The Chrysalis Group Inc'

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The Chrysalis Group Inc.

• When Proposal Managers Are at the Corporate
  TableEverybody Wins!
• Presentation for APMP
• March 28, 2007
• Dr. Joanne Irving Jude Marston, Managing
  Partners
• www.ChrysalisBusinessConsulting.com
• 301.983.5788

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A Seat at the Corporate Table
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Company Assessment

• What are your companys core values?
• What is your companys mission and vision?

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Rate Your Company on Internal Business
Communication

• 0Disagree 3Somewhat agree 5Completely
  agree
• Our company has clear objectives and strategies
  to meet those objectives.
• Our company communicates clearly about what
  markets we will compete in and which we wont.

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Rate Your Company on Internal Business
Communication (contd)

• 0Disagree 3Somewhat agree 5Completely
  agree
• Our company has defined who its target clients
  are and understands their needs and wants.
• Our companys annual business plan can be
  referenced and used as a guide throughout any
  proposal process.

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Rate Your Company on Internal Business
Communication (contd)

• 0Disagree 3Somewhat agree 5Completely
  agree
• Our annual business plan reflects a collaborative
  effort combining top down and bottom up insights.
• Middle management understands the major elements
  of the Business Plan and has a tracking system of
  key metrics that drives success.

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Rate Your Company on Internal Business
Communication (contd)

• 0Disagree 3Somewhat agree 5Completely
  agree
• Employees discuss and honor the companys values
  and understand the role of those values in
  fulfilling the brand promise to clients.
• There is a culture of personal empowerment and
  accountability at all levels of the organization.

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Rate Your Company on Internal Business
Communication (contd)

• Scoring Key
• 3140 WOW! Your company is an exception!
• 2130 Pretty good. Your company could use some
  improvement though.
• 020 Holy cow! How do you function?

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Strategy Pyramid
Mission Why we exist
Core valuesWhat we believe in
Vision What we want to be
Strategy map Our game plan
Balanced scorecard Implementation and focus
Strategic initiatives What we need to do
Personal objectives What I need to do
Strategic Outcomes
Satisfied Shareholders
Delighted Customers
Effective Processes
Motivated and Prepared Workforce
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Self-Assessment

• Where do you as a proposal manager fit in the
  corporate structure?

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The Proposal Manager is the Vision Keeper
How can you keep a meta-perspective while in the
trenches managing proposals?
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What Is Your Level of Involvement at Each Phase?
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How Does Your Company Benefit When You Have a
Seat at the Table?

• The earlier in the process you get involved, the
  better the proposal.
• The more ownership you have over the process and
  product, the higher the caliber of the proposal.

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How Does Your Company Benefit When You Have a
Seat at the Table?

• The more you know about your companys mission
  and strategy, the stronger you can write with the
  voice of your company because you have a deep
  understanding of the companys capabilities.
• The more you understand the client, the better
  you can address the clients pain and synchronize
  the clients needs with your companys
  capabilities.

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How Does Your Company Benefit When You Have a
Seat at the Table?

• Access to the SWOT analysis expands your
  understanding of the clients perception of your
  company and your position in the marketplace.
• You save your company time and money by
  communicating its strategy to your team more
  fully and clearly.

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So.YOU NEED A SEAT AT THE TABLE!

• You are in the business of selling your companys
  services to the external client.
• How can you sell your services to the internal
  client?
• What are your win-themes?

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Five Tips on Getting a Seat at the Table

• Decide to be a leader.
• Focus on influence, not position.
• Have a mental picture of the organizational
  chart.
• Educate and build awareness.
• Build credibility.

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and What To Do Once Youre There!

• Take a long-term perspective.
• Ask smart questions about your organization.
• Ask smart questions about the client.

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The Chrysalis Group
The Chrysalis Group is a team of professionals
trained in psychology, business and
organizational development. Our methodologies
reflect our in-depth understanding of
individuals motivations, emotions and behaviors
as well as team dynamics and organizational
contexts.

• For individuals, we ?
• Identify and develop high-potential individuals
• Coach members of the executive team on leadership
  issues
• Turnaround highly valued but underperforming
  executives
• For teams, we ?
• Transform work groups into high-performance teams
• Build synergistic partnerships between teams
• Facilitate transformation of group conflicts into
  team opportunities
• For organizations, we ?
• Assess organizational cultures
• Move strategy meetings beyond planning to
  execution
• Facilitate long-term change initiatives