apmp greater midwest chapter - the proposal manager as leader · 2017. 6. 8. · ©mpm writing...

©MPM Writing Services 2017

The Proposal Manager as LeaderMelisa Paye, CF APMP

Owner, MPM Writing ServicesPast Chair, APMP Chesapeake Chapter

May 31, 2017

What is a Leader?



GuideThe real leader has no need to lead, so is content to point the way.

Henry Miller


Problem-SolverLeadership is solving problems.

Colin Powell


Action-OrientedLeadership is action, not position.

Donald H. McGannon


Consensus-CreatorA genuine leader is not a searcher for consensus but a molder of consensus.

Martin Luther King, Jr.


Director/MotivatorLeadership is the art ofgetting someone elseto do something you want done because he wants to do it.

Dwight D. Eisenhower


Leadership is…not all it’s cracked up to be.


QuestionWhat is one thing you wish you had knownin your first proposal job?


4 Things Leaders Must Know

Know your craft

Know yourself

Know your destination(s)

Know how to connect with your team


1. Know Your Craft

"An actor without techies is a naked person standing in the dark trying to emote.A techie without actors is a person with marketable skills.”{Mark Leslie}

http://www.denagy.com/techiejokes/tjokes.html


“Think about becoming better”

Gain experience and understanding Volunteer for “extra credit” assignments – the credit goes into your

knowledge bank Sit in on relevant meetings (with permission) to hear other pros

discuss and resolve issues Ask to shadow others in your company as they work, or take them

out for coffee and ask them to talk about what they do

Continually refresh Attend professional meetings and training sessions (APMP!)

specific to the technical aspects of your profession

Learn – and use, and upgrade – the tools of your trade

Be open to new methodologies, tools, and best practices


Leadership TipWhen you learn something that makes your work easier, SHARE IT! When you know enough to help when others need it, JUMP IN!You’ll become known as an expert and a team player.


2. Know Yourself

Personality type (e.g., Myers-Briggs Type Indicator) Introvert/Extrovert and other traits

Work style (e.g., DISC) Make connections more quickly by recognizing others’ styles

Strengths and weaknesses (e.g., StrengthsFinder) You don’t have to be all things to all people (and you shouldn’t)

Vision and values Keep yourself grounded in stressful situations

Goals and limits Keep your definition of “success” in mind; let others help achieve it

https://en.wikipedia.org/wiki/Myers%E2%80%93Briggs_Type_Indicator

https://www.discprofile.com/what-is-disc/overview/

https://en.wikipedia.org/wiki/Now,_Discover_Your_Strengths


Leadership TipBe honest about with yourself about who you are and what you want from your work and your life. Be honest with your teammates about your capabilities and your limits. Be remembered for your positive contributions and thoughtful counsel.


3. Know Your Destination(s)

Decide what your personal and professional goals are for this proposal, this project, this team, this experience, such as: A clear, complete, compliant proposal delivered on time

A better understanding of pricing, or contracts, or use of graphics

Everyone on the team feels a sense of accomplishment because it’s a good proposal, and optimism about the pWin

How to be a better teammate and leader next time

Then figure out how you can help everyone on your team achieve your and their goals


Leadership TipKnowing yourself is the first step; changing what’s going on within you is the next step. Only then can you start changing what’s going on around you.


4. Know How to Connect with Your Team


Making Connections to Achieve Goals

Be sincere

Be positive

Be appreciative

Be helpful

Be trustworthy

Be creative

Listen


Leadership TipI used to say that my dogs must think they’re celebrities, because every time they come into the room, I say, “Hello, Bella!” or “Hi, sweetie pie!” Greeting them cheerfully literally draws them to me and makes them feel good about being with me.

Do the same with your colleagues – make eye contact, offer a smile, and say “Good morning!” or “How are you?” Then take a moment to listen to their response. They will be drawn to you and more inclined to be cooperative when it’s crunch time.


Leadership TipUse humor liberally! A team that laughs together deals with stress much better than one that's always stressed, pushed to the limit, not allowed/ encouraged to vent (as needed, in an appropriate way). Laughter also encourages camaraderie and helps people build relationships.

HANG IN THERE, TROOPER!

