Powerful Proposal Presentations:

Dave Underhill, President Underhill Training

How to Influence Executives and Win the Project

Moderator

Marcelle SaabProgram Manager, MBO Partners

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Expert Speaker – Dave Underhill

Dave UnderhillPresident, Underhill Training

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#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

daveu@underhilltraining.com

• For more information on Underhill Training:

www.underhilltraining.com

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