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The Secret to Career Longevity: Buy-in from Management Laura Ricci,  M.B.A. 1Ricci  LLC <ul><li>This presentation will pro...
<ul><li>The average tenure of proposal professionals is less than 6 years. </li></ul><ul><li>However, there are plenty of ...
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>...
Server Crash . . . Or . . .  $140,000 in 15 minutes
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 upporte...
Boss <ul><li>Has control of the budget </li></ul><ul><li>Can move resources if they are convinced of the need </li></ul>
Boss <ul><li>Has control of the budget </li></ul><ul><li>Can move resources if they are convinced of the need </li></ul>
Boss <ul><li>Has control of the budget </li></ul><ul><li>Can move resources if they are convinced of the need </li></ul>
User <ul><li>Your work will affect them. </li></ul><ul><li>They need to evaluate whether this will be good for them and th...
User <ul><li>Your work will affect them. </li></ul><ul><li>They need to evaluate whether this will be good for them and th...
User <ul><li>Your work will affect them. </li></ul><ul><li>They need to evaluate whether this will be good for them and th...
Gatekeeper <ul><li>Can say “No” but cannot say “Yes” </li></ul><ul><li>legal, contracts </li></ul><ul><li>“ Seymours” I wa...
Gatekeeper <ul><li>Can say “No” but cannot say “Yes” </li></ul><ul><li>legal, contracts </li></ul><ul><li>“ Seymours” I wa...
Supporter <ul><li>Coach for you </li></ul><ul><li>Able to confirm findings with them in confidence </li></ul><ul><li>Does ...
Supporter <ul><li>Coach for you </li></ul><ul><li>Able to confirm findings with them in confidence </li></ul><ul><li>Does ...
Supporter <ul><li>Coach for you </li></ul><ul><li>Able to confirm findings with them in confidence </li></ul><ul><li>Does ...
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  uppo...
Proposal to sell Paperclips
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  uppo...
What gets their attention?
What gets their attention?
What gets their attention?
What gets their attention?
30 seconds to Pitch Op
Pitch for a new copier
Pitch for Training
Pitch for new FTEs
Excerpted from: The Magic of  Winning Proposals By Laura Ricci Published for Kindle and iPad At Amazon.com and iBooks@iTun...
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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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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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