this description.
  • ## Read From Selling to VITO by Anthony Parinello: “ Seymours have lots of influence (which, given their distaste for decision making, is another way of saying that they spend a great deal of time shooting things down.) They typically have very limited authority; they are not movers and shakers within the organization.”
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  • ## Have you jotted down at least one name for each of these manager types? You’ll need this in a few minutes, so be sure to put a name down for each of the BUGS BUGS will change according to the firm, your offering, and the economic cycle for the firm. Tell a story about selling DESIGNER PAPER CLIPS to Large Firm, Inc. Tell a story about selling Designer Paper Clips to a Small Design firm.
  • BUGS will change according to the firm, your offering, and the economic cycle for the firm. Tell a story about selling DESIGNER PAPER CLIPS to Large Firm, Inc. Tell a story about selling Designer Paper Clips to a Small Design firm. ##
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  • ## Boss: How much money can we make? (best) How much money can we save? (3 rd best) Research the numbers, give quantities. User: Describe how your proposal makes it better, faster, easier. . . Gatekeeper: Make me feel powerful. First choice is to go around the Gatekeepers. But sometimes we get trapped and can’t go around them without turning them against us. Supporter: They want to help. Do your share by figuring out specifically what you need.
  • ## Boss: How much money can we make? (best) How much money can we save? (3 rd best) Research the numbers, give quantities. User: Describe how your proposal makes it better, faster, easier. . . Gatekeeper: Make me feel powerful. First choice is to go around the Gatekeepers. But sometimes we get trapped and can’t go around them without turning them against us. Supporter: They want to help. Do your share by figuring out specifically what you need.
  • ## Boss: How much money can we make? (best) How much money can we save? (3 rd best) Research the numbers, give quantities. User: Describe how your proposal makes it better, faster, easier. . . Gatekeeper: Make me feel powerful. First choice is to go around the Gatekeepers. But sometimes we get trapped and can’t go around them without turning them against us. Supporter: They want to help. Do your share by figuring out specifically what you need.
  • ## Boss: How much money can we make? (best) How much money can we save? (3 rd best) Research the numbers, give quantities. User: Describe how your proposal makes it better, faster, easier. . . Gatekeeper: Make me feel powerful. First choice is to go around the Gatekeepers. But sometimes we get trapped and can’t go around them without turning them against us. Supporter: They want to help. Do your share by figuring out specifically what you need.
  • As I approached the staircase, I saw them. My boss, a Gatekeeper who’d held back every request for computers, training and personnel, talking to the Sr. VP. I could count on my boss giving me her usual greeting, “Hi Laura, How are you doing?” so I had just seconds to write my pitch. As I reached the landing, she greeted me, and I replied, “I’m doing great. I just found out that we won the 18 th proposal out of the 20 I’ve done since I got here.” The Sr. VP was a BOSS, and could do the math in his head that this meant I had a 90 percent hit rate, in a firm that was lucky to break 40 percent otherwise. The gatekeeper was finally encouraged to get me support and expand my activities. ##
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  • Apmp jan2011

    1. 1. The Secret to Career Longevity: Buy-in from Management Laura Ricci, M.B.A. 1Ricci LLC <ul><li>This presentation will probably involve audience discussion, which will create action items. Use PowerPoint to keep track of these action items during your presentation </li></ul><ul><li>In Slide Show, click on the right mouse button </li></ul><ul><li>Select “Meeting Minder” </li></ul><ul><li>Select the “Action Items” tab </li></ul><ul><li>Type in action items as they come up </li></ul><ul><li>Click OK to dismiss this box </li></ul><ul><li>This will automatically create an Action Item slide at the end of your presentation with your points entered. </li></ul>
