GETTING UNSTUCK: HOW TO REMAIN RELEVANT AS A PROPOSAL PROFESSIONAL

Presenter: Betsy Blakney, PPF.APMP

FOR INSPIRATION, MENTORING, SURVIVAL TIPS:

Betsy Blakney, PPF.APMPS i P l MSenior Proposal ManagerCACI, INC.-FEDERAL14360 Newbrook Drive, Rm. 101Chantilly, VA 20151703-802-8494 office571-247-4381 mobilebblakney@caci.comwww. LinkedIn.com/in/betsyblakneyTwitter: @deadlinedriven Twitter: @deadlinedriven

“If your ship hasn’t come in — swim out to it…” 2

– Anonymous

OBJECTIVES

By mirroring traits of successful innovators, we will: Examine ways to reinvigorate your career…and reduce

th i k f b tthe risk of burnout Learn to tackle the everyday challenges with confidence

and passion…reshape your mindset Focus your energy on remaining a renewable resource…

and position your brand accordingly Cut through the clutter and build distinction Identify ways to determine if / when it is time to go Learn how to create your own individual development

plan (mid-level manager)plan (mid level manager) Identify reasons to develop your own succession plan

(senior-level leadership)

…and achieve the path forward. 3

TEN TRAITS OF SUCCESSFUL INNOVATORS1. Acceptance of uncertainty2. Tolerance of failure “…organizations that 3. Passion and drive 4. Teamwork

C i it

ghave an insatiable

appetite for innovation and reinvention out 5. Curiosity

6. Adaptability7 Vision

and reinvention out perform their peers by

thirty (at least) percent.” – Matthew Griffin Business 7. Vision

8. Creativity9. Sense of marketing

– Matthew Griffin. Business

Innovator, Author, Speaker

g10. Nose for new markets

Innovation is about bringing change to produce a better situation 4

HOW WILL I KNOW IT WHEN I SEE IT

Allowed to ask questions without getting criticized by

h t lik ti i what seems like questioning one’s competency

Want teams to be the best

Flourishes

Want teams to be the best they can be; not satisfied until achieved C ll b i i i l Collaboration is essential

Active listening crucial Change inevitable

Flounders Change inevitable

“The only way to make sense out of change is to plunge The only way to make sense out of change is to plunge into it, move with it, and join the dance.” 5

– Alan Watts, British-born speaker, writer, philosopher

HOW WILL I KNOW IT WHEN I SEE IT Rules are bent or broken to facilitate

tight schedules and address unforeseen circumstancesunforeseen circumstances

Process elements that can be changed to produce better results are identifiedidentified

Instructor-led training is converted to online training via webinar

A blog or internal social network (e.g., Yammer) is used to exchange ideas and field questions

Young professionals are groomed/ mentored by experienced colleagues

“Ch i b fi i l h i h dd l “Change is beneficial when it strengthens strategy, adds value and improves results.” – Kaye O’Leary, Executive Consultant

Focused on Corporate Strategy and Governance

6

HOW WILL I KNOW IT WHEN I SEE ITStep Consumer Product Launch Proposing a Solution Step Consumer Product Launch Proposing a Solution

1 Articulate how innovation approach fits with overall strategy

Write/present/demo related to organization’s mission and requirements

2 Identify consumers’ needs and figure out how new products meet those needs

• Identify customer’s hot buttons/ pain points• Develop solutions that resolve those issues, at an affordable price, and with minimal risk

3 Devise differentiated innovation capabilities to sustain new products

Weave a compelling story throughout your proposal with capabilities to sustain new products throughout your proposal with substantiation and discriminators

4 Fail fast, fail cheap, and create a culture of thoughtful risk taking

• Be diligent in responding to Evaluation Notices g g• Sharpening your pencils when responding to FPRs

“W t i t l h t i h l b i War rooms turn into play rooms…where teams engage in whole brain thinking where solutions domino and cascade into benefits…”

— Ellen Koronet, Chief Fun Officer, LNK Creative

7

TRANSFORMING YOUR WORKPLACE: A NEW WAYTO WORKTO WORK

CollaborativeEthicalFun Place to Work

Encourages C l b E i l Encourages Community Involvement

Celebrates the small stuff too

Exceptional Workplace

Environment

Trustworthy Transparent Mindful of Your NeedsMindful of Your Needs

“Innovation is the embodiment of human creativity and Innovation is the embodiment of human creativity and discovery but it only flourishes in the right environment.”

