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Five sessions later – part 3 – “The Proposal Whisperer”

9/20/2012

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Posted by BJ
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 first introduced Jack and he and I demonstrated several of the many commands he understands and things he will do when asked (admittedly, as Jack is a very intelligent and independent type, this is often dependent on his mood and inclination at the particular time :-) )

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!​
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    BJ Lownie and Jon Williams are the co-founders of Strategic Proposals.

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