Getting Unstuck Final Blakney SPAC Oct2013apmp-spac.com/2013/docs/Blakney.pdf · FOR INSPIRATION,...
Transcript of Getting Unstuck Final Blakney SPAC Oct2013apmp-spac.com/2013/docs/Blakney.pdf · FOR INSPIRATION,...
GETTING UNSTUCK: HOW TO REMAIN RELEVANT AS A PROPOSAL PROFESSIONAL
Presenter: Betsy Blakney, PPF.APMP
FOR INSPIRATION, MENTORING, SURVIVAL TIPS:
Betsy Blakney, PPF.APMPS i P l MSenior Proposal ManagerCACI, INC.-FEDERAL14360 Newbrook Drive, Rm. 101Chantilly, VA 20151703-802-8494 office571-247-4381 [email protected]. LinkedIn.com/in/betsyblakneyTwitter: @deadlinedriven Twitter: @deadlinedriven
“If your ship hasn’t come in — swim out to it…” 2
– Anonymous
OBJECTIVES
By mirroring traits of successful innovators, we will: Examine ways to reinvigorate your career…and reduce
th i k f b tthe risk of burnout Learn to tackle the everyday challenges with confidence
and passion…reshape your mindset Focus your energy on remaining a renewable resource…
and position your brand accordingly Cut through the clutter and build distinction Identify ways to determine if / when it is time to go Learn how to create your own individual development
plan (mid-level manager)plan (mid level manager) Identify reasons to develop your own succession plan
(senior-level leadership)
…and achieve the path forward. 3
TEN TRAITS OF SUCCESSFUL INNOVATORS1. Acceptance of uncertainty2. Tolerance of failure “…organizations that 3. Passion and drive 4. Teamwork
C i it
ghave an insatiable
appetite for innovation and reinvention out 5. Curiosity
6. Adaptability7 Vision
and reinvention out perform their peers by
thirty (at least) percent.” – Matthew Griffin Business 7. Vision
8. Creativity9. Sense of marketing
– Matthew Griffin. Business
Innovator, Author, Speaker
g10. Nose for new markets
Innovation is about bringing change to produce a better situation 4
HOW WILL I KNOW IT WHEN I SEE IT
Allowed to ask questions without getting criticized by
h t lik ti i what seems like questioning one’s competency
Want teams to be the best
Flourishes
Want teams to be the best they can be; not satisfied until achieved C ll b i i i l Collaboration is essential
Active listening crucial Change inevitable
Flounders Change inevitable
“The only way to make sense out of change is to plunge The only way to make sense out of change is to plunge into it, move with it, and join the dance.” 5
– Alan Watts, British-born speaker, writer, philosopher
HOW WILL I KNOW IT WHEN I SEE IT Rules are bent or broken to facilitate
tight schedules and address unforeseen circumstancesunforeseen circumstances
Process elements that can be changed to produce better results are identifiedidentified
Instructor-led training is converted to online training via webinar
A blog or internal social network (e.g., Yammer) is used to exchange ideas and field questions
Young professionals are groomed/ mentored by experienced colleagues
“Ch i b fi i l h i h dd l “Change is beneficial when it strengthens strategy, adds value and improves results.” – Kaye O’Leary, Executive Consultant
Focused on Corporate Strategy and Governance
6
HOW WILL I KNOW IT WHEN I SEE ITStep Consumer Product Launch Proposing a Solution Step Consumer Product Launch Proposing a Solution
1 Articulate how innovation approach fits with overall strategy
Write/present/demo related to organization’s mission and requirements
2 Identify consumers’ needs and figure out how new products meet those needs
• Identify customer’s hot buttons/ pain points• Develop solutions that resolve those issues, at an affordable price, and with minimal risk
3 Devise differentiated innovation capabilities to sustain new products
Weave a compelling story throughout your proposal with capabilities to sustain new products throughout your proposal with substantiation and discriminators
4 Fail fast, fail cheap, and create a culture of thoughtful risk taking
• Be diligent in responding to Evaluation Notices g g• Sharpening your pencils when responding to FPRs
“W t i t l h t i h l b i War rooms turn into play rooms…where teams engage in whole brain thinking where solutions domino and cascade into benefits…”
— Ellen Koronet, Chief Fun Officer, LNK Creative
7
TRANSFORMING YOUR WORKPLACE: A NEW WAYTO WORKTO WORK
CollaborativeEthicalFun Place to Work
Encourages C l b E i l Encourages Community Involvement
Celebrates the small stuff too
Exceptional Workplace
Environment
Trustworthy Transparent Mindful of Your NeedsMindful of Your Needs
“Innovation is the embodiment of human creativity and Innovation is the embodiment of human creativity and discovery but it only flourishes in the right environment.”
