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.
7. Execs See A Communication Gap
Business Measures35%
External Forces27%
27%
19%
19%
“How Often Do Salespeople Demonstrate…”
8. How To Close The Gap – Today‟s Agenda
• Target your presentation to
executives
• Create a compelling storyline
• Engage the audience
• Prepare for success
10. Know Their World
• Background
• Goals, challenges and
priorities
• Motivations/incentives
• Roles, decision process
11. Know Where To Find Information
• Media
• Social
• Corporate
• Personal
12. Connect to Their Goals
YOUR
PROJECT
GROUP
OBJECTIVES
COMPANY
GOALS
Revenue Growth From Customer Base
Deeper Customer Insight - Cross Selling
Sales Training
13. Connect to Their Goals
YOUR
PROJECT
GROUP
OBJECTIVES
COMPANY
GOALS
Grow Emerging Markets Business
„Localize‟ products and marketing
Translate product/marketing materials
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 Communication Style
Sociable/
Influencer
Amiable/
Steady
Conscientious/
Analytical
Dominant/
Driver
21. Know What Executives Expect
• 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 Story Structure
• “Why are we here?”
• “Where are we starting?”
• “What are we proposing?”
• “What are the expected
results?”
• “Why approve?”
23. Create A Story Structure
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?”
25. Be Concise With Your 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 Manage Risk
• Understand their risks:
business, competitive, political, t
echnical
• Provide compelling alternatives
• Show step-by-step investments
and measures
• Be open about uncertainties
29. Prepare For Success
• Have a plan – and be
flexible
• Rehearse content and
questions
• Adopt an „Advisor‟ mindset
30. Steps To Close The Gap
• Target your presentation to
executives
• Create a compelling
storyline
• Engage the audience
• Prepare for success
31. Free Resource!
• Email me for a free copy of The
Presenter’s Note Sheet
daveu@underhilltraining.com
• For more information on
Underhill Training:
www.underhilltraining.com
32. Additional Information on MBO Partners
• EMAIL US - info@mbopartners.com
• VISIT our website - www.mbopartners.com
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Notas del editor
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.
Go to www.internalchange.com for more information on DiSC profile.
Go to www.internalchange.com for more information on DiSC profile.
For your more formalproposal presentations, create a structure that is easy for people to follow.
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.
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.