apmp jan2011
DESCRIPTION
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.TRANSCRIPT
The Secret to Career Longevity: Buy-in from Management
Laura Ricci, M.B.A.
1Ricci LLC
The average tenure of proposal professionals is less than 6 years.
However, there are plenty of us who spend a career winning contracts.
The difference IMHO is how you market yourself internally to management.
Goals for this workshop
_Show you how I’ve gotten buy-in __Leave you with tools to use___ ___________________________ ___________________________ ___________________________
Server Crash . . . Or . . . $140,000 in 15 minutes
You must find the BUGS
B osses U sers G atekeepers S upporters
Boss
Has control of the budget
Can move resources if they are convinced of the need
Boss
Has control of the budget
Can move resources if they are convinced of the need
Boss
Has control of the budget
Can move resources if they are convinced of the need
User
Your work will affect them.
They need to evaluate whether this will be good for them and their work.
User
Your work will affect them.
They need to evaluate whether this will be good for them and their work.
User
Your work will affect them.
They need to evaluate whether this will be good for them and their work.
Gatekeeper
Can say “No” but cannot say “Yes”
legal, contracts “Seymours” I want
to see more… “The others are just
a rubber stamp” I’m the only one to
whom you need to talk.
Gatekeeper
Can say “No” but cannot say “Yes”
legal, contracts “Seymours” I want
to see more… “The others are just
a rubber stamp” I’m the only one to
whom you need to talk.
Supporter
Coach for you Able to confirm
findings with them in confidence
Does NOT promote you, helps you know where to promote yourselves.
Supporter
Coach for you Able to confirm
findings with them in confidence
Does NOT promote you, helps you know where to promote yourselves.
Supporter
Coach for you Able to confirm
findings with them in confidence
Does NOT promote you, helps you know where to promote yourselves.
You must find the BUGS
B ossesU sersG atekeepersS upporters
Proposal to sell Paperclips
What gets their attention?
B ossU serG atekeeperS upporter
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 RicciPublished for Kindle and iPad
At Amazon.com and iBooks@iTunes