Show Me the Money: Stories from Winning Proposals and Where to Save Money Winning Work

Laura Ricci, M.B.A.

1Ricci LLC

Goals for this workshop

___________________________ ___________________________ ___________________________ ___________________________

Goals for this workshop

___________________________ ___________________________ ___________________________ ___________________________ Energize You to Do Good Things __________________________ ___________________________

Goals for this workshop

___________________________ ___________________________ ___________________________ ___________________________ Energize You to Do Good Things Tell You Stories______________ ___________________________

Goals for this workshop

___________________________ ___________________________ ___________________________ ___________________________ Energize You to Do Good Things Tell You Stories______________ Release Fear and Engage Creativity

Inspire

http://www.1ricci.com/ideas/fun-inventing-change

Pareto’s Principle

80 / 20 rule

Customer Scores

A B C DA: Your best customersD: Your worst customersB & C: not A, not D, between

Volunteers needed

Two who work with each other Two who don’t know each other

The Prisoner’s Dilemma

Trust

Client or Competition?

Client Focus

Apple or HP, Dell, Microsoft? Gets you first to the market Preserves/Creates “A” Clients Aligns Resources with Profit Stream Creates a relationship and trust

Dabble then polish

http://www.1ricci.com/ideas/social-media-used-by-engineers-to-win

http://www.youtube.com/watch?v=Ep4L18zOEYI&feature=player_embedded

Storytelling 101

Capture Exchange Learn to “Tell a Story”

Vertical Marketing

60 Engineers volunteer, 45 finish. Every agency, city council, planning

commission in our market covered by one engineer for 6 months.Just show up

• How many bald heads?• What would the vote be on X issue?• Add data to Company address book

Improve Hit Rate

Go / NoGo

Goals to Metrics

Look For New Stories

http://www.realizeali.com/

The Magic of Winning Proposals

By Laura RicciPublished for Kindle and iPad

At Amazon.com and iBooks@iTunes