– Matthew Griffin, Business Innovator, Author, Speaker
8
S E SELF-STUDY EXERCISE: “ARE YOU TOXIC OR NOURISHING? SELF-ASSESSMENT QUIZ”SELF-ASSESSMENT QUIZ
9“Nice trumps nasty.” - Chris Baréz-Brown, author, Shine: How to Survive and Thrive at Work
FOUR CORNERSTONES OF DISTINCTION
ClarityClarity
Customer-Experience
FocusCreativity
CommunicationCommunication
Create differentiation. Build distinction. 10
FOUR CORNERSTONES OF DISTINCTION
Cornerstone Recommended Process Application/Use Cornerstone Recommended Process In IndustryClarity Personal High Concept • Value Proposition
• Unique Selling Prop
Creativity • Believe You Are Creative • BrainstormingCreativity • Believe You Are Creative• Expose Yourself to Stimulus • Creativity is Synergistic
• Brainstorming• Ideation• Problem Solving• Collaboration • Solutioning
Communication Craft a compelling and powerful story to create a bond with your customer
• White Papers• Storyboards• Proposals – limit reuse• Executive Summary with a Hook
Customer - Experience Focus
• Place customers at the center of every action you take
• Listen to the “voice of the
• Industry Days• One-on-Ones • More mention of the
customer” • Value is a part of every aspect of
your business
customer than you in proposal response
“Believe in Better.” 11
– James Murdoch, News Corp.
SELF-STUDY EXERCISE – DEVELOPING CREATIVITY
Step 1: Create a list of standard practices you perform as a proposal director/manager /coordinator
Step 2: Review and consider all approaches and t t i strategies
Step 3: Don’t do them! Avoid the “Me too” approach Step 3: Don t do them! Avoid the Me too approach
“…imitation usually generates neither i di ti ti ” passion or distinction. 12
– Scott McKain, author, Collapse of Distinction
TEN WAYS TO REMAIN RELEVANT
10. Personalize your communication –share relevant information in a way that has the most impactway that has the most impact
9. Help your team shape their vision of the potential solution
8. Equip writers with the tools they need to influence reviewers and evaluators evaluators
7. Show them a new perspective –provide them with education and guidance
6. Be in the right place at the right time to have an impacttime to have an impact 13You are not your job!
TEN WAYS TO REMAIN RELEVANT (CONTINUED)
5. Share insights you’ve learned from similar situations
4 P id i t f t l i 4. Provide a variety of tools in a variety of formats to help the team get their job done
3. Respect their time and other commitments
2 Thi k f lf h k 2. Think of yourself as the key to success – you are the differentiator
1 Demonstrate value from the outset1. Demonstrate value from the outset
Are you where you want to be professionally? 14
HOW TO KNOW WHEN IT’S TIME TO GO
o Investing resources into low Pwin pursuits
o Not realizing how much the marketplace has changed
o Making mistakes because we are Look for warning signs within your
o Making mistakes because we are ill-informed and/or late to the dance
o Rationalizing that the customer within your organization
gloves us
o Believing that someone else is i ti ltimpacting our results
“When we are no longer able to change a situation, we are When we are no longer able to change a situation, we are challenged to change ourselves. ” 15
- Viktor Frankl, Austrian psychiatrist and Holocaust survivor
HOW TO KNOW WHEN IT’S TIME TO GO
o Failing to act with urgencyo Thinking we can wait out
sequestration/budget reductionso Putting off tough decisions
C ll i l b i l id ffo Colleagues are quietly being laid offo Layers of management are being
eliminatedeliminatedo Rumors turn into reality
Leaving your comfort zone without losing your mind 16
HOW TO KNOW WHEN IT’S TIME TO GO
o Contemplate a change if you experience these feelings:
• Job lacks challenge and Job lacks challenge and excitement
• Feeling unappreciated• Promotional and/or Promotional and/or
development opportunities are limited
• No longer having funDiscover opportunities elsewhere
• No longer having fun• Learning is replaced with
routine• Skills and talents are being elsewhere• Skills and talents are being
wasted• Suffering from stress or
de essionActing on this decision often requires a leap of faith
depression 17
WHAT WAS I REALLY MEANT TO DO?
Am I on the right track?
Am I the right person to do this work? Am I the right person to do this work? Am I over/under – qualified?
Have I reached my true capabilities? Have I reached my true capabilities?
Am I happy about what I do and still enjoy the day to day routine? j y y y
Am I pleasing everyone else but myself?
k h l h llMaking the leap is challenging 18
NEW ATTITUDE. NEW CAREER PATH. NEW YOU.I i Y lf
Can you (still) do the job?
