Upload
mbo-partners
View
611
Download
0
Embed Size (px)
DESCRIPTION
Citation preview
Powerful Proposal Presentations:
Dave Underhill, President Underhill Training
How to Influence Executives and Win the Project
Moderator
Marcelle SaabProgram Manager, MBO Partners
We Make it Easy for Independent Consultants & Their Clients to Work Together
Webinar Controls
The full screen iconmaximizes thepresentation area.
The chat box allows you to send a question to the presenter.
Expert Speaker – Dave Underhill
Dave UnderhillPresident, Underhill Training
Live Tweeting
#MBOWeb
Execs See A Communication Gap
Measures
Business Measures35%
External Forces1.0
ROI
27%
27% Value Propositions
Business Results First
19%
19%
“How Often Do Salespeople Demonstrate…”
How To Close The Gap – Today’s Agenda
• Target your presentation to executives
• Create a compelling storyline
• Engage the audience
• Prepare for success
Target Your Presentations to Executives
Know Their World
• Background
• Goals, challenges and priorities
• Motivations/incentives
• Roles, decision process
Know Where To Find Information
• Media
• Social
• Corporate
• Personal
Connect to Their Goals
YOUR PROJECT
GROUP OBJECTIVE
S
COMPANY GOALS Revenue Growth From Customer Base
Deeper Customer Insight - Cross Selling
Sales Training
Connect to Their Goals
YOUR PROJECT
GROUP OBJECTIVE
S
COMPANY GOALS Grow Emerging Markets Business
‘Localize’ products and marketing
Translate product/marketing materials
Address Communication Styles
Sociable/Influencer
Amiable/Steady
Conscientious/Analytical
Dominant/Driver
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
Address Communication Styles
• Animated, outgoing, driven by big-picture vision for the company
• Focus on people, involvement, testimonials
• Be enthusiastic, provide ideas for implementation but avoid giving too much detail
Sociable/Influencer
Address Communication Styles
• Calm, listens well, may avoid direct conflict and be wary of change and risk
• Focus on support, service, adoption, change management
• Provide step-by-step implementation plans and focus on the impact on people
Amiable/Steady
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
Know Your Communication Style
Sociable/Influencer
Amiable/Steady
Conscientious/Analytical
Dominant/Driver
Create A Compelling Storyline
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
Create A Story Structure
• “Why are we here?”
• “Where are we starting?”
• “What are we proposing?”
• “What are the expected results?”
• “Why approve?”
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?”
Engage The Audience
Be Concise With Your Opening
“Why Are We Here?”• Review Situation
• Confirm Agenda
• Outline Decision
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.”
Help Executives Manage Risk
• Understand their risks: business, competitive, political, technical
• Provide compelling alternatives
• Show step-by-step investments and measures
• Be open about uncertainties
Prepare For Success
Prepare For Success
• Have a plan – and be flexible
• Rehearse content and questions
• Adopt an ‘Advisor’ mindset
Steps To Close The Gap
• Target your presentation to executives
• Create a compelling storyline
• Engage the audience
• Prepare for success
Free Resource!
• Email me for a free copy of The Presenter’s Note Sheet
• For more information on Underhill Training:
www.underhilltraining.com
Additional Information on MBO Partners
• EMAIL US - [email protected]
• VISIT our website - www.mbopartners.com
• FOLLOW US on Twitter - @mbopartners
• SIGN UP for our monthly newsletter [email protected]