The Magnetism of Themes Laura Ricci, MBA 1Ricci LLC Presented to SMPS Wisconsin Chapter October 17, 2006 Copyright, 1996 © Dale Carnegie & Associates, Inc.

Goals and objectives

Laura Ricci Inc. Magazine named her Web Strategist of 2002 Supporting Good People Doing Great Things since 1996 19 years corporate change agent Author of two books, many reports, hundreds of proposals. Moved to Wisconsin for the weather

Inc. Magazine named her Web Strategist of 2002

Supporting Good People Doing Great Things since 1996

19 years corporate change agent

Author of two books, many reports, hundreds of proposals.

Moved to Wisconsin for the weather

Themes: Get your proposal reviewed first Derive from customer knowledge Encapsulate your message WIN proposals

Get your proposal reviewed first

Derive from customer knowledge

Encapsulate your message

WIN proposals

Your Proposal Reviewed First

Specific to the Decision-makers Photo courtesy of Nick Benjaminsz

Specific to the Project Nolte Won’t Put Your Pony Out To Pasture

Nolte Won’t Put Your Pony Out To Pasture

Specific to the Client Staying On Track Kansas Army Ammunition Plant in Parsons, Kansas

Staying On Track

Kansas Army Ammunition Plant in Parsons, Kansas

Specific to Your Relationship “ You can’t learn this stuff overnight!”

“ You can’t learn this stuff overnight!”

Specific to an Off Topic Issue Leave the Designing to Us

Leave the Designing to Us

Build Winning Themes Specific to your decision-makers Specific to the project Specific to the client Specific to your relationship Specific to an off-topic issue

Specific to your decision-makers

Specific to the project

Specific to the client

Specific to your relationship

Specific to an off-topic issue

How to Cook Themes Attendees: Those with knowledge of the customer. Smaller the quicker Brainstorm Issues of Critical Importance Creative Idea Flow: Theme Test Theme write benefits for each issue to the theme

Attendees: Those with knowledge of the customer.

Smaller the quicker

Brainstorm

Issues of Critical Importance

Creative Idea Flow: Theme

Test Theme

write benefits for each issue to the theme

The Magnetism of Themes Laura Ricci, MBA 1Ricci LLC 414.807.3669 [email_address] Copyright, 1996 © Dale Carnegie & Associates, Inc.