– Matthew Griffin, Business Innovator, Author, Speaker

8

S E SELF-STUDY EXERCISE: “ARE YOU TOXIC OR NOURISHING? SELF-ASSESSMENT QUIZ”SELF-ASSESSMENT QUIZ

9“Nice trumps nasty.” - Chris Baréz-Brown, author, Shine: How to Survive and Thrive at Work

FOUR CORNERSTONES OF DISTINCTION

ClarityClarity

Customer-Experience

FocusCreativity

CommunicationCommunication

Create differentiation. Build distinction. 10

FOUR CORNERSTONES OF DISTINCTION

Cornerstone Recommended Process Application/Use Cornerstone Recommended Process In IndustryClarity Personal High Concept • Value Proposition

• Unique Selling Prop

Creativity • Believe You Are Creative • BrainstormingCreativity • Believe You Are Creative• Expose Yourself to Stimulus • Creativity is Synergistic

• Brainstorming• Ideation• Problem Solving• Collaboration • Solutioning

Communication Craft a compelling and powerful story to create a bond with your customer

• White Papers• Storyboards• Proposals – limit reuse• Executive Summary with a Hook

Customer - Experience Focus

• Place customers at the center of every action you take

• Listen to the “voice of the

• Industry Days• One-on-Ones • More mention of the

customer” • Value is a part of every aspect of

your business

customer than you in proposal response

“Believe in Better.” 11

– James Murdoch, News Corp.

SELF-STUDY EXERCISE – DEVELOPING CREATIVITY

Step 1: Create a list of standard practices you perform as a proposal director/manager /coordinator

Step 2: Review and consider all approaches and t t i strategies

Step 3: Don’t do them! Avoid the “Me too” approach Step 3: Don t do them! Avoid the Me too approach

“…imitation usually generates neither i di ti ti ” passion or distinction. 12

– Scott McKain, author, Collapse of Distinction

TEN WAYS TO REMAIN RELEVANT

10. Personalize your communication –share relevant information in a way that has the most impactway that has the most impact

9. Help your team shape their vision of the potential solution

8. Equip writers with the tools they need to influence reviewers and evaluators evaluators

7. Show them a new perspective –provide them with education and guidance

6. Be in the right place at the right time to have an impacttime to have an impact 13You are not your job!

TEN WAYS TO REMAIN RELEVANT (CONTINUED)

5. Share insights you’ve learned from similar situations

4 P id i t f t l i 4. Provide a variety of tools in a variety of formats to help the team get their job done

3. Respect their time and other commitments

2 Thi k f lf h k 2. Think of yourself as the key to success – you are the differentiator

1 Demonstrate value from the outset1. Demonstrate value from the outset

Are you where you want to be professionally? 14

HOW TO KNOW WHEN IT’S TIME TO GO

o Investing resources into low Pwin pursuits

o Not realizing how much the marketplace has changed

o Making mistakes because we are Look for warning signs within your

o Making mistakes because we are ill-informed and/or late to the dance

o Rationalizing that the customer within your organization

gloves us

o Believing that someone else is i ti ltimpacting our results

“When we are no longer able to change a situation, we are When we are no longer able to change a situation, we are challenged to change ourselves. ” 15

- Viktor Frankl, Austrian psychiatrist and Holocaust survivor

HOW TO KNOW WHEN IT’S TIME TO GO

o Failing to act with urgencyo Thinking we can wait out

sequestration/budget reductionso Putting off tough decisions

C ll i l b i l id ffo Colleagues are quietly being laid offo Layers of management are being

eliminatedeliminatedo Rumors turn into reality

Leaving your comfort zone without losing your mind 16

HOW TO KNOW WHEN IT’S TIME TO GO

o Contemplate a change if you experience these feelings:

• Job lacks challenge and Job lacks challenge and excitement

• Feeling unappreciated• Promotional and/or Promotional and/or

development opportunities are limited

• No longer having funDiscover opportunities elsewhere

• No longer having fun• Learning is replaced with

routine• Skills and talents are being elsewhere• Skills and talents are being

wasted• Suffering from stress or

de essionActing on this decision often requires a leap of faith

depression 17

WHAT WAS I REALLY MEANT TO DO?

Am I on the right track?

Am I the right person to do this work? Am I the right person to do this work? Am I over/under – qualified?

Have I reached my true capabilities? Have I reached my true capabilities?

Am I happy about what I do and still enjoy the day to day routine? j y y y

Am I pleasing everyone else but myself?

k h l h llMaking the leap is challenging 18

NEW ATTITUDE. NEW CAREER PATH. NEW YOU.I i Y lf

Can you (still) do the job?

Interview Yourself

y ( ) j

Will you (continue to) love the job?

Can we tolerate working with (for) you?

