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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.
