11.21.14 winning ways for oral competitions 2014 mid-atlantic conference & expo sheraton...
TRANSCRIPT
11.21.14Winning Ways for Oral Competitions
2014 Mid-Atlantic Conference & ExpoSheraton Premiere
Tysons Corner
Lawrence Tracy, David Taylor, and Dan Shyti
Oral Panel
2014 Mid-Atlantic Conference & Expo 2
Agenda for Today
Introduction of the Panel Individual Presentation (5 min each)
– Topic 1: Tips and disciplines to help the orals process – Topic 2: What is your body saying?– Topic 3: Why we fell out of love with the “Murder Board” for
Orals Preparation?
Panel Discussion (30 min) – Similarities and Differences of orals across Government and
Commercial markets – Understand your audience– Guidance to all contributors to prepare for orals
Questions from the Audience (15 min)
11.21.14
3
Individual Presentations
11.21.14 2014 Mid-Atlantic Conference & Expo
4
Speaker Information & Bio
11.21.14 2014 Mid-Atlantic Conference & Expo
(410) [email protected]
David Taylor
David Taylor, CPP.APMP, PMPDirector of Bids & Proposals
Rockwell Collins, ARINC Airport Systems
Electrical EngineerMBA Boston UniversityAAAE Certified Member
Managing global bids & proposals over 20 yrsFormer British Airways airline pilot & IT manager
5
Tips & Disciplines to Help Orals Process
Re-read the RFP and proposal
Ask the customer for an agenda
Ask for issues to address
Agree agenda and timing
Manage the timing perfectly
Know and respect your audience
Pick your team carefully
Honor the customer
The goal is to close a deal…..– not to pass on all the knowledge you have
– do not dwell in the weeds
Plan and manage logistics
Educate
Prepare and use a script
Practice, practice, practice
11.21.14 2014 Mid-Atlantic Conference & Expo
Smile – People buy from people they like
6
Speaker Information & Bio
Dan Shyti
Former Vice President, Fortune 100 company27+ Years of Leadership Experience
Author, Professional Speaker, Leadership Coach Bachelors in Electrical Engineering
Member National Speakers Association
Presentation CoachingCapture ManagementProposal ManagementProposal Volume LeadLeadership Seminars
(703) [email protected]
Don’t think about me!
What is Your Body Saying?
11.21.14 2014 Mid-Atlantic Conference & Expo 8
Catch and stop the common body language negatives.
Copyright © 2013 Daniel A. Shyti
9
Speaker Information & Bio
11.20 and 11.21.14 2014 Mid-Atlantic Conference & Expo
(703) [email protected]
Larry Tracy
Former Chief of the Defense Intelligence Agency’s Presentations Branch
Graduate of St. Joseph’s University and holds an MA from Georgetown University
Graduate of U.S. Army Command and General Staff College and Inter-American Defense College
Member of National Speakers Association, APMP, and PMI
2014 Mid-Atlantic Conference & Expo 10
Why we fell out of love with the “Murder Board” for Orals Preparation?
Does the name “Red Team” for proposal preparation denote a confrontational event?
Is its cousin the “Murder Board” likewise too violent a term to use in the preparation of an
orals team?
11.21.14
11
Panel Discussion
11.21.14 2014 Mid-Atlantic Conference & Expo
12
Questions from the Audience
11.21.14 2014 Mid-Atlantic Conference & Expo