Small Business Development & Growth Virtual Series“Power of the Statement of Interest”

Presented By: Micah Minium

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“If we had to,

we could

submit right

now.”

Compliant Clean Compelling

“Okay, at least

we’re not

embarrassing

ourselves.”

“We’ve left it

all on the

table.”

The Client Is the Center of Our Universe

Creative

Approach

Teaming & Staffing

Understanding

• Talk to many people & ask them the same questions

• Understanding organizational dynamics

• Don’t presume to know the answer

• Let them tell you

• What information do you need?

• What messages do you need to share?

Prepare for & Rehearse

Client Meetings

Ask Open-Ended

Questions

TriangulateRepeat

Client

What’s the

scope?

What’s the schedule?

What’s the

budget?

What firms do you like

working with?

What concerns you about this job?

What are you

looking for in a PM?

“If we had to,

we could

submit right

now.”

Compliant Clean Compelling

“Okay, at least

we’re not

embarrassing

ourselves.”

“We’ve left it

all on the

table.”

Clean Compelling

“Okay, at least

we’re not

embarrassing

ourselves.”

“We’ve left it

all on the

table.”

“If we had to,

we could

submit right

now.”

Compliant

Compliant

Compliant

Critical Dates

Required

Copies

Compliant

Special

Printing Needs

Organization, Page Limits or

Targets, Writing Responsibility

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Compliant

“If we had to,

we could

submit right

now.”

Compliant Clean Compelling

“Okay, at least

we’re not

embarrassing

ourselves.”

“We’ve left it

all on the

table.”

Clean

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Clean

Clean

Clean

Clean

Clean

Clean

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•

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Clean

•

•

•

•

•

•

•

•

“If we had to,

we could

submit right

now.”

Compliant Clean Compelling

“Okay, at least

we’re not

embarrassing

ourselves.”

“We’ve left it

all on the

table.”

Compelling

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•

Compelling

Paragraph/ Topic Purpose Notes

1/Project

Overview

Show technical & contextual (civic)

understanding

Always use the clients’ names first

Challenge: Don’t start with “We are pleased to submit”

2/Introduce the

Firm(s)

Show partnership & collaboration Always “partners,” never

“subconsultants”

3/Introduce the

PM

Show the 3-5 reasons the PM is the right

PM for the job

Challenge: Don’t use “uniquely qualified”

4/Highlight key

staff

Show the 1-2 reasons each key leader has

been chosen

Not everyone, just the most important

staff

5/Issues

Introduction

What are the key challenges you have

heard from the client?

6-10/Issues,

Solutions, Proofs

Each paragraph has issue, solutions,

benefit, & proof

Challenge: Instead of “Save money & time”, how much of each

11/Close Ask for the job

Compelling

Project Overview

Team Introduction

Issues & Solutions

Issues Introduction

Introduce PM

PM Introduction

(Continues)

Key Staff Introduction

Compelling

• Charts and

graphs are the

best

• Images are

good

• Icons are a

roadmap

• Clipart is a

waste of space

Compelling

Compelling

Feature Verb Benefit

Platooning Increases BRT Capacity 30%

+ +Compelling

Compelling

Compelling

Thank You!

Next Sessions:

DBE Certification 101

October 20, 2021

Understanding the Importance of a Balance Sheet

October 27, 2021

“I’m Certified, Now What?”

November 10, 2021