CRACOM :The Science of Persuasive Communication
CRACOM is a proprietary persuasive communication methodology based on more than 30 years of research on competitive solicitations and communication techniques. It was originally developed as a tool for increasing win rates on proposals and shortlist presentations and interviews and has been proven to be highly effective. It has also been found to be extremely effective in other applications, such as gaining support for strategic and tactical initiatives, creating superior organizational alignment and employee engagement, obtaining greater stakeholder support for controversial projects when used in public outreach programs, and building stronger relationships with clients and customers. When originally conceived, CRACOM comprised seven scientific principles, but with ongoing research it has evolved to include more than 50 scientific principles that synergistically result in a very powerful communication tool.
CRACOM was selected as the subject of an Innovation Showcase by the International Conference on Knowledge, Culture, and Change in Organizations, and featured at the International Association of Business Communicators World Conference.
The Receptor-Oriented Approach
The Receptor-Oriented Approach is a key element of CRACOM and describes the basis for all decision-making. While many believe people respond differently depending on their age group, gender, ethnicity, or other factors, our research has demonstrated that all decision-making, regardless of any other factor, is based on three, and only three drivers. Whereas most people who are trying to be persuasive provide the reasons why they would like someone to do something, doing so only resonates with about 38 percent of the population. To be maximally persuasive you must present content that aligns with all three drivers.
To learn more about how you can use the science of persuasive communication to increase your firm's revenue and profitability, enhance the morale, alignment, and engagement of your personnel, and more consistently and reliably meet performance goals, contact us at or (863) 529-2126.
The Developer of CRACOM
Recognizing that communication is the root cause of more than 90 percent of all project problems, the number one issue that employees of nearly every organization say is most in need of improvement, and the key to successful marketing, business development, and sales, Chuck set out early in his career to find a way to leverage the science of persuasive communication to win a higher percentage of the time.
Knowing that he wanted to become an executive level consultant, he established an unpopular career path, changing companies every two to three years to work at both small and large firms and learn best practices. He also sought the most difficult assignments, including start-ups and turnarounds, where one year of this type of experience is equivalent to about five years of regular experience. Advancing rapidly and serving in roles that included Seller/Doer, Corporate Director of Business Development, COO, CFO, and CEO for national and international multidisciplinary Architecture, Engineering, and Construction firms, he had the perfect opportunity to apply his findings and confirm what works and what doesn't work. To date this has included his successful leadership of eleven startups, twelve turnarounds, fourteen reorganizations, and countless new market sector, practice, and geographic initiatives.
Now, with a degree in Chemical Engineering, 41 years of experience, and a proven successful methodology, he is a highly acclaimed expert on persuasive communication, transformational leadership, and change. This is why the organizers of more than 120 conferences and company meetings have invited him to speak at their events. Many firm's also rely on Chuck's guidance as an Executive Coach, and seek his help with increasing their revenue and profitability through his work as a Professional Ghostwriter of competitive proposals and presentations.
Chuck is the President & CEO of Performance Management Group, Inc.
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What attendees say about our training...
"This is one of the best sessions I've been to with actual demonstrated 'how to' information that I can apply where I work."
"We have had great success over the past few months using some of the ideas and techniques that you provided during your seminar. We have won 3 out of 4 shortlist interviews which has greatly impacted our win/loss ratio."
"Chuck Roberts really held the attention of the room -- I think everyone left wishing the session was an hour longer because he just kept providing value."
"Excellent! Bring Chuck back for other topics."
"Concise and informative."
"The presenter did a good job of explaining the material that made it easy for the audience to grasp -- ideas like these are very helpful."
"Thank you for the excellent two days of [PM] training and discussion. I hope to take your proposal training in the future."
"The class was very beneficial and gave me a new perspective."
"Concise tips and a framework that is sensible and helpful."
"I learned so much in a short time."
"Great content explained clearly."
"Outstanding! Very relevant!"
"Great insight. After 30 years in the profession, nice to learn something new and innovative. Thank you!"
"So many new ideas, my mind is blown!"
"Extremely knowledgeable presenter with depth and candor."
"Chuck is very methodical and informative, and pretty humorous."
"Chuck's presentation style is very easy to listen to, topics were in well-defined segments. Good summary at end."
"Exceptional content that I can take action on in my role."
"So much knowledge."
"All suggested activities are do-able."
"I enjoyed the time immensely. It was a very insightful class. Quite a few 'nuggets' of wisdom and applicable information that I see will aide me in this Project Manager role."
"Terrific practical tools for our industry."
"Great presenter, engaging content, and super helpful visuals."
"Really good content. Great tools, simple for most firms to implement."
"Many helpful real-world tips."
"Great info that can be immediately applied."
"Thank you so much; it was a great course! I have been carrying around your notebook and trying to put your ideas and best practices into the two proposals I currently have on my plate!"
"My mind is on fire. This is just what I needed to hear."
"The time spent in your Project Manage-ment Training class this past week was awesome. Thank you! Your presentation skills are 'off the hook' leaving your audience with much to think about regarding self-improvement...The knowledge and experience you impart, the confidence you exude, and the poise of your presentation made the learning experience very different from any other training I've attended. It made one want to change. It was a packed two days with valuable information, but more impor-tantly, it provided a benchmark from which to jump and take hold of the resources and opportunities that are out there 'for the taking'...if you prepare. Your class was more of an experience than it was training -- thank you again!"
"Thanks for putting on another inspiring class!"
"Has in-depth examples along with his superior knowledge."
"I really enjoyed your class."
"Thanks for getting our new training program off to a great start!"
"...Thank you for being such an amazing and valued partner."