Powerful Proposal Presentations:Dave Underhill, President Underhill TrainingHow to Influence Executives and Win the Project
ModeratorMarcelle SaabProgram Manager,MBO Partners
We Make it Easy for Independent Consultants &Their Clients to Work Together
Webinar ControlsThe full screen iconmaximizes thepresentation area.The chat box allows youto send a question to thepresent...
Expert Speaker – Dave UnderhillDave UnderhillPresident,Underhill Training
Live Tweeting#MBOWeb
Execs See A Communication GapBusiness Measures35%External Forces27%27%19%19%“How Often Do Salespeople Demonstrate…”
How To Close The Gap – Today‟s Agenda• Target your presentation toexecutives• Create a compelling storyline• Engage the au...
Target Your Presentations toExecutives
Know Their World• Background• Goals, challenges andpriorities• Motivations/incentives• Roles, decision process
Know Where To Find Information• Media• Social• Corporate• Personal
Connect to Their GoalsYOURPROJECTGROUPOBJECTIVESCOMPANYGOALSRevenue Growth From Customer BaseDeeper Customer Insight - Cro...
Connect to Their GoalsYOURPROJECTGROUPOBJECTIVESCOMPANYGOALSGrow Emerging Markets Business„Localize‟ products and marketin...
Address Communication StylesSociable/InfluencerAmiable/SteadyConscientious/AnalyticalDominant/Driver
Address Communication Styles• Direct, assertive and action-orientedrisk taker• Focus on results, ROI• Provide options and ...
Address Communication Styles• Animated, outgoing, driven bybig-picture vision for thecompany• Focus onpeople, involvement,...
Address Communication Styles• Calm, listens well, may avoiddirect conflict and be wary ofchange and risk• Focus onsupport,...
Address Communication Styles• Well-organized, lessemotional, more objective• Focus on logic, order, accuracy• Clarify prio...
Know Your Communication StyleSociable/InfluencerAmiable/SteadyConscientious/AnalyticalDominant/Driver
Create A Compelling Storyline
Know What Executives Expect• Set context and purpose• Provide information to help medecide• Tie projects to our goals• Be ...
Create A Story Structure• “Why are we here?”• “Where are we starting?”• “What are we proposing?”• “What are the expectedre...
Create A Story StructureProducts-$/CustomerSales Training+ $500K/year$ From CustomersSkills – Insight - $+1.5 Prod/Custome...
Engage The Audience
Be Concise With Your Opening“Why Are We Here?”• Review Situation• Confirm Agenda• Outline Decision
Establish Value … For ThemWhat“Moving your on-site servers to acloud environment saves money onfixed expenses.”So What“Fre...
Help Executives Manage Risk• Understand their risks:business, competitive, political, technical• Provide compelling altern...
Prepare For Success
Prepare For Success• Have a plan – and beflexible• Rehearse content andquestions• Adopt an „Advisor‟ mindset
Steps To Close The Gap• Target your presentation toexecutives• Create a compellingstoryline• Engage the audience• Prepare ...
Free Resource!• Email me for a free copy of ThePresenter’s Note Sheetdaveu@underhilltraining.com• For more information onU...
Additional Information on MBO Partners• EMAIL US - info@mbopartners.com• VISIT our website - www.mbopartners.com• FOLLOW U...
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Powerful Proposal Presentations: How to Influence Executives and Win the Project

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As independent consultants, you know how important it is to deliver a compelling presentation to executives when competing to win a project.

Presentation expert Dave Underhill will show you how to understand the executive mindset, organize your ideas for maximum impact and break through to executives during proposal presentations.

This webinar will sharpen your communication skills and build your confidence -- increasing the chances that your proposal will be chosen.

Find more resources for independent professionals at www2.mbopartners.com/ic-resources

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  • There can be many ‘unknowns’ as you prepare to meet with executives,so do research turn what you don’t know into what you do know.Sources for background information:Social media sites such as LinkedInIndustry magazines, press and web sitesCompany web siteInformation on publicly-traded companies: annual reports, the investor relations page of the company web site, 10K reports, proxy reportsPeople in your company that may be working at the customer site alreadyPeople who know or work for the executiveGeneral web search for videos, articles, interviews.
  • Go to www.internalchange.com for more information on DiSC profile.
  • Go to www.internalchange.com for more information on DiSC profile.
  • For your more formalproposal presentations, create a structure that is easy for people to follow.
  • Create a story thread that connects the elements of your presentation.You are telling a ‘story with numbers’, so make sure the work you areproposing is directly connected to business measures that are important to the customer. It should be easy for them to follow the case you are making.
  • When talking about quantitative results, make sure you use the measuresand metrics the customer uses.If you can, talk to people inside the organization to identify the metrics and to calculate the results you are estimating.
  • Transcript of "Powerful Proposal Presentations: How to Influence Executives and Win the Project"

