Smps mar2011

Show Me the Money: Stories from Winning Proposals and Where to Save Money Winning Work Laura Ricci, M.B.A. 1Ricci LLC
This presentation will probably involve audience discussion, which will create action items. Use PowerPoint to keep track of these action items during your presentation
In Slide Show, click on the right mouse button
Select “Meeting Minder”
Select the “Action Items” tab
Type in action items as they come up
Click OK to dismiss this box
This will automatically create an Action Item slide at the end of your presentation with your points entered.

Goals for this workshop
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Energize You to Do Good Things
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Tell You Stories______________
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Tell You Stories______________
Release Fear and Engage Creativity

Inspire
http://www.1ricci.com/ideas/fun-inventing-change

Pareto’s Principle
80 / 20 rule

Customer Scores
A B C D
A: Your best customers
D: Your worst customers
B & C: not A, not D, between

Volunteers needed
Two who work with each other
Two who don’t know each other

The Prisoner’s Dilemma
Trust

Client or Competition?

Client Focus
Apple or HP, Dell, Microsoft?
Gets you first to the market
Preserves/Creates “A” Clients
Aligns Resources with Profit Stream
Creates a relationship and trust

Dabble then polish
http://www.1ricci.com/ideas/social-media-used-by-engineers-to-win
http://www.youtube.com/watch?v=Ep4L18zOEYI&feature=player_embedded

Storytelling 101
Capture
Exchange
Learn to “Tell a Story”

Vertical Marketing
60 Engineers volunteer, 45 finish.
Every agency, city council, planning commission in our market covered by one engineer for 6 months.
Just show up
How many bald heads?
What would the vote be on X issue?
Add data to Company address book

Improve Hit Rate
Go / NoGo

Goals to Metrics

Look For New Stories
http://www.realizeali.com/

The Magic of Winning Proposals By Laura Ricci Published for Kindle and iPad At Amazon.com and iBooks@iTunes
This presentation will probably involve audience discussion, which will create action items. Use PowerPoint to keep track of these action items during your presentation
In Slide Show, click on the right mouse button
Select “Meeting Minder”
Select the “Action Items” tab
Type in action items as they come up
Click OK to dismiss this box
This will automatically create an Action Item slide at the end of your presentation with your points entered.

Smps mar2011

by Laura Ricci on Mar 16, 2011

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