Public Speaking Topics

Description

Annual surveys of the GovCon industry report average competitive win rates between 30 – 35%. Using the proven science of neuroeconomics, our company’s founder has been able to achieve an 82% win rate and 91% win value. This talk provides a brief introduction to applying this uncommon framework to complex B2B and B2G sales.

A brief overview of four key neurotransmitters that play a vital role in human buying decisions and how to ethically manipulate the production of these brain chemicals in a reader’s mind during proposal evaluation.

Zig Ziglar often said: “If people like you they’ll listen to you, but only if they trust you will they do business with you.” Commonly, trust is assumed to be a permanent, moral, character trait. In this uncommon perspective of trust, we’ll expose four, domain-specific, observable attributes (using the mnemonic EARS) that can help you build and rebuild broken trust more ethically and effectively.

Having nothing to do with politics, this module introduces how to rapidly assess the four basic behavioral types of customers (using the mnemonic LEFT) in order to design more compelling oral presentations and written proposals.

The Government contracting business is purposefully designed to be a fully transparent, “arms-length” transaction. As such, it has very strict rules for playing the game which you must know to be merely competitive. If you want to “outcompete” then you need to know how Masters of the Game are truly playing it. This talk compares the stated purpose of each stage of the procurement cycle with the less transparent un-stated objective.

Our interpretation of complex sales (whether B2B, B2G or G2G) is that Customers aren’t really buying your product or service. Rather, they’re buying into a human-to-human (H2H) relationship that relies on H2Hrelationship each other’s commitments to take care of each other’s concerns. Therefore, it’s the relationship that matters more than the “thing.” This talk covers our evolutionary disposition to four easily observable attributes (using the mnemonic SPIE) that are crucial to building more effective H2H relationships.