Interview Yourself
y ( ) j
Will you (continue to) love the job?
Can we tolerate working with (for) you?
Would you want your children to work ith (f ) ?with (for) you?
Are you the kind of employee the company would fight to keep? company would fight to keep?
Learn to master your emotions and overcome your fears 19
ENGAGE IN SELF-ASSESSMENT
What would cause you to take another job with another company or organization?
When do you feel most appreciated for what you do?
What prevents you from doing your best?
What strengths and skills do you have that our team could use?
Would you survive a resume scan or on-line search?
Gain absolute clarity about your passion, purpose and vision
20
TOOLS TO REBOOT YOUR LIFE
Individual Exercise SWOT Analysis Worksheet
Organization/Business Exercise SWOT Analysis of Current or Future
Business
Have the courage to reach for more than before 21
SWOT ANALYSIS - A DIFFERENT PERSPECTIVE
Focus on: WeaknessesStrengths
Strengths Weaknesses Passions and
• Skilled workforce/ increased competition
• Jack-of-all-trades• Implementing lessons
• APMP certified• 20+ years of experience• Ability to listen and give
thoughtful feedback Passions, and Sense of self
learned
Passions• Winning
Sense of Self• Competent• Winning
• Collaboration• Contributing to the good
of others
• Competent• Credible• Creative• Composed
“How will you know how high to aim if you never look up.” 22– Jessica Hagy, author, “How to Be Interesting”
TOOLS TO REBOOT YOUR LIFE
Vision Boards (aka Goal Map) Spark creativity, serve as an
inspiration Focus your thoughts on the goal
you want to accomplishyou want to accomplish Channel the power of the
unconscious Help you articulate an objective
you’re having difficulty putting into words into words
Help motivate and improve self
See it! Believe it! Achieve it! 23
SELF STUDY EXERCISE: VISION BOARD 101
Step 1: Go with the Gut – find images that provoke an “Ooooh, Aaaah, and/or Wow”
St 2 L t ti ll d Step 2: Let go emotionally and physically
Step 3: Be still and still moving (T.S. Eliot)
Give it a Shot. Use your Imagination 24
TOOLS TO REBOOT YOUR LIFE
Conduct a Focus Group on You Interview friends and colleagues about your
l b dpersonal brand Benefit from their wisdom and guidance Use a facilitator and a recorder Use a facilitator and a recorder Provide small token of appreciation
Getting Out of Your Own Way25
SO WHAT ARE YOU AFTER?
Millennials: value work-life integration
…balance in your current job
Fiercely committed to community service Goal-oriented; team-oriented; collaborative Respects authority; follows rules Less ideological than parents; far more tolerant Less prone to cast negative moral judgments
40+ Somethings: value trade-offs Remote work and flexible hours are biggies Time off is a big factor – parents value paid
time off they can use for child-related activities Time-shifted or flexible schedules – job sharing Stress management and wellness programs
Construct personalized, mutually beneficial “tours of duty”
26
SO WHAT ARE YOU AFTER?
l
…a new opportunity
Become a consultant if you love to diagnose problems prescribe and problems, prescribe, and implement solutions
Own your own business if you want to promote your entrepreneurial spirit
Slow down and search within…step into the realm of possibility
27
SO WHAT ARE YOU AFTER? sustainable success
Future-proofing your career Build a solid reputation
…sustainable success
Exhibit a strong work ethic Develop cutting edge skills and
competenciesp Create an ever expanding network
Disrupting your career Make small and consistent changes
until you see a difference Strive for more Capitalize on opportunities when they
present themselves “ Di i i i i i I ' i d ” 28“ Disruptive innovation is not a tactic. It's a mindset.”
- Luke Williams, speaker, educator, and consultant on innovation strategy
CALL TO ACTION…
Take these practical and actionable steps 29
INDIVIDUAL DEVELOPMENT PLAN (IDP)
Strive for excellence not perfectionGoal Setting and Skill Development
Set stretch goals – Take the first step toward APMP certification Take your certification to the next level Take your certification to the next level
Keep your soft and hard skills up to date Attend workshops, conferences, webinars Read industry-related publications/articles Learn a new skill, try new tasks Establish the “next practice” not “best practice” Establish the next practice not best practice
“If you are constantly committed to learning, you are less lik l b b l d h f l bl ”likely to become obsolete and, therefore, unemployable.” 30
– Penelope Trunk, co-founder of Brazen Careerist
INDIVIDUAL DEVELOPMENT PLAN
Network and build relationships that
Communication and Personal Branding
relationships that involve the outside world
Promote yourself through social media/use SEO
Connect with potential new employers
Dress for Success Consider hiring a career
coach or executive coach coach or executive coach Take a “digital-first posture”
31
INDIVIDUAL DEVELOPMENT PLAN
Keep a journalSelf Improvement
p j Serve as a mentor Become work+life “fit”®
Take up a cause
“There is no truer definition of a success than someone who has mastered the fine blend of work, family,
friends, and community service.”f , y32
– Mitch Joel, author, Ctrl Alt Delete
WHY CREATE A SUCCESSION PLAN? So you are not seen as irreplaceable
Do you want to do the same job for the rest of your career / professional life?
