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Pursuit and proposal innovation
Pursuit and proposal innovation
Treating your career like a pursuit
Presented by: Mike Walsh, CF APMP
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Pursuit and proposal innovation
Managing your career:The pursuit vs. the proposal
• Pursuit (75-80%)– Driving your own career– Building new relationships (inside and out)– Identify, develop and explore new opportunities
• Proposal (20-25%)– Application– Your resume– Cover letter– LinkedIn/online profile
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Pursuit and proposal innovation
Managing your career path
• Historical careers • Current and future careers
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Pursuit and proposal innovation
For yourself: A personal board of directors
• What is a personal board of directors?– Group of about 5 people you
consult regularly to get advice and feedback
• What are the components of an effective personal board of directors?– Have greater knowledge about
or ability at something than you – Offer diverse points of view and
think differently than you– Have a specific skill set or
strength you could benefit from– Are willing to meet with and
speak to you on a periodic basis– Can include sponsors or mentors
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5 steps to your personal board of Directors
Start with the end in mind. What is your goal?
Pick the skill sets needed. It’s important to find people who have great skills that you’d like to become better at.
Make your board diverse. The idea is to learn and grow from experiences others have had.
Make the ASK. Meet with people you want on your board in person to make the ask. Tell them exactly why you are asking them to be on your board.
Follow through. Keep a journal of your questions and issues for your board and also their feedback. Let them know what action you took based on their feedback.
-contributed to The Glass Hammer by CEO coach Henna Inam
Pursuit and proposal innovation
Know the difference:Sponsors and Mentors
Mentor• Talks “with” you• Provides guidance, advice
and support• Asks you the tough
questions – drives insight into yourself
• Helps you drive your career and advancement
Sponsor• Talks “about” you• Has the power to influence
you and the organization• Provides opportunities for
growth and advancement• Asks the tough questions
for you – protects you• Expends their personal
capital to help you advance your career
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Pursuit and proposal innovation
Developing sponsors
• What makes building these relationships at higher levels in organizations so difficult?
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Assume or don’t know
Uncomfortable No help
Blocked
Pursuit and proposal innovation
Protégé roadmap – aka cultivating sponsors
Step 1. Embrace your dream and do a diagnostic • Assess your strengths and “value added” • Identify gaps in your skill sets and experience • Map the organizational landscape • Understand the levers of power (what “deliverables” will get
you promoted?)
Step 2. Scan the horizon for powerful sponsors • Go after the right leaders—the ones with sufficient clout to
help you
Step 3. Distribute your risk (2 Internal – 1 External Sponsor)
Step 4. Understand that it’s not all about you
Step 5. Come through on two obvious fronts • Performance
– Deliver outstanding bottom-line results – Hit targets and deadlines – Display impressive work ethic and availability
• Loyalty – Demonstrate trustworthiness and discretion – Burnish your sponsor’s brand across the organization – Grow your sponsor’s legacy
Step 6. PLUS, deliver a distinct personal brand • Bring cultural fluency or client insights • Deploy valuable technical expertise (quantitative skills,
social media savvy) • Display stand-out people skills and team leadership • Leverage your unique abilities
Step 7. Exude executive presence • Convey “polish” • Command a room with your presentation style • Project “gravitas” • Be seen as a heavy-weight with authority and influence • Leverage the power of your own difference
Step 8. Make yourself a safe bet
Step 9. Lead with a yes • Save your ambivalence for mentors – the answer to a
sponsor is always yes! Work out the how after you’ve said yes.
Step 10. Nail the tactics • Increase your internal visibility • Increase your external visibility • Get in front of target sponsors
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© 2012 Center for Talent Innovation
Pursuit and proposal innovation
Career decision makers/decision influencers
• What is the difference between a decision maker and a decision influencer?
• Who are potential career decision makers/decision influencers?– Hiring managers– Recruiters– Human resources– Coworkers/potential coworkers– VPs/Directors– C-Suite– Others?
