For the third session I presented at Bid & Proposal Con 2012 my co-presenter was a dog, literally.
This session was titled “The Proposal Whisperer: Training Sales and Subject Matter Experts and Rehabilitating Proposals Professionals.”
With a nod to the popular TV show The Dog Whisperer and its presenter, Cesar Milan, in this presentation I presented concepts and techniques that I use when working with my dog Jack which also apply to working with…and training… sales and subject matter experts.
I then went on to explain the concepts I keep in mind while Jack and I work and train together. These are:
- Allowing the individuals involved (be it people or dogs) to get to know each other (to “sniff each other’s butts” in dog terms) before getting to work.
- Understanding perspectives and communication styles
- Motivators and rewards
- Using positive reinforcement
- Playing to strengths and preferences
- Respecting attention spans
- Effective training is interactive, challenging, exciting and fun.
For each of these topics, I presented how I use the concept when Jack and I train together and spoke to how the audience members could apply these when working with the individuals involved in the development of a proposal.
The presentation had an interesting, though not surprising, effect over the course of the rest of the conference. When I was greeted by someone who had attended the session Jack and I presented, one of two things happened.
If Jack wasn’t with me I was asked, “Where’s Jack.”
If Jack was with me, I was ignored and people said, “Hi Jack” and gave him pats and scratches.
I guess I know who people really came to see during this presentation. ;-)
PS apologies for the lack of posts here over the summer: normal service is now resumed, and expect to hear from us more regularly again from now on!