So you can leave with peace of mind Cross-trained personnel ensures
continuityy No proposals are left without a leader
Failure to groom a successor can be seen as poor leadershipseen as poor leadership High performing organizations’ leaders
coach, delegate, develop and let goThi k b t l Think about your legacy Self-interest and fear aren’t enough
motivation???“Successful transition is the last act of a great leader.” 33
– Frances Hesselbein, President /CEO of Leader to Leader Institute
…AND FOR THE SECOND ACT
Be Bold, Be Brave, Breakout 34
EMBRACING A NEW DIRECTION
Fine tune your value proposition…by crafting
lli t tcompelling content “Breathe the oxygen” of
others’ ideas… and make them your own
Use every medium possible to shrink the old (brand) to shrink the old (brand) message… and extend the new oneE i li Examine your online presence… and continually prove your worth
Reinvent yourself… 35
EMBRACING A NEW DIRECTION
Self-Study Exercise:“Your Professional Reinvention”
“The greatest tragedy in America…is the destruction f h b f il t f ll tili 36of our human resources by our failure to fully utilize
our abilities….” - Oliver Wendell Holmes
THE NEXT CHAPTER – STARTING DOWN A NEW PATH …FILLED WITH OPPORTUNITY Connect with like-minded people in the industry
Get inside the culture of different organizations B ild b id h f j b t j b Build bridges as you change from job to job
Maintain an “interesting-person” fund
If “j t ’t t k it t th If you just can’t take it…not another day…not another day.” 37
THE NEXT CHAPTER – STARTING DOWN A NEW PATH…THE WAY FORWARD
Have self-confidence Tailor your resume… to focus on your
strengths and accomplishments People will endorse you going forward…if
you had a significant, positive impact y g , p p Showcase your presence and diversity…
with an up-to-date LinkedIn profile and Twitter engagement and followingTwitter engagement and following
Trusted advisors are still valued…if you can find new ways to be of greater service
“...what you know matters far less than what you y f ycan do with what you know.” 38
- Saga Briggs, Associate Editor, Night Owls Press
THE NEXT CHAPTER – STARTING DOWN A NEW PATH …HAVE PRESENCE…BYOD Create the next opportunity
for yourself B i id i h Become an insider in the industry Pursue speaking opportunities at
conferences/workshopsconferences/workshops Be recognized as a thought
leader Contribute to APMP Journal, Contribute to APMP Journal,
LinkedIn discussions, etc. Build a community around
yourself Work on image/branding Deliver on your promises
“Life is too short so take control of yours!” 39
– Frank B. Liebold, PhD, author
WHAT DOES SUCCESS LOOK LIKE?
Measureable Results Benchmarks Benchmarks Accomplishments Milestones
Realizing One’s Potential Passion : “pipeline to your soul” Passion : pipeline to your soul Joy and fulfillment
“Not everything that counts can be counted, and not everything that is counted counts ”everything that is counted counts. 40
- Albert Einstein
WHAT ARE YOU AFTER?
Extrinsic Motivators Salary/bonus Status Titles Security
Intrinsic Motivators“When you reflect on f ’ Passion for the mission
Intellectual stimulation I t ti k
your life, you’ll want to feel that you used your talents in a manner that fit yo ssio s d Interesting work
Opportunity to grow Close relationships
fit your passions and that you have made the type of impact you wanted to make.” Close relationshipswanted to make.
41– Robert Steven Kaplan
SELF-STUDY EXERCISES:“THE PASSION TEST FOR SUCCESS”“ SUCCESS AND SATISFACTION”
“Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work. And the only way to do you believe is great work. And the only way to do great work is to love what you do.” 42
– Steve Jobs
LET THE JOURNEY START TODAY
When you are inspired by some great purposesome extraordinary project,all your thoughts break their bonds;Your mind transcends limitations,your consciousness expands in every direction,and you find yourself in a new great andand you find yourself in a new, great and wonderful world.
Dormant forces, faculties and talentsb li d di lfbecome alive and you discover yourselfto be a greater person by farthan you ever dreamed yourself to be
“I i h f h i h i h
– Patanjali
“It is not the strongest of the species that survive, nor the most intelligent, but the one most responsive to change.”
43
– Charles Darwin