Administrator | May 5, 2011
The opportunity to present to senior executives is a good news and bad news venture. The good news is that it gives the presenter the chance to showcase his or her capabilities before the people in the organization who have great influence on promotions and future assignments. The bad news is that a poor presentation to senior executives can cast a giant shadow over the presenter’s future. An old saying is particularly apt—People may not remember a good presentation, but they never forget a bad one. Nor do they forget the presenter of a bad presentation.
The Ten Tips below are not classroom theory, but evolve from my speaking experience, including being the senior intelligence briefer to the Chairman of the Joint Chiefs of Staff, and are distilled from my book The Shortcut to Persuasive Presentations (available online at Amazon.com.) Adapt these Ten Tips to your own speaking, and you’ll not only avoid the career-damaging bad presentation, you’ll be eager to present to “the big dogs.” Read More
Administrator | March 2, 2011
The Four-Phase Collaboration between Project Managers and
Proposal Professionals that Develops Contract-Winning Synergy
This two-part article evolved from my November 4, 2010 presentation at the PMTools in Crystal City. Part One emphasized ( a) why proposal managers/writers and project managers/orals teams must work in concert, not separately as is often the case, and (b) specific guidance enabling Project Managers to improve their presentation skills to make them more effective in leading oral presentations. These oral presentations can be the “tiebreaker” in determining which company is awarded the contract.
In Part Two I outline a four-phase approach which unites the proposal and orals teams to enhance the chances of winning contracts.
Administrator | February 1, 2011
This article is Part One of a two-part submission for the Project Management Institute, Washington DC Chapter (PMIWDC) webpage. It is evolved from my November 4 PMTools presentation at the Crystal City Sheraton. This article will:
- Explain why proposal managers/writers and the proposed project managers must work in concert, not separately as is often the case; and
- Provide advice that will enable proposed project managers to improve their presentation skills. This advice is based on the methodology that is the heart of my executive workshops.
In Part Two, to be published on the PMIWDC website at a later date, I will outline an integrated four phase process by which writers and presenters can develop contract-winning synergy. Read More
What do I mean by “Bringing Home the Bacon?“ It’s what the proposed project managers are expected to do when they head an orals presentation team that is competing with other companies for contracts. Yet these proposed project managers are often brought into the proposal process relatively late. They are expected to win the business, but are not involved in developing the proposal. That, I submit, is not the way to win business.