Developing and presenting business proposals

2016 Spring Manager Series: Developing and Presenting Business ProposalsKevin R.Thomas, Manager,Training & Development · Office of Human Resources · [email protected] · 413-597-3542

March 24, 2016

[email protected]

413-597-3542

Manager, Training and Development

Office of Human Resources

Presented by Kevin R. Thomas

2016 Spring Managers Series

Developing & Presenting

Business Proposals


• Understand and be able to apply best practices to:

oDevelop a business proposal

o Present your business proposal•

… within a higher ed. context

Objectives


1. Developing a business proposal

2. Presenting your business proposal

3. Exercise

Program Overview




3. Exercise

Program Overview


• A concise statement of

your idea that advertises

its value

• May be revised as you

continue to develop your

proposal

Statement of Opportunity

Developing a Business Proposal


Statement of Opportunity: HR Analytics Project Example

By developing better reports, we can use data to:

• be stronger strategic partners to senior leaders,

• maximize the value we provide to the organization,

and

• make powerful, objective statements about the

nature, volume, and value of our work.


• More on this on Tuesday

• Understand who may be

impacted by your initiative.

• Who else could benefit?

• Who might feel left out?

Build a Coalition



• What’s your boss’s path to

progress?

• What’s the decision

makers path to progress?

• How does this fit in with

Williams path to progress?

Check for Alignment



• Quantify:

– Costs

– Benefits

– Risks

• Use benchmarks

Conduct an Analysis



• Is this the only proposal

that would meet the goal?

• What are the others?

Explore Alternatives



• Best Alternative to a

Negotiated Agreement

• What will you do if you get

a flat out “No”.

Know Your BATNA



• What will you do if you get

an immediate “Yes”?

Prepare for Success





3. Exercise

Program Overview


Elements from the Science of

Persuasion

Presenting Your Business Proposal

Reciprocity

Scarcity Authority

LikingConsistency

Consensus


• Who are the people that

can ultimately approve

your proposal?

• How can you strengthen

your relationships with

them?

• How can you improve your

reputation with them?

Building Relationships – directly


– Reciprocity

– Authority

– Liking


• Will someone else be

making the ask on your

behalf?

• How clearly do they

understand your idea?

• How well do they know

your expertise?

• How can they increase

your credibility?

Building Relationships - indirectly


– Authority


• Vivid stories have

a greater impact

than raw data

• Add selected data

points that

reinforce key

messages.

Balance Story with Data



• Hopes

• Fears

Speak to Your Audiences Interests



• Ask directly for all of what

you want

• Be specific

• Ensure your ask is within

the person’s authority to

approve

Make the Call to Action Clear



• Allows decision makers to

get more involved without

making permanent

commitments

• Allows you to learn and

refine your proposal.

• Creates momentum that

can be hard to shake

Propose a Pilot


– Consistency


• Rehearse your

presentation for interested

stakeholders

• Get feedback on:

– Length

– Clarity

– Organization

Rehearse, refine



• Provide an overview

• Use the “rule of threes”

• Appeal to a diverse

audience

Structure Your Presentation


• Concepts learned through

images are more easily

and frequently recalled

than those learned

through words

Use Visuals


• What are some ways you

can involve your

audience?

Create Interactive Moments




3. Exercise

Program Overview


• Assigned teams

• By 11:30:

– Brainstorm actual initiatives you

would like to propose

– Select one

– Select one or more presenters

– As a group, prepare a 5-7

minute pitch

– Use techniques from this

presentation, or others we

haven’t talked about.

Your Turn!

Exercise


• Each pitch in turn

• 1-2 minutes for written

feedback

• After all pitches, Kevin will

give a feedback speech on

each one.

Pitches


Contact Kevin Thomas at 413-597-3542or email [email protected]

2016 Spring Managers Series

Developing & Presenting Business

Proposals

Questions?