Would you want your children to work ith (f ) ?with (for) you?

Are you the kind of employee the company would fight to keep? company would fight to keep?

Learn to master your emotions and overcome your fears 19

ENGAGE IN SELF-ASSESSMENT

What would cause you to take another job with another company or organization?

When do you feel most appreciated for what you do?

What prevents you from doing your best?

What strengths and skills do you have that our team could use?

Would you survive a resume scan or on-line search?

Gain absolute clarity about your passion, purpose and vision

20

TOOLS TO REBOOT YOUR LIFE

Individual Exercise SWOT Analysis Worksheet

Organization/Business Exercise SWOT Analysis of Current or Future

Business

Have the courage to reach for more than before 21

SWOT ANALYSIS - A DIFFERENT PERSPECTIVE

Focus on: WeaknessesStrengths

Strengths Weaknesses Passions and

• Skilled workforce/ increased competition

• Jack-of-all-trades• Implementing lessons

• APMP certified• 20+ years of experience• Ability to listen and give

thoughtful feedback Passions, and Sense of self

learned

Passions• Winning

Sense of Self• Competent• Winning

• Collaboration• Contributing to the good

of others

• Competent• Credible• Creative• Composed

“How will you know how high to aim if you never look up.” 22– Jessica Hagy, author, “How to Be Interesting”

TOOLS TO REBOOT YOUR LIFE

Vision Boards (aka Goal Map) Spark creativity, serve as an

inspiration Focus your thoughts on the goal

you want to accomplishyou want to accomplish Channel the power of the

unconscious Help you articulate an objective

you’re having difficulty putting into words into words

Help motivate and improve self

See it! Believe it! Achieve it! 23

SELF STUDY EXERCISE: VISION BOARD 101

Step 1: Go with the Gut – find images that provoke an “Ooooh, Aaaah, and/or Wow”

St 2 L t ti ll d Step 2: Let go emotionally and physically

Step 3: Be still and still moving (T.S. Eliot)

Give it a Shot. Use your Imagination 24

TOOLS TO REBOOT YOUR LIFE

Conduct a Focus Group on You Interview friends and colleagues about your

l b dpersonal brand Benefit from their wisdom and guidance Use a facilitator and a recorder Use a facilitator and a recorder Provide small token of appreciation

Getting Out of Your Own Way25

SO WHAT ARE YOU AFTER?

Millennials: value work-life integration

…balance in your current job

Fiercely committed to community service Goal-oriented; team-oriented; collaborative Respects authority; follows rules Less ideological than parents; far more tolerant Less prone to cast negative moral judgments

40+ Somethings: value trade-offs Remote work and flexible hours are biggies Time off is a big factor – parents value paid

time off they can use for child-related activities Time-shifted or flexible schedules – job sharing Stress management and wellness programs

Construct personalized, mutually beneficial “tours of duty”

26

SO WHAT ARE YOU AFTER?

l

…a new opportunity

Become a consultant if you love to diagnose problems prescribe and problems, prescribe, and implement solutions

Own your own business if you want to promote your entrepreneurial spirit

Slow down and search within…step into the realm of possibility

27

SO WHAT ARE YOU AFTER? sustainable success

Future-proofing your career Build a solid reputation

…sustainable success

Exhibit a strong work ethic Develop cutting edge skills and

competenciesp Create an ever expanding network

Disrupting your career Make small and consistent changes

until you see a difference Strive for more Capitalize on opportunities when they

present themselves “ Di i i i i i I ' i d ” 28“ Disruptive innovation is not a tactic. It's a mindset.”

- Luke Williams, speaker, educator, and consultant on innovation strategy

CALL TO ACTION…

Take these practical and actionable steps 29

INDIVIDUAL DEVELOPMENT PLAN (IDP)

Strive for excellence not perfectionGoal Setting and Skill Development

Set stretch goals – Take the first step toward APMP certification Take your certification to the next level Take your certification to the next level

Keep your soft and hard skills up to date Attend workshops, conferences, webinars Read industry-related publications/articles Learn a new skill, try new tasks Establish the “next practice” not “best practice” Establish the next practice not best practice

“If you are constantly committed to learning, you are less lik l b b l d h f l bl ”likely to become obsolete and, therefore, unemployable.” 30

– Penelope Trunk, co-founder of Brazen Careerist

INDIVIDUAL DEVELOPMENT PLAN

Network and build relationships that

Communication and Personal Branding

relationships that involve the outside world

Promote yourself through social media/use SEO

Connect with potential new employers

Dress for Success Consider hiring a career

coach or executive coach coach or executive coach Take a “digital-first posture”

31

INDIVIDUAL DEVELOPMENT PLAN

Keep a journalSelf Improvement

p j Serve as a mentor Become work+life “fit”®

Take up a cause

“There is no truer definition of a success than someone who has mastered the fine blend of work, family,

friends, and community service.”f , y32

– Mitch Joel, author, Ctrl Alt Delete

WHY CREATE A SUCCESSION PLAN? So you are not seen as irreplaceable

Do you want to do the same job for the rest of your career / professional life?