The Proposal Teammateas Leader



More Things to Know

Know your role on the team, and each of your teammates’ roles as well

Know when to change tactics

Know when – and how – to escalate an issue

Know your own limits

Know your team’s limits

Know you have done your best


Know Your Role

If you don’t have a clear understanding of your role (manager, coordinator, SME, writer, book boss), find out or define it yourself

Communicate your role clearly to the team, and ensure they understand their roles, especially consultants or teammates who haven’t worked with you before

When people come to you with questions or issues, know which teammate to refer them to

When asked to act outside your role, learn the scope and duration of the change, and who will be affected


Leadership Tip“John Stewart mentored without jealousy when talent arose [in those around him] –now that’s leadership.” – Doris Kearns Goodwin


Build a Tactical Arsenal

Learn how to deal with various types of workers – morning people, methodical people, seat-of-their-pants people, data-driven people, etc.

Push some, pull others, bring on the charm or be authoritarian as needed to make them productive

Pamper your stars – focusing on the “problem children” sends the wrong message to the entire team

For all people: Set expectations and give people the tools to meet them Move roadblocks to eliminate excuses Escalate when appropriate Be flexible and approachable


Leadership TipTreat people with respect, whether they’re sitting in front of you or not. Don’t give in to the temptation to “vent” about your colleagues; it will only reflect badly on you.


Escalating an Issue

Consider the source Don’t encourage an “us vs. them” dynamic

Gossip is not relevant or productive

Get the whole story Knowing the other side(s) can help resolve issues without

escalating

If you do have to escalate, offer a solution, not just a problem


Leadership TipEscalate to the appropriate person at the right time. Know when to talk to your manager, someone else’s manager, and/or the team lead. Make every effort to resolve things at your level first.


Know Your Own Limits

Even as proposal manager, you won’t know everything and you can’t do everything Clearly communicate your expectations – inconsistency and

dithering are confusing and frustrating

Say, “I don’t know but I’ll find out” – and follow up

When the details matter, double-check, then check again.Then ask someone else to double-check you.

Delegate to give others opportunities to build skills, to be recognized, and to learn the process

Recognize when you’ve hit your limit, and take a break


Leadership TipDriving your team 24/7 for 30 days is not a winning proposal development strategy. Consider how your “war stories” would sound to an outsider – amusing, or horrifying?


Know Your Team’s Limits

Be an advocate for a reasonable schedule, good (healthy) food, plenty of breaks, and time off for individuals to meet other obligations

Set the example: Leave the office on time; don’t send emails at 2:00 AM; take the time to find out when an item is actually due (not everything is needed “now”)

But also… Know when to stop talking and start producing There are always tasks that can be done while a problem is

awaiting resolution – set the example so the logs aren’t jamming up behind the dam


Leadership TipSet the example and build a schedule that allows for work/life balance. Pushing people beyond their limits will only build resentment and breed mistakes.


Know You Have Done Your Best

Define success at the project outset and celebrate it at the end Hint: It’s not “winning the contract”

Consider in advance how this project will supplement your professional goals, needs, interests, and skills Keep these in mind as you work, especially on bad days

Create a written list of lessons learned and share it with the team and/or your management (solutions, not problems)

Reward people for their work, not just the outcome Celebrate incremental accomplishments (donuts, bubbles, a one-

song dance party) Hold a formal or informal “wrap party” to bring closure and build

camaraderie


Leadership TipRecognize effort and reward accomplishment, every single time. Look for opportunities to say to every team member, “Thank you!” “Great job!” and “You’re awesome!” EVERY DAY.


Questions for Discussion

What do you wish you had known when you started your first proposal job?

What tool or technique makes you happy every time you use it?

Have you ever worked on a proposal where every day felt like the same struggle over and over? What would you do differently now to break that cycle?

Is there someone you have worked with that you remember for the wrong thing, or for the right thing?

What one thing will you do differently tomorrow?


THANK YOU,APMP GMC!Thank you for your invitation to speak, for your time and attention, and for demonstrating your commitment to one of the key leadership traits: Knowing your craft.

Best wishes for success!

apmp greater midwest chapter - the proposal manager as leader · 2017. 6. 8. · ©mpm writing...

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