    2. 2. <ul><li>The average tenure of proposal professionals is less than 6 years. </li></ul><ul><li>However, there are plenty of us who spend a career winning contracts. </li></ul><ul><li>The difference IMHO is how you market yourself internally to management. </li></ul>
    3. 3. Goals for this workshop <ul><li>_Show you how I’ve gotten buy-in </li></ul><ul><li>__Leave you with tools to use___ </li></ul><ul><li>___________________________ </li></ul><ul><li>___________________________ </li></ul><ul><li>___________________________ </li></ul>
    4. 4. Server Crash . . . Or . . . $140,000 in 15 minutes
    5. 5. You must find the BUGS <ul><li>B osses </li></ul><ul><li>U sers </li></ul><ul><li>G atekeepers </li></ul><ul><li>S upporters </li></ul>
    6. 6. Boss <ul><li>Has control of the budget </li></ul><ul><li>Can move resources if they are convinced of the need </li></ul>
    7. 7. Boss <ul><li>Has control of the budget </li></ul><ul><li>Can move resources if they are convinced of the need </li></ul>
    8. 8. Boss <ul><li>Has control of the budget </li></ul><ul><li>Can move resources if they are convinced of the need </li></ul>
    9. 9. User <ul><li>Your work will affect them. </li></ul><ul><li>They need to evaluate whether this will be good for them and their work. </li></ul>
    10. 10. User <ul><li>Your work will affect them. </li></ul><ul><li>They need to evaluate whether this will be good for them and their work. </li></ul>
    11. 11. User <ul><li>Your work will affect them. </li></ul><ul><li>They need to evaluate whether this will be good for them and their work. </li></ul>
    12. 12. Gatekeeper <ul><li>Can say “No” but cannot say “Yes” </li></ul><ul><li>legal, contracts </li></ul><ul><li>“ Seymours” I want to see more… </li></ul><ul><li>“ The others are just a rubber stamp” </li></ul><ul><li>I’m the only one to whom you need to talk. </li></ul>
    13. 13. Gatekeeper <ul><li>Can say “No” but cannot say “Yes” </li></ul><ul><li>legal, contracts </li></ul><ul><li>“ Seymours” I want to see more… </li></ul><ul><li>“ The others are just a rubber stamp” </li></ul><ul><li>I’m the only one to whom you need to talk. </li></ul>
    14. 14. Supporter <ul><li>Coach for you </li></ul><ul><li>Able to confirm findings with them in confidence </li></ul><ul><li>Does NOT promote you, helps you know where to promote yourselves. </li></ul>
    15. 15. Supporter <ul><li>Coach for you </li></ul><ul><li>Able to confirm findings with them in confidence </li></ul><ul><li>Does NOT promote you, helps you know where to promote yourselves. </li></ul>
    16. 16. Supporter <ul><li>Coach for you </li></ul><ul><li>Able to confirm findings with them in confidence </li></ul><ul><li>Does NOT promote you, helps you know where to promote yourselves. </li></ul>
    17. 17. You must find the BUGS <ul><li>B osses </li></ul><ul><li>U sers </li></ul><ul><li>G atekeepers </li></ul><ul><li>S upporters </li></ul>
    18. 18. Proposal to sell Paperclips
    19. 19. What gets their attention? <ul><li>B oss </li></ul><ul><li>U ser </li></ul><ul><li>G atekeeper </li></ul><ul><li>S upporter </li></ul>
    20. 20. What gets their attention?
    21. 21. What gets their attention?
    22. 22. What gets their attention?
    23. 23. What gets their attention?
    24. 24. 30 seconds to Pitch Op
    25. 25. Pitch for a new copier
    26. 26. Pitch for Training
    27. 27. Pitch for new FTEs
    28. 28. Excerpted from: The Magic of Winning Proposals By Laura Ricci Published for Kindle and iPad At Amazon.com and iBooks@iTunes <ul><li>This presentation will probably involve audience discussion, which will create action items. Use PowerPoint to keep track of these action items during your presentation </li></ul><ul><li>In Slide Show, click on the right mouse button </li></ul><ul><li>Select “Meeting Minder” </li></ul><ul><li>Select the “Action Items” tab </li></ul><ul><li>Type in action items as they come up </li></ul><ul><li>Click OK to dismiss this box </li></ul><ul><li>This will automatically create an Action Item slide at the end of your presentation with your points entered. </li></ul>

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