Give Your Proposals            The Edge They Need!                                  By Matt Handal                        ...
Where Are We Today?                     Global Recession (Depression)                     A/E/C Services are Cheaper!     ...
What If?                    Our Proposals                            Made Us Stand Out From The Crowd                     ...
That’s What You’ll Walk                  Away With Today.Thursday, December 13, 12
Running Cross CountryThursday, December 13, 12
What Is Cross Country?                 A High School/College Sport                 3.1 mile race                 Typically...
Cross Country Seems                Straightforward                A.You Train For A Race                B.The Fastest Runn...
But It Doesn’t Really                       Work Like That                     Every Course Is Different                  ...
He’s Got The Whole                     World Ahead Of Him                            Sydney Olympics...   I Could Be Presi...
I Was Faster Than                           The Twins                            (by a couple seconds)                    ...
But In The Woods,                 Something Changed                            Twins                                    Me...
They Always Seemed To               Beat Me       Running Same Pace    What Just                            Happened?     ...
How Did You                         We Sprinted After Turns      Guys Always                         When You Couldnt See ...
They Beat Me By Using Science and Psychology                             Who Knew The                              Princip...
Proposals Competitions                  Are A Lot Like Cross                    Country Races.                     Every P...
Four Simple Strategies                                 MindMarketingThursday, December 13, 12
#1         The Single Question That             Can Dramatically          Increase Your Proposal                   WinsThu...
Home      Home                            Owners    Owners                            Gain $20/ Lose $20/                 ...
That Money Is Mine!!!                                Home Owners                               Lose $20/MonthThursday, Dec...
People Are More                  Influenced By What                  They Stand To Lose                 Than What They Stan...
Loss AversionThursday, December 13, 12
What Do We Do?                              Here’s The                            Advantages Of                           ...
What Do We Do?                              Here’s The                            Advantages Of                           ...
The Big Question...                     “What Does Our                   Client Stand To Lose                       If The...
Not An Easy QuestionThursday, December 13, 12
Works on Several Levels                     Loss Aversion                     Scarcity                            We Find ...
“What Does Our               Client Stand To Lose                   If They Hire                  Someone Else?”Thursday, ...
#2                The Biggest Proposal               Mistake You’re Probably                       MakingThursday, Decembe...
We Were The Most                 Qualified, Yet We Lost!Thursday, December 13, 12
We’re Better!Thursday, December 13, 12
Best Qualifications                            Most Relevant Experience                            Best Customer ServiceThu...
What’s The Probability                You’re The Best Out Of                    30 Competitors?Thursday, December 13, 12
.032258Thursday, December 13, 12
Why Do We Believe It’s                 So Obvious That We’re                      The Best?Thursday, December 13, 12
Mass Superiority                                Delusion                     We Believe We’re The Best                    ...
If You Could Only Eat                         One Thing?                            Fuji   Honey CrispThursday, December 1...
If You Could Only Eat                         One Thing?             Fuji           Honey Crisp   GalaThursday, December 1...
If You Could Only Eat                         One Thing?           Fuji             Honey Crisp   Gala                    ...
“Different” is Better                         Than “Better”Thursday, December 13, 12
Different is an                            Easier Choice!Thursday, December 13, 12
#3          Only Way To Beat The               IncumbentThursday, December 13, 12
You Gotta Knock Out                         The Champ!Thursday, December 13, 12
What Do Incumbents                   Have Going For Them?                                    We’ve Got A                  ...
What Do Incumbents                   Have Going For Them?          Umm, You          Design My           Plumbing.Thursday...
What Do Incumbents Really        Have Going For Them?                     Commitment/Consistency                          ...
Incumbent Beating                                StrategiesThursday, December 13, 12
Here’s One That                              Won’t Work                       We Could Be The                    Next Real...
You Made A Bad ChoiceThursday, December 13, 12
Here’s A Better OneThursday, December 13, 12
Armed With This New                      Information...         You Could       Be On TV As A          Judge!Thursday, Dec...
Your Decision To Choose                   Us Is Consistent With                  Your Decision To Choose                  ...
#4                            The Slippery SlopeThursday, December 13, 12
Nobody Owes Your                             Proposal A Read                                            I Knew I          ...
More Math?                     600 Words x 50 Pages = 30,000 Words                     20 Proposals x 30,000 words = 600,0...
How Much Could                              They Read?                     One Hour = 2%*                     Two Hours = ...
Writing A Great                            Proposal Is NOT                            The Hard Part...Thursday, December 1...