    1. 1. Powerful Proposal Presentations:Dave Underhill, President Underhill TrainingHow to Influence Executives and Win the Project
    2. 2. ModeratorMarcelle SaabProgram Manager,MBO Partners
    3. 3. We Make it Easy for Independent Consultants &Their Clients to Work Together
    4. 4. Webinar ControlsThe full screen iconmaximizes thepresentation area.The chat box allows youto send a question to thepresenter.
    5. 5. Expert Speaker – Dave UnderhillDave UnderhillPresident,Underhill Training
    6. 6. Live Tweeting#MBOWeb
    7. 7. Execs See A Communication GapBusiness Measures35%External Forces27%27%19%19%“How Often Do Salespeople Demonstrate…”
    8. 8. How To Close The Gap – Today‟s Agenda• Target your presentation toexecutives• Create a compelling storyline• Engage the audience• Prepare for success
    9. 9. Target Your Presentations toExecutives
    10. 10. Know Their World• Background• Goals, challenges andpriorities• Motivations/incentives• Roles, decision process
    11. 11. Know Where To Find Information• Media• Social• Corporate• Personal
    12. 12. Connect to Their GoalsYOURPROJECTGROUPOBJECTIVESCOMPANYGOALSRevenue Growth From Customer BaseDeeper Customer Insight - Cross SellingSales Training
    13. 13. Connect to Their GoalsYOURPROJECTGROUPOBJECTIVESCOMPANYGOALSGrow Emerging Markets Business„Localize‟ products and marketingTranslate product/marketing materials
    14. 14. Address Communication StylesSociable/InfluencerAmiable/SteadyConscientious/AnalyticalDominant/Driver
    15. 15. Address Communication Styles• Direct, assertive and action-orientedrisk taker• Focus on results, ROI• Provide options and let them decide• Like to be in control of the decisionmaking processDominant/Driver
    16. 16. Address Communication Styles• Animated, outgoing, driven bybig-picture vision for thecompany• Focus onpeople, involvement, testimonials• Be enthusiastic, provide ideas forimplementation but avoid givingtoo much detailSociable/Influencer
    17. 17. Address Communication Styles• Calm, listens well, may avoiddirect conflict and be wary ofchange and risk• Focus onsupport, service, adoption, change management• Provide step-by-stepimplementation plans and focuson the impact on peopleAmiable/Steady
    18. 18. Address Communication Styles• Well-organized, lessemotional, more objective• Focus on logic, order, accuracy• Clarify priorities and criteriafor decisions• Emphasize track record/resultsConscientious/Analytical
    19. 19. Know Your Communication StyleSociable/InfluencerAmiable/SteadyConscientious/AnalyticalDominant/Driver
    20. 20. Create A Compelling Storyline
    21. 21. Know What Executives Expect• Set context and purpose• Provide information to help medecide• Tie projects to our goals• Be clear with your „ask‟• Deliver with conviction
    22. 22. Create A Story Structure• “Why are we here?”• “Where are we starting?”• “What are we proposing?”• “What are the expectedresults?”• “Why approve?”
    23. 23. Create A Story StructureProducts-$/CustomerSales Training+ $500K/year$ From CustomersSkills – Insight - $+1.5 Prod/Customer• “Why are we here?”• “Where are we starting?”• “What are we proposing?”• “What are the expectedresults?”• “Why approve?”
    24. 24. Engage The Audience
    25. 25. Be Concise With Your Opening“Why Are We Here?”• Review Situation• Confirm Agenda• Outline Decision
    26. 26. Establish Value … For ThemWhat“Moving your on-site servers to acloud environment saves money onfixed expenses.”So What“Frees up money for your strategicprojects - $50K for customerrelationship managementsoftware, which will help bring in anadditional $200K over the next twoyears.”
    27. 27. Help Executives Manage Risk• Understand their risks:business, competitive, political, technical• Provide compelling alternatives• Show step-by-step investmentsand measures• Be open about uncertainties
    28. 28. Prepare For Success
    29. 29. Prepare For Success• Have a plan – and beflexible• Rehearse content andquestions• Adopt an „Advisor‟ mindset
    30. 30. Steps To Close The Gap• Target your presentation toexecutives• Create a compellingstoryline• Engage the audience• Prepare for success
    31. 31. Free Resource!• Email me for a free copy of ThePresenter’s Note Sheetdaveu@underhilltraining.com• For more information onUnderhill Training:www.underhilltraining.com
    32. 32. Additional Information on MBO Partners• EMAIL US - info@mbopartners.com• VISIT our website - www.mbopartners.com• FOLLOW US on Twitter - @mbopartners• SIGN UP for our monthly newsletter -newsletter@mbopartners.com
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