Winning Ways for Oral Competitions 2014 Mid-Atlantic Conference & Expo Sheraton Premiere Tysons Corner Lawrence Tracy, David Taylor, and Dan Shyti Oral Panel

Agenda for Today  Introduction of the Panel  Individual Presentation (5 min each) –Topic 1: Tips and disciplines to help the orals process –Topic 2: What is your body saying? –Topic 3: Why we fell out of love with the “Murder Board” for Orals Preparation?  Panel Discussion (30 min) –Similarities and Differences of orals across Government and Commercial markets –Understand your audience –Guidance to all contributors to prepare for orals  Questions from the Audience (15 min) Mid-Atlantic Conference & Expo2

Individual Presentations Mid-Atlantic Conference & Expo3

Speaker Information & Bio Mid-Atlantic Conference & Expo4 (410) David Taylor David Taylor, CPP.APMP, PMP Director of Bids & Proposals Rockwell Collins, ARINC Airport Systems Electrical Engineer MBA Boston University AAAE Certified Member Managing global bids & proposals over 20 yrs Former British Airways airline pilot & IT manager

Tips & Disciplines to Help Orals Process Re-read the RFP and proposal Ask the customer for an agenda Ask for issues to address Agree agenda and timing Manage the timing perfectly Know and respect your audience Pick your team carefully Honor the customer The goal is to close a deal….. – not to pass on all the knowledge you have – do not dwell in the weeds Plan and manage logistics Educate Prepare and use a script Practice, practice, practice Mid-Atlantic Conference & Expo5 Smile – People buy from people they like

Speaker Information & Bio 6 Dan Shyti Former Vice President, Fortune 100 company 27+ Years of Leadership Experience Author, Professional Speaker, Leadership Coach Bachelors in Electrical Engineering Member National Speakers Association Presentation Coaching Capture Management Proposal Management Proposal Volume Lead Leadership Seminars (703)

Don’t think about me!

What is Your Body Saying? Mid-Atlantic Conference & Expo8 Catch and stop the common body language negatives. Copyright © 2013 Daniel A. Shyti

Speaker Information & Bio and Mid-Atlantic Conference & Expo9 (703) Larry Tracy Former Chief of the Defense Intelligence Agency’s Presentations Branch Graduate of St. Joseph’s University and holds an MA from Georgetown University Graduate of U.S. Army Command and General Staff College and Inter-American Defense College Member of National Speakers Association, APMP, and PMI

Why we fell out of love with the “Murder Board” for Orals Preparation? Does the name “Red Team” for proposal preparation denote a confrontational event? Is its cousin the “Murder Board” likewise too violent a term to use in the preparation of an orals team? Mid-Atlantic Conference & Expo10

Panel Discussion Mid-Atlantic Conference & Expo11

Questions from the Audience Mid-Atlantic Conference & Expo12