So you can leave with peace of mind Cross-trained personnel ensures

continuityy No proposals are left without a leader

Failure to groom a successor can be seen as poor leadershipseen as poor leadership High performing organizations’ leaders

coach, delegate, develop and let goThi k b t l Think about your legacy Self-interest and fear aren’t enough

motivation???“Successful transition is the last act of a great leader.” 33

– Frances Hesselbein, President /CEO of Leader to Leader Institute

…AND FOR THE SECOND ACT

Be Bold, Be Brave, Breakout 34

EMBRACING A NEW DIRECTION

Fine tune your value proposition…by crafting

lli t tcompelling content “Breathe the oxygen” of

others’ ideas… and make them your own

Use every medium possible to shrink the old (brand) to shrink the old (brand) message… and extend the new oneE i li Examine your online presence… and continually prove your worth

Reinvent yourself… 35

EMBRACING A NEW DIRECTION

Self-Study Exercise:“Your Professional Reinvention”

“The greatest tragedy in America…is the destruction f h b f il t f ll tili 36of our human resources by our failure to fully utilize

our abilities….” - Oliver Wendell Holmes

THE NEXT CHAPTER – STARTING DOWN A NEW PATH …FILLED WITH OPPORTUNITY Connect with like-minded people in the industry

Get inside the culture of different organizations B ild b id h f j b t j b Build bridges as you change from job to job

Maintain an “interesting-person” fund

If “j t ’t t k it t th If you just can’t take it…not another day…not another day.” 37

THE NEXT CHAPTER – STARTING DOWN A NEW PATH…THE WAY FORWARD

Have self-confidence Tailor your resume… to focus on your

strengths and accomplishments People will endorse you going forward…if

you had a significant, positive impact y g , p p Showcase your presence and diversity…

with an up-to-date LinkedIn profile and Twitter engagement and followingTwitter engagement and following

Trusted advisors are still valued…if you can find new ways to be of greater service

“...what you know matters far less than what you y f ycan do with what you know.” 38

- Saga Briggs, Associate Editor, Night Owls Press

THE NEXT CHAPTER – STARTING DOWN A NEW PATH …HAVE PRESENCE…BYOD Create the next opportunity

for yourself B i id i h Become an insider in the industry Pursue speaking opportunities at

conferences/workshopsconferences/workshops Be recognized as a thought

leader Contribute to APMP Journal, Contribute to APMP Journal,

LinkedIn discussions, etc. Build a community around

yourself Work on image/branding Deliver on your promises

“Life is too short so take control of yours!” 39

– Frank B. Liebold, PhD, author

WHAT DOES SUCCESS LOOK LIKE?

Measureable Results Benchmarks Benchmarks Accomplishments Milestones

Realizing One’s Potential Passion : “pipeline to your soul” Passion : pipeline to your soul Joy and fulfillment

“Not everything that counts can be counted, and not everything that is counted counts ”everything that is counted counts. 40

- Albert Einstein

WHAT ARE YOU AFTER?

Extrinsic Motivators Salary/bonus Status Titles Security

Intrinsic Motivators“When you reflect on f ’ Passion for the mission

Intellectual stimulation I t ti k

your life, you’ll want to feel that you used your talents in a manner that fit yo ssio s d Interesting work

Opportunity to grow Close relationships

fit your passions and that you have made the type of impact you wanted to make.” Close relationshipswanted to make.

41– Robert Steven Kaplan

SELF-STUDY EXERCISES:“THE PASSION TEST FOR SUCCESS”“ SUCCESS AND SATISFACTION”

“Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work. And the only way to do you believe is great work. And the only way to do great work is to love what you do.” 42

– Steve Jobs

LET THE JOURNEY START TODAY

When you are inspired by some great purposesome extraordinary project,all your thoughts break their bonds;Your mind transcends limitations,your consciousness expands in every direction,and you find yourself in a new great andand you find yourself in a new, great and wonderful world.

Dormant forces, faculties and talentsb li d di lfbecome alive and you discover yourselfto be a greater person by farthan you ever dreamed yourself to be

“I i h f h i h i h

– Patanjali

“It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.”

43

– Charles Darwin