••
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Pursuit and proposal innovation
Assessing your relationship with decision makers/decision influencers
• How often do you communicate with this person?
• Have you discussed your career goals with this person?
• What was the date of your last contact?
• Does this person reach out to you (or is the communication usually one way)?
• Is this person a member of your personal board of directors?
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Pursuit and proposal innovation
Map your current and desired relationships
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Name Role Desired outcome Method Frequency Status/Notes Last contact Next planned contact
Rick Harris APMP Executive Director
Build relationship to understand qualities of BOD members
Phone calls, emails and meetings Monthly Set up initial call via
email6 Nov 2018 (via email)
11 Jan 2019 (Phone intro Call)
Christina Lewellen
ABC Company Business Development Leader
Build relationship to learn what makes team effective –decision maker at company I would like to work
In person meetings Quarterly Met twice at local events
14 Aug 2018 (in person)
TDB within next 2-3 weeks
Peter Frank ABC Company Proposal Manager
Gain insights into their organization and potential opportunities on their team
Phone calls and in person meetings Monthly
Great rapport, we are sharing information and best practices –would like to work with Mary
15 Nov 2018 (in person at Pursuit Expo)
After the holidays
Julia Duke
My Company Business Development Leader
Have as a mentor/member of my Personal Board of Directors
Phone calls and in person meetings
Monthly or as needed
Really respect them and their career –would be a great individual to help me plot my career course
22 Oct 2018(via phone)
20 Nov 2018 (via phone)
Pursuit and proposal innovation
Self assess – your personal SWOT
Your career objective: view in light of your career objective
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Strengths••••••
Weaknesses••••••
Opportunities••••••
Threats••••••
Pursuit and proposal innovation
Getting it done!Action plans – 30 day, 3 month, 6 month
What Who When
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What Who When
What Who When
30 Day
3 Month
6 Month
Pursuit and proposal innovation
Grabbing your next position: Selling yourself
Selling to clients• Addressing client needs
– Fix– Accomplish – Avoid
Selling yourself• Identifying employer needs
– Fix– Accomplish– Avoid
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Pursuit and proposal innovation
The personal proposal
Proposal• Tell A Story• Cover Letter• Executive Summary• Win Themes • Right Resources• Past Performance/Quals• Concise
Resume• Tell Your Story• Cover Letter• Summary• Differentiators• Transferable Skills• Relevant Experience• Readable
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Pursuit and proposal innovation
Where to find more information
• Center for Talent Innovation. (2012). Sponsor Effect 2.0: Roadmap for Sponsors and Protégés
• Hewlett, S. A. (2013). Forget a Mentor, Find a Sponsor: The New Way to Fast-Track Your Career. Harvard Business Review Press.
• Hewlett, S. A., Marshall, M. & Sherbin, L. (2011). The Relationship You Need to Get Right. Harvard Business Review.https://hbr.org/2011/10/the-relationship-you-need-to-get-right
• Gallo, A. (2014). How to Write a Résumé That Stands Out. Harvard Business Review. https://hbr.org/2014/12/how-to-write-a-resume-that-stands-out?referral=03758&cm_vc=rr_item_page.top_right
• Heifetz, J. (2015). How to Use Your LinkedIn Profile to Power a Career Transition. Harvard Business Review. https://hbr.org/2015/05/how-to-use-your-linkedin-profile-to-power-a-career-transition
• Heifetz, J. (2015). Yes, Your Résumé Needs a Summary. Harvard Business Review. https://hbr.org/2015/07/yes-your-rsum-needs-a-summary
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Pursuit and proposal innovation
Pursuit and proposal innovation
Treating your career like a pursuit
Your career management toolkit
Presented by: Mike Walsh, CF APMP
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Pursuit and proposal innovation
Relationship map
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Name Role Desired outcome Method Frequency Status/Notes Last contact Next planned contact
Pursuit and proposal innovation
Personal opportunity SWOT analysis
Your career objective:
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Strengths••••••
Weaknesses••••••
Opportunities••••••
Threats••••••