Getting Them To                              Read It Is.Thursday, December 13, 12
Knowledge GapThursday, December 13, 12
What You Know                            Knowledge Gap What You Don’t KnowThursday, December 13, 12
Thursday, December 13, 12
Thursday, December 13, 12
Why Choose Us?Thursday, December 13, 12
Underlying Theme Of                          My BookThursday, December 13, 12
Proposals Are Evaluated                   By Humans                            We’re Way Too Busy                         ...
Proposals Are Evaluated                   By Humans                            We Like People Who Are                     ...
Proposals Are Evaluated                   By Humans                            We Behave Consistently                     ...
Proposals Are Evaluated                   By Humans                            Our Decisions Can Seem                     ...
HelpEverybodyEveryday.comThursday, December 13, 12
Your Amazon Review                       Helps Me Help YouThursday, December 13, 12
Questions?Thursday, December 13, 12
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Give Your Proposals The Edge They Need

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Give Your Proposals The Edge They Need

  1. 1. Give Your Proposals The Edge They Need! By Matt Handal HelpEverybodyEveryday.com @Matt HandalThursday, December 13, 12
  2. 2. Where Are We Today? Global Recession (Depression) A/E/C Services are Cheaper! Clients Are Faced With Ungodly Amount of Proposals From Your Competition A Lot Harder To Stand OutThursday, December 13, 12
  3. 3. What If? Our Proposals Made Us Stand Out From The Crowd Gave Us The EdgeThursday, December 13, 12
  4. 4. That’s What You’ll Walk Away With Today.Thursday, December 13, 12
  5. 5. Running Cross CountryThursday, December 13, 12
  6. 6. What Is Cross Country? A High School/College Sport 3.1 mile race Typically Run Through Woodsy/Forest AreasThursday, December 13, 12
  7. 7. Cross Country Seems Straightforward A.You Train For A Race B.The Fastest Runner WinsThursday, December 13, 12
  8. 8. But It Doesn’t Really Work Like That Every Course Is Different Being The Fastest Is Not Always Enough There are Tricks You Can UseThursday, December 13, 12
  9. 9. He’s Got The Whole World Ahead Of Him Sydney Olympics... I Could Be President Look Out! Someday! *Spoiler: He Ends Up Writing ProposalsThursday, December 13, 12
  10. 10. I Was Faster Than The Twins (by a couple seconds) Me Twins Finish LineThursday, December 13, 12
  11. 11. But In The Woods, Something Changed Twins MeThursday, December 13, 12
  12. 12. They Always Seemed To Beat Me Running Same Pace What Just Happened? Me TwinsThursday, December 13, 12
  13. 13. How Did You We Sprinted After Turns Guys Always When You Couldnt See Beat Me? Us? Me Twins He’ll Think He’s Slowing Down TwinsThursday, December 13, 12
  14. 14. They Beat Me By Using Science and Psychology Who Knew The Principle of Relativity Would Come In Handy?Thursday, December 13, 12
  15. 15. Proposals Competitions Are A Lot Like Cross Country Races. Every Proposal Competition Is Different Being The Best/Most Qualified Is Not Always Enough There are Tricks, umm Strategies, You Can UseThursday, December 13, 12
  16. 16. Four Simple Strategies MindMarketingThursday, December 13, 12
  17. 17. #1 The Single Question That Can Dramatically Increase Your Proposal WinsThursday, December 13, 12
  18. 18. Home Home Owners Owners Gain $20/ Lose $20/ Month MonthThursday, December 13, 12
  19. 19. That Money Is Mine!!! Home Owners Lose $20/MonthThursday, December 13, 12
  20. 20. People Are More Influenced By What They Stand To Lose Than What They Stand To GainThursday, December 13, 12
  21. 21. Loss AversionThursday, December 13, 12
  22. 22. What Do We Do? Here’s The Advantages Of Choosing UsThursday, December 13, 12
  23. 23. What Do We Do? Here’s The Advantages Of Choosing UsThursday, December 13, 12
  24. 24. The Big Question... “What Does Our Client Stand To Lose If They Hire Someone Else?”Thursday, December 13, 12
  25. 25. Not An Easy QuestionThursday, December 13, 12
  26. 26. Works on Several Levels Loss Aversion Scarcity We Find Scarcer Options More Enticing Unique = ScarceThursday, December 13, 12
