spac 2015 betsy blakney •second levelfilm/video) • foremost practitioner in proposal writing •...

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SPAC 2015

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Performing to New Heights

Better than Average: On Becoming a Thought Leader

Betsy Blakney

1

October 27, 2015


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Prologue


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There’s no reason to settle for average. You have it in you to be great! –

a Star Performer

Mark Hunter, The Sales Hunter

So You Wanna Be a Rock Star


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Act IInfluence, Impact

and Legacy


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What is a Thought Leader (TL)?

ClassicStand Out

Visible Expert℠

Subject Matter Expert ≠ Thought Leader


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• Easily recognizable• Often quoted• “Name dropper”• Frequent conference

presenter• Have published works

Introducing the Visible Expert℠


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• Create a robust online presence• Flaunt high-quality affiliations• Give public speeches• Appear on TV• Win some awards• Publish a book

How to Build a Reputation


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Follow a Step-by-Step Guide

Revise

Analyze

Track

Build Relationships

Be Authentic


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• Increase your professional success

• Make an impact far beyond your current job and industry

• Leave a legacy that matters

Set The Way Forward Goals


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Act IIScene 1: Case Studies


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• Content marketing – blogs, articles, effective use of social media and more

• Writing authoritative book or two

• Speaking engagements (i.e., TV, radio, videos or conferences)

• Specialization in a niche area that builds community

TL Brand Survey Approach


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1. How did you decide on your brand? 2. Did your brand require any tweaking?3. Did you experience self-doubt or fear of

failure? If yes, what did you do to boost your self-confidence?

4. What aspects of your visible brand have you struggled with?

TL Survey Questions

“The greatest mistake we make is living in constant fear that we will make one.” -- John Maxwell, author and speaker


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5. What tools/tips solidified that your brand was going to stick and be successful?

6. Which element of your brand did you enjoy developing the most?

7. What source of feedback did you find the most reliable and count on?

More TL Survey Questions


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8. What was the greatest piece of advice someone gave you on your journey?

9. Who do you follow for inspiration and why?

10.What didn’t I ask you that you would like to share with other business development / proposal professionals who are thinking of becoming thought leaders?

Final Survey Questions


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Act IIScene 2: Cast of

Characters


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• Prolific writer, blogger, speaker, trainer

• Widely recognized “gadget guru”

• 25+ years experience in BD

• APMP Past CEO (2014/2014), CF APMP Fellow (2010), Director of Education (2009/8), Past APMP-NCA President (2009, 2008)

AppMaven

Beth Wingate Managing Principal


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• Leading authority on procurement and contracting (25+yrs)

• Former President of Coalition for Government Procurement (20+yrs)

• Expert witness – ‘False Claims Act’• “Off The Shelf” – Federal News

Radio 1500 AM, Wash. DC • Contributor to 3 books, other

published works (e.g., articles)• “The Week Ahead” Newsletter

Allen Federal Business Partners

Larry AllenPresident

Allen Federal


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• Leading authority on marketing to the Government

• Amtower Off-Center, Federal News Radio 1500 AM, Wash, DC

• The Amtower Report (newsletter)• 9,000+ subscribers

• LinkedIn Coach/Trainer/Blogger • Government Market Master (GMM)

Continuing Professional Education Program

• Authored 3 books • Prolific speaker/presenter at

conferences, company meetings

Amtower & Company

Mark AmtowerManaging

Partner


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• ‘Biz Graphics On Demand’(2006)… morphed to ‘Get My Graphic’ (2012); Sold (2015)

• Published works: books, support materials (e.g., Graphic Cheat Sheet), websites

• Conference gigs • CPP APMP Fellow• Graphics guru, marketing expert,

author, speaker, trainer

Mike ParkinsonPartner

* Acquired by eLearning Brothers LLC (2015)


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• 62,987 subscribers to newsletter/6m+ visitors

• Hundreds of free articles• Tutorials (fee-based)• PropLIBRARY (subscription-

based) • Virtual VP Services• Moderator, LinkedIn groups• Past APMP-NCA President

CapturePlanning.com Network

Carl DicksonFounder

http://www.carldickson.com/


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• Internationally recognized pioneer in business communications

• Invented 1st proposal automation system (1991); 1st web-based content configuration system (1995), 1st system for automatically analyzing and responding to RFPs (The Sant Corp.)

