This document provides tips on how to create powerful proposal presentations that influence executives and win projects. It recommends targeting the presentation to the executives by understanding their background, goals, communication style and decision-making process. It also suggests creating a compelling storyline with a clear structure that sets context and ties the proposal to company objectives. Finally, it advises engaging the audience through concise openings, establishing value and managing risk, and preparing for success by rehearsing and adopting an advisory mindset.

1. Powerful Proposal Presentations:
Dave Underhill, President Underhill Training
How to Influence Executives and Win the Project

2. Moderator
Marcelle Saab
Program Manager,
MBO Partners

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5. Expert Speaker – Dave Underhill
Dave Underhill
President,
Underhill Training

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7. Execs See A Communication Gap
Business Measures35%
External Forces27%
27%
19%
19%
“How Often Do Salespeople Demonstrate…”

8. How To Close The Gap – Today‟s Agenda
• Target your presentation to
executives
• Create a compelling storyline
• Engage the audience
• Prepare for success

9. Target Your Presentations to
Executives

10. Know Their World
• Background
• Goals, challenges and
priorities
• Motivations/incentives
• Roles, decision process

11. Know Where To Find Information
• Media
• Social
• Corporate
• Personal

12. Connect to Their Goals
YOUR
PROJECT
GROUP
OBJECTIVES
COMPANY
GOALS
Revenue Growth From Customer Base
Deeper Customer Insight - Cross Selling
Sales Training

13. Connect to Their Goals
YOUR
PROJECT
GROUP
OBJECTIVES
COMPANY
GOALS
Grow Emerging Markets Business
„Localize‟ products and marketing
Translate product/marketing materials

14. Address Communication Styles
Sociable/
Influencer
Amiable/
Steady
Conscientious/
Analytical
Dominant/
Driver

15. 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

16. Address Communication Styles
• Animated, outgoing, driven by
big-picture vision for the
company
• Focus on
people, involvement, testimonial
s
• Be enthusiastic, provide ideas for
implementation but avoid giving
too much detail
Sociable/
Influencer

17. Address Communication Styles
• Calm, listens well, may avoid
direct conflict and be wary of
change and risk
• Focus on
support, service, adoption, chan
ge management
• Provide step-by-step
implementation plans and focus
on the impact on people
Amiable/
Steady

18. 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

19. Know Your Communication Style
Sociable/
Influencer
Amiable/
Steady
Conscientious/
Analytical
Dominant/
Driver

20. Create A Compelling Storyline

21. 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

22. Create A Story Structure
• “Why are we here?”
• “Where are we starting?”
• “What are we proposing?”
• “What are the expected
results?”
• “Why approve?”

23. 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?”

24. Engage The Audience

25. Be Concise With Your Opening
“Why Are We Here?”
• Review Situation
• Confirm Agenda
• Outline Decision

26. 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.”

27. Help Executives Manage Risk
• Understand their risks:
business, competitive, political, t
echnical
• Provide compelling alternatives
• Show step-by-step investments
and measures
• Be open about uncertainties

28. Prepare For Success

29. Prepare For Success
• Have a plan – and be
flexible
• Rehearse content and
questions
• Adopt an „Advisor‟ mindset

30. Steps To Close The Gap
• Target your presentation to
executives
• Create a compelling
storyline
• Engage the audience
• Prepare for success

31. 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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