2. I am here because I love proposals.
Hello!
I’m Lesli Froeschner
I am here because I love proposals.
You can find me
@LesliFroeschner
We’re here today to talk about process
Acknowledge that Process is different for everyone; I’m not here to tell you a process to follow…
The goal is that you think about your role, your systems, your own processes, AND how to explain that value within your organization

4. 5 minutes for 3 questions with a new colleague:1.
How does my personality make me good at what I do? 2.
When do I, the [your work persona sticker], really get a chance to shine at work? 3.
When do I, the [your work persona sticker], fall flat?

5. So let me ask you again…
“What do you do?”

7. …and is it any wonder that we have to justify our roles?
WHAT’S YOUR VALUE?
Linkedin Salary calculator – no proposal manager info
…and is it any wonder that we have to justify our roles?

8. Everyone is born a genius, but the process of living de- geniuses them.
- R. Buckminster Fuller

9. “The Curtain” What we do is hidden.
We work AFTER a technical expert solves a problem, develops a solution, and— finally—writes.
Our work isn’t always checked.
If we’re good, you won’t even know we were there.
What we do comes last.
… and often with a much shorter timeframe than originally planned.

10. “Advocacy” Who do we work for?
How many people benefit from the winning proposal?
Multiple contributors means multiple egos, MOs, distinct hold ups, and divergent objectives.
…or do we work for a piece of paper?
With our without realizing it, your decisions are made either in the interest of the document itself or contributors’ objectives.

11. “Gravity Works” …And things usually roll downhill
When you’re last, every set back is your set back.
Some of them you’ll know about, but others you won’t.
… but excuses don’t work.
While we all feel it, finding the source of the setback isn’t usually helpful.
While it’s tempting to dwell in the problems created by others, that doesn’t advance the document.

13. 5 minutes for 2 questions with another new colleague:1.
What’s the value of my contribution (and my teammates’ contribution) to my proposals? To my company? 2.
What things can I (and my teammates) do that no one else around me can?

14. YOU ARE A TECHNICAL EXPERT.
Bring the attention of your audience over a key concept using icons or illustrations

16. The secret of getting ahead is getting started
The secret of getting ahead is getting started. The secret of getting started is breaking your complex overwhelming tasks into small manageable tasks, and then starting on the first one.
– Mark Twain

17. HOW THEY PERCIEVE YOU MATTERS.

18. You owe it to the industry to COMMUNICATE YOUR EXPERTISE.
Place your screenshot here
You owe it to the industry to COMMUNICATE YOUR EXPERTISE.

19. Know what’s in your toolbox

20. RESPECT WHAT YOU BRING TO THE PROCESS.
Your experience counts. Your expertise counts.

22. WHAT DO EXPERTS HAVE?
SKILLS
OTHER PEOPLE

23. WHAT DO EXPERTS HAVE?
EXPERIENCE
SKILLS
OTHER PEOPLE

24. WHAT DO EXPERTS HAVE?
EXPERIENCE
SKILLS
OTHER PEOPLE
OBJECTIVITY

25. NETWORK EXPERIENCE SKILLS OBJECTIVITY WHAT DO EXPERTS HAVE?
OTHER PEOPLE
OBJECTIVITY

26. NETWORK EXPERIENCE SKILLS PROCESS OBJECTIVITY WHAT DO EXPERTS HAVE?
OTHER PEOPLE
PROCESS
OBJECTIVITY

27. NETWORK EXPERIENCE SKILLS PROCESS OBJECTIVITY WHAT DO EXPERTS HAVE?
OTHER PEOPLE
PROCESS
OBJECTIVITY

29. Let’s start with my problem…

30. $21,500,000,000+

31. 50 + Individual Contributors
Between two and six Partner Companies
Four or five Divisions of my own Company
Seven boss and/or division changes in five years*
New hires, including quite a few “first timers”

32. Nothing shows an unclear process like hiring someone brand new.

33. How did I fix it?

34. Looked in my toolbox… Professional, interested humans.
"Proposal people” are some of the most dedicated, resourceful, tenacious employees in your company.
They often have interesting backgrounds and problem- solving ability.
Software and tools.
RFP shredding software
Review software
Internal network tools
SharePoint
Shipley!
A proven process and tools that go with it.

35. Looked to my own background…

36. Looked to my own background…

37. Looked to being honest…

38. Place your screenshot here
Yes… that’s line 1,101.

39. … and I figured out how to communicate it to others.
Place your screenshot here
… and I figured out how to communicate it to others.

40. Looked to my own work persona…
“Navigator”

41. First say to yourself what you would be; and then do what you have to do.
- Epictetus

42. Care to keep the conversation going?
Thanks!
Care to keep the conversation going?
You can find me at:
@LesliFroeschner
Shout out!
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