• First APMP Fellow (2001)• Published works: 3 books• Numerous awards for script writing

(film/video)• Foremost practitioner in proposal writing • Top Ten Sales Trainers in the World

Hyde Park Partners

Tom Sant, Ph.D. Cofounder of Hyde

Park Partners


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• Library of Rebid Best Practices (subscription)

• LinkedIn groups• Newsletter

Nigel ThackerManaging Director Rebidding Solutions, Ltd.

• Articles • Books


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• Advisor• Educator• Speaker• Author

Robyn Haydon


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Strategic Proposals

Jon WilliamsManaging Partner,Strategic Proposals LtdCPP APMP Fellow25+ yrs. experience

BJ LownieManaging Director, Principal Consultant,Strategic Proposals LLCFounding member, APMPCPP APMP Fellow30+ yrs. experience


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• www.iamwordman.com• WordMan Add-ins (Hiliter, Acrogen,

Rextractor)• LinkedIn, Facebook, Twitter

engagement• 30+ articles “Wordman’s Production

Corner, APMP Perspective• Presentations, workshops, webinars• Past APMP-CEO, Recipient of APMP

Founders’ Award, CF APMP Fellow

Wordman

Dick EassomProprietor VP-Corporate

Support at SM&A


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Act IIIFinding Your Voice

Creating Community


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• Be approachable• Be discoverable• Share openly• Avoid TMI• Be persistent • Get support• Don’t just think – Do!

Advancing Your Ideas

+


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• Need an idea that sets you apart…

• Find a way to build an audience…

• Use several communication strategies…

• Inspire others to embrace your vision…

Becoming a Recognized Expert


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How To - Thought Leadership (TL)

“ Let learning lead to action.”– Jim Rohn, renowned author, speaker and personal-development legend


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“How to Build an Authentic Thought Leader/SME Platform”

• Mark Amtower – ½ day in-person workshop

Training Courses

“Grow Your Thought Leadership Flame”

• Liz Ryan, The Human Workplace

• 12 week virtual course, LinkedIn group


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Finding Your Voice


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• Three Types of Thought Leadership• Industry • Product• Organizational

TL vs. Content Marketing


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Connect ─ Persuade ─ Win

• eBooks• White papers• Blog posts• Videos/apps

• Meerkat • Periscope• YouTube

• Infographics• Instagram

• Webinars / Workshops• Podcasts• Tweets (Twitter)

• Breaking News

• Status updates (Facebook)• Monitor conversations

• Customer case studies

Not all platforms are created equal


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Blogging

Make $500 in just one hour with our no-fail system!How I Make $4,729.19 every week (while never changing out of my pajamas)

Tired of Losing? Beat any competitor to the front page of Google


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Content Rules – The Playbook

• Embrace being a publisher

• Insight inspires originality

• Build momentum• Speak human

• Genuine voice • Reimagine

• Don’t recycle


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Content Rules

• Share or Solve• Show or demo• Do something

unexpected• Spark interaction• Ground your point

of view/share • Play to strengths


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Content Food Chain

Conversation

Success Stories

Presentations and Speeches

Go Mobile

SlideShare.net

Scribd.com

Chunks

Bundle

Chop Shop


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How to Measure Effectiveness

Social media works best with a consistent posting schedule


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Act IVCreating Value

through a Distinctive, Trusted Brand


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If you are going to be a brand, you’ve got to become relentlessly focused on what you do that adds value, what you’re proud of, and most important, what you can shamelessly take credit for. ─ Tom Peters

Personal Branding


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• Identify your core values• Identify your strengths/

personal attributes• Assess your current brand

image• Develop your brand

Creating a Personal Brand Identity


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• Master your craft • Assemble a portfolio

of successes • Fill a gaping hole

with anything but noise

Becoming a Trusted Brand

Constant

Consistent

Clear


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FinaleCall to Action


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@deadlinedriven

www.linkedin.com/in/ betsyblakney

[email protected]@comcast.net

Credits

Betsy BlakneyThought Leader in

TrainingSpecial thanks to Sherylyn Asch for graphics

and production support

spac 2015 betsy blakney •second levelfilm/video) • foremost practitioner in proposal writing •...

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