Created for a higher education environment, this presentation teaches best practices in devloping and presenting business proposals, including research based insights from the science of persuasion.
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
Developing and presenting business proposals
1. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
March 24, 2016
kevin.r.thomas@williams.edu
413-597-3542
Manager, Training and Development
Office of Human Resources
Presented by Kevin R. Thomas
2016 Spring Managers Series
Developing & Presenting
Business Proposals
2. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Understand and be able to apply best practices to:
o Develop a business proposal
o Present your business proposal
•
… within a higher ed. context
Objectives
3. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
1. Developing a business proposal
2. Presenting your business proposal
3. Exercise
Program Overview
4. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
1. Developing a business proposal
2. Presenting your business proposal
3. Exercise
Program Overview
5. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• A concise statement of
your idea that advertises
its value
• May be revised as you
continue to develop your
proposal
Statement of Opportunity
Developing a Business Proposal
6. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
Statement of Opportunity:
HR Analytics Project Example
By developing better reports, we can use data to:
• be stronger strategic partners to senior leaders,
• maximize the value we provide to the organization,
and
• make powerful, objective statements about the
nature, volume, and value of our work.
7. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• More on this on Tuesday
• Understand who may be
impacted by your initiative.
• Who else could benefit?
• Who might feel left out?
Build a Coalition
Developing a Business Proposal
8. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• What’s your boss’s path to
progress?
• What’s the decision
makers path to progress?
• How does this fit in with
Williams path to progress?
Check for Alignment
Developing a Business Proposal
9. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Quantify:
– Costs
– Benefits
– Risks
• Use benchmarks
Conduct an Analysis
Developing a Business Proposal
10. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Is this the only proposal
that would meet the goal?
• What are the others?
Explore Alternatives
Developing a Business Proposal
11. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Best Alternative to a
Negotiated Agreement
• What will you do if you get
a flat out “No”.
Know Your BATNA
Developing a Business Proposal
12. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• What will you do if you get
an immediate “Yes”?
Prepare for Success
Developing a Business Proposal
13. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
1. Developing a business proposal
2. Presenting your business proposal
3. Exercise
Program Overview
14. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
Elements from the Science of
Persuasion
Presenting Your Business Proposal
Reciprocity
Scarcity Authority
LikingConsistency
Consensus
15. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Who are the people that
can ultimately approve
your proposal?
• How can you strengthen
your relationships with
them?
• How can you improve your
reputation with them?
Building Relationships – directly
Presenting Your Business Proposal
– Reciprocity
– Authority
– Liking
16. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Will someone else be
making the ask on your
behalf?
• How clearly do they
understand your idea?
• How well do they know
your expertise?
• How can they increase
your credibility?
Building Relationships - indirectly
Presenting Your Business Proposal
– Authority
17. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Vivid stories have
a greater impact
than raw data
• Add selected data
points that
reinforce key
messages.
Balance Story with Data
Presenting Your Business Proposal
18. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Hopes
• Fears
Speak to Your Audiences Interests
Presenting Your Business Proposal
19. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Ask directly for all of what
you want
• Be specific
• Ensure your ask is within
the person’s authority to
approve
Make the Call to Action Clear
Presenting Your Business Proposal
20. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Allows decision makers to
get more involved without
making permanent
commitments
• Allows you to learn and
refine your proposal.
• Creates momentum that
can be hard to shake
Propose a Pilot
Presenting Your Business Proposal
– Consistency
21. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Rehearse your
presentation for interested
stakeholders
• Get feedback on:
– Length
– Clarity
– Organization
Rehearse, refine
Presenting Your Business Proposal
22. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Provide an overview
• Use the “rule of threes”
• Appeal to a diverse
audience
Structure Your Presentation
23. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Concepts learned through
images are more easily
and frequently recalled
than those learned
through words
Use Visuals
24. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• What are some ways you
can involve your
audience?
Create Interactive Moments
25. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
1. Developing a business proposal
2. Presenting your business proposal
3. Exercise
Program Overview
26. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Assigned teams
• By 11:30:
– Brainstorm actual initiatives you
would like to propose
– Select one
– Select one or more presenters
– As a group, prepare a 5-7
minute pitch
– Use techniques from this
presentation, or others we
haven’t talked about.
Your Turn!
Exercise
27. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
• Each pitch in turn
• 1-2 minutes for written
feedback
• After all pitches, Kevin will
give a feedback speech on
each one.
Pitches
28. 2016 Spring Manager Series: Developing and Presenting Business Proposals
Kevin R.Thomas, Manager,Training & Development · Office of Human Resources · kevin.r.thomas@williams.edu · 413-597-3542
Contact Kevin Thomas at 413-597-3542
or email kevin.r.thomas@williams.edu
2016 Spring Managers Series
Developing & Presenting Business
Proposals
Questions?