Building Confidence for Capture Success€¦ · Building Confidence for Capture Success 3:30 -4:00...

BuildingConfidenceforCaptureSuccess3:30- 4:00p.m.

ErinFuller,FASAE,CAE,MCIUSA

BuildingConfidenceforCaptureSuccess

ErinM.Fuller,FASAE,CAEPresident,AssociationSolutions

MCIUSA@erinmfuller

CultivatingKeyInfluencers

• Beauthentic• Identifysharedvalues• Sharesomevulnerability.

• Behelpful.• Expandtheirnetwork.

• Sharesomethingpersonal• Createopportunitiesforin-personconnection.

Disrupttheprocess.Influencethedevelopmentoftheproposal.

Havecriteriaintherethatyouknowyoucanmeet.Call.

Meetinperson.

Startoutwithaquestion• Whatisyourbiggestchallenge?

• Howdidwegethere?

• Whatisyourbackground?

• Whatdoessuccesslooklike?

Andthen…

• Bethatsolution.

Gettothepoint– quickly.• Establishneed

• Acknowledgecompetition• Showcaseyourteam

• Promoteyoursimilarwork• Agreed?Moveon.• Establishthetimeline

Acknowledgecompetition

• Don’tsay“wedon’thaveanyrealcompetitors.”• Knowwhatmakesyoudifferent– andspendtime/energythere

Preparation

• Knowyourpitch• Knowtheaudience• Anticipatequestions

• Arrivewithquestionsofyourown• Reviewpriordifficultquestionsfromotherpresentations

• Showthatyouarebetterthanthecompetition

TellaStory.• Createconnection• Beresonant.• Bememorable.• Makeitfeelreal.• Makeitsimple.

Showmanship• Clean,crispvisuals• Stronggraphics

• Canyoumakeitinteractive?• Ensureyourstorycanbetoldwithoutyoutoshareit.

• Arrivereadytonegotiate.

Confidence

Youneedtoexudethesameleadership,skillsandprofessionalismyouwillwhenyouwinthebusiness

Inclosing…

TrainyourteamstomakeconnectionsDebriefafterallpresentations

TrackrelationshipsinasharedsystemPreparation,focusandsystemshelpmanageanxietyandthe

unexpected.

ErinM.Fuller,FASAE,CAEPresident

AssociationSolutionsMCIUSA

erin.fuller@mci-group.comwww.mciusa.com@erinmfuller