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Powerful Proposal Presentations: How to Influence Executives and Win the Project
This document provides tips on how to create powerful proposal presentations that influence executives and win projects. It recommends targeting the presentation to the executives by understanding their background, goals, communication style and decision-making process. It also suggests creating a compelling storyline with a clear structure that sets context and ties the proposal to company objectives. Finally, it advises engaging the audience through concise openings, establishing value and managing risk, and preparing for success by rehearsing and adopting an advisory mindset.
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Similar to Powerful Proposal Presentations: How to Influence Executives and Win the Project
Powerful Proposal Presentations: How to Influence Executives and Win the Project
- 1. Powerful Proposal Presentations: DaveUnderhill, President Underhill Training How to Influence Executives and Win the Project
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- 3. We Make itEasy for Independent Consultants & Their Clients to Work Together
- 4. Webinar Controls The fullscreen icon maximizes the presentation area. The chat box allows you to send a question to the presenter.
- 5. Expert Speaker –Dave Underhill Dave Underhill President, Underhill Training
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- 7. Execs See ACommunication Gap Business Measures35% External Forces27% 27% 19% 19% “How Often Do Salespeople Demonstrate…”
- 8. How To CloseThe Gap – Today‟s Agenda • Target your presentation to executives • Create a compelling storyline • Engage the audience • Prepare for success
- 9. Target Your Presentationsto Executives
- 10. Know Their World •Background • Goals, challenges and priorities • Motivations/incentives • Roles, decision process
- 11. Know Where ToFind Information • Media • Social • Corporate • Personal
- 12. Connect to TheirGoals YOUR PROJECT GROUP OBJECTIVES COMPANY GOALS Revenue Growth From Customer Base Deeper Customer Insight - Cross Selling Sales Training
- 13. Connect to TheirGoals YOUR PROJECT GROUP OBJECTIVES COMPANY GOALS Grow Emerging Markets Business „Localize‟ products and marketing Translate product/marketing materials
- 14.
- 15. Address Communication Styles •Direct, assertive and action-oriented risk taker • Focus on results, ROI • Provide options and let them decide • Like to be in control of the decision making process Dominant/ Driver
- 16. Address Communication Styles •Animated, outgoing, driven by big-picture vision for the company • Focus on people, involvement, testimonial s • Be enthusiastic, provide ideas for implementation but avoid giving too much detail Sociable/ Influencer
- 17. Address Communication Styles •Calm, listens well, may avoid direct conflict and be wary of change and risk • Focus on support, service, adoption, chan ge management • Provide step-by-step implementation plans and focus on the impact on people Amiable/ Steady
- 18. Address Communication Styles •Well-organized, less emotional, more objective • Focus on logic, order, accuracy • Clarify priorities and criteria for decisions • Emphasize track record/results Conscientious/ Analytical
- 19. Know Your CommunicationStyle Sociable/ Influencer Amiable/ Steady Conscientious/ Analytical Dominant/ Driver
- 20. Create A CompellingStoryline
- 21. Know What ExecutivesExpect • Set context and purpose • Provide information to help me decide • Tie projects to our goals • Be clear with your „ask‟ • Deliver with conviction
- 22. Create A StoryStructure • “Why are we here?” • “Where are we starting?” • “What are we proposing?” • “What are the expected results?” • “Why approve?”
- 23. Create A StoryStructure Products-$/Customer Sales Training + $500K/year $ From Customers Skills – Insight - $ +1.5 Prod/Customer • “Why are we here?” • “Where are we starting?” • “What are we proposing?” • “What are the expected results?” • “Why approve?”
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- 25. Be Concise WithYour Opening “Why Are We Here?” • Review Situation • Confirm Agenda • Outline Decision
- 26. Establish Value …For Them What “Moving your on-site servers to a cloud environment saves money on fixed expenses.” So What “Frees up money for your strategic projects - $50K for customer relationship management software, which will help bring in an additional $200K over the next two years.”
- 27. Help Executives ManageRisk • Understand their risks: business, competitive, political, t echnical • Provide compelling alternatives • Show step-by-step investments and measures • Be open about uncertainties
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- 29. Prepare For Success •Have a plan – and be flexible • Rehearse content and questions • Adopt an „Advisor‟ mindset
- 30. Steps To CloseThe Gap • Target your presentation to executives • Create a compelling storyline • Engage the audience • Prepare for success
- 31. Free Resource! • Emailme for a free copy of The Presenter’s Note Sheet [email protected] • For more information on Underhill Training: www.underhilltraining.com
- 32. Additional Information onMBO Partners • EMAIL US - [email protected] • VISIT our website - www.mbopartners.com • FOLLOW US on Twitter - @mbopartners • SIGN UP for our monthly newsletter - [email protected]
Editor's Notes
- #10 There can be many ‘unknowns’ as you prepare to meet with executives,so do research turn what you don’t know into what you do know.Sources for background information:Social media sites such as LinkedInIndustry magazines, press and web sitesCompany web siteInformation on publicly-traded companies: annual reports, the investor relations page of the company web site, 10K reports, proxy reportsPeople in your company that may be working at the customer site alreadyPeople who know or work for the executiveGeneral web search for videos, articles, interviews.
- #11 Go to www.internalchange.com for more information on DiSC profile.
- #16 Go to www.internalchange.com for more information on DiSC profile.
- #17 For your more formalproposal presentations, create a structure that is easy for people to follow.
- #18 Create a story thread that connects the elements of your presentation.You are telling a ‘story with numbers’, so make sure the work you areproposing is directly connected to business measures that are important to the customer. It should be easy for them to follow the case you are making.
- #20 When talking about quantitative results, make sure you use the measuresand metrics the customer uses.If you can, talk to people inside the organization to identify the metrics and to calculate the results you are estimating.