  27. 27. “What Does Our Client Stand To Lose If They Hire Someone Else?”Thursday, December 13, 12
  28. 28. #2 The Biggest Proposal Mistake You’re Probably MakingThursday, December 13, 12
  29. 29. We Were The Most Qualified, Yet We Lost!Thursday, December 13, 12
  30. 30. We’re Better!Thursday, December 13, 12
  31. 31. Best Qualifications Most Relevant Experience Best Customer ServiceThursday, December 13, 12
  32. 32. What’s The Probability You’re The Best Out Of 30 Competitors?Thursday, December 13, 12
  33. 33. .032258Thursday, December 13, 12
  34. 34. Why Do We Believe It’s So Obvious That We’re The Best?Thursday, December 13, 12
  35. 35. Mass Superiority Delusion We Believe We’re The Best So Does Everyone Else Dunning Kruger Effect If You Think You’re Awesome, You Probably Suck If You Think You Suck, You’re Probably Awesome Availability HeuristicThursday, December 13, 12
  36. 36. If You Could Only Eat One Thing? Fuji Honey CrispThursday, December 13, 12
  37. 37. If You Could Only Eat One Thing? Fuji Honey Crisp GalaThursday, December 13, 12
  38. 38. If You Could Only Eat One Thing? Fuji Honey Crisp Gala PizzaThursday, December 13, 12
  39. 39. “Different” is Better Than “Better”Thursday, December 13, 12
  40. 40. Different is an Easier Choice!Thursday, December 13, 12
  41. 41. #3 Only Way To Beat The IncumbentThursday, December 13, 12
  42. 42. You Gotta Knock Out The Champ!Thursday, December 13, 12
  43. 43. What Do Incumbents Have Going For Them? We’ve Got A RelationshipThursday, December 13, 12
  44. 44. What Do Incumbents Have Going For Them? Umm, You Design My Plumbing.Thursday, December 13, 12
  45. 45. What Do Incumbents Really Have Going For Them? Commitment/Consistency We Feel Internal and External Pressure to Behave Consistently Liking They Are Familiar, Have Worked Towards Common Goals, and Have Some CommonalityThursday, December 13, 12
  46. 46. Incumbent Beating StrategiesThursday, December 13, 12
  47. 47. Here’s One That Won’t Work We Could Be The Next Reality TV Couple!Thursday, December 13, 12
  48. 48. You Made A Bad ChoiceThursday, December 13, 12
  49. 49. Here’s A Better OneThursday, December 13, 12
  50. 50. Armed With This New Information... You Could Be On TV As A Judge!Thursday, December 13, 12
  51. 51. Your Decision To Choose Us Is Consistent With Your Decision To Choose ThemThursday, December 13, 12
  52. 52. #4 The Slippery SlopeThursday, December 13, 12
  53. 53. Nobody Owes Your Proposal A Read I Knew I Can You Should Have Read My Proposal Crossed The Cover To Cover, Street. Mister?!Thursday, December 13, 12
  54. 54. More Math? 600 Words x 50 Pages = 30,000 Words 20 Proposals x 30,000 words = 600,000 Words Average Words Per Minute = 200 words 600,000/200 = 3,000 Minutes 3,000 minutes = 50 HoursThursday, December 13, 12
  55. 55. How Much Could They Read? One Hour = 2%* Two Hours = 4% Three Hours = 6% * I know for a fact selection committees have made decisions in an hour.Thursday, December 13, 12
  56. 56. Writing A Great Proposal Is NOT The Hard Part...Thursday, December 13, 12
  57. 57. Getting Them To Read It Is.Thursday, December 13, 12
  58. 58. Knowledge GapThursday, December 13, 12
  59. 59. What You Know Knowledge Gap What You Don’t KnowThursday, December 13, 12
  60. 60. Thursday, December 13, 12
  61. 61. Thursday, December 13, 12
  62. 62. Why Choose Us?Thursday, December 13, 12
  63. 63. Underlying Theme Of My BookThursday, December 13, 12
  64. 64. Proposals Are Evaluated By Humans We’re Way Too Busy We’re Gonna Make The Safe Choice We’re Looking Out For #1 We’re CuriousThursday, December 13, 12
  65. 65. Proposals Are Evaluated By Humans We Like People Who Are Like Us We Do What We See Others Doing We Find Scarcer Options More EnticingThursday, December 13, 12
  66. 66. Proposals Are Evaluated By Humans We Behave Consistently We’ll Repay A Favor We Believe The Experts We’re Adverse To LossThursday, December 13, 12
  67. 67. Proposals Are Evaluated By Humans Our Decisions Can Seem Quite IrrationalThursday, December 13, 12
  68. 68. HelpEverybodyEveryday.comThursday, December 13, 12
  69. 69. Your Amazon Review Helps Me Help YouThursday, December 13, 12
  70. 70. Questions?Thursday, December 13, 12

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