zombies and a good spaghetti sauce - smps central pa...new strategic client zombie issued e business...
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Zombies and a Good Spaghetti Sauce (The Business Development Spaghetti Sauce Principle)
2015 SMPS NERC Boston, MA
Brian Murphy, PE, President The Pursuit Coach, LLC
Pursuit Anatomy 101
If you understand the anatomy of a system you can
Operate it Fix it
Modify it
CSM, PM and Sr. Level Mtgs. w/ Clients
24 months
12 months
6 months
1 week
4 months
1 month
Client Evaluation Workshop
Proposal
Interview Team
Practice Interview
Team Meetings w/ Client Interview
Rehearsal
RFPCIP Budgeting and Project ID
Drafting RFP
Consultant Short-listing
Client Activity
Consultant Activity
Anatomy of a Pursuit
Conceptualization
Eva
luat
ion
Integration Implementation Choreography
Com
mun
icat
ion
Pursuit Progression
ConsultantTeam ID
Pursuit Strategy Workshop
Interview Planning
Proposal Strategy
Workshop
Interview Strategy
Workshops
RFP
RFP
Mom, I have practice in an hour Sauce
Grandma Maggio’s Perpetual Sauce
Mrs. Leoni’s Saturday Sauce
Not All Sauces Are Created Equal
Pursuit Activity Timing and Duration
Act
ivity
Inte
nsity
Baseline
Previous Project Proposal ZoneRapport Zone
(Period Between Projects)New Project
Issued
Incumbent
Zombie
New Strategic Client
RFP
Issu
ed
Prop
osal
Due
Business Development Spaghetti Sauce Principle
Pop-up
Zombie
Extermination
Team
Pursuit Activity Timing and Duration
Act
ivity
Inte
nsity
Baseline
Previous Project Proposal ZoneRapport Zone
(Period Between Projects)New Project
Issued
Incumbent
ZombieNew Strategic Client
RFP
Issu
ed
Prop
osal
Due
Business Development Spaghetti Sauce Principle
Pop-upOpportunity Zone
Bonus! Bonus! Bonus!
What are three core objectives of a pursuit?
To Engage interest To Communicate information To be Remembered
Zombies and a Good Spaghetti SauceVS
A Comparative Analysis of Competitive Pursuit Positioning Models Relative to a
Public Sector Capital Improvement Project Development Chronology
An effective metaphor: • MUST be understood by the audience. • MUST be appropriate for the audience. • Should draw in the listeners. • It should not alienate anyone.
