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How to Score More Points

During the Shortlist Q&A

How to Focus on the Client (Not Your Firm)

Overcome Selection Committee Bias

Increase Your Revenue and Profitability

Webinar Description

Process for Answering Sincere Challenge.jpg

Your responses during Q&A are often the determining factor for which firm is selected. The questions you’ll be asked fall into three categories, and winning the contract is based as much on how you address the questions as it is on the content of your answers.

This unique webinar reveals how to instantly identify the type of question being asked, apply the most effective approach for answering that type of question, express the content of your answer in a way that focuses on the client (not your firm) and differentiates you from competitors, giving the selection committee defensible justification for awarding you the contract.

These powerful techniques can help you overcome the preexisting bias that can exist with some members of the selection committee, enhance the entire committee's perception of your presentation team, and gain their confidence that you're the firm they want. The techniques covered in this webinar apply to in-person, videoconference, and telephone Q&A and interview sessions.

Date TBD

Offered at 11:00 AM Eastern Time

and

2:00 PM Eastern Time

Webinar Fee: $179 per person

Includes reference materials

and a 1-PDH Completion Certificate

for self-reporting continuing education.

Coming Soon

Registration Cancellation Policy

You may cancel your registration in writing

any time prior to the date of the webinar.

Notice Regarding Receipt and Connection Link

Following payment you will receive an email that serves as your receipt and contains important connection information. If you don't see the email in your inbox, please check your spam folder.

Presenter Bio

Chuck Roberts

The challenges you face trying to win contracts are well understood by Chuck because he's an engineer who has served as a Seller/Doer, Corporate Director of Business Development, COO, CFO, and CEO at national and international multidisciplinary Architecture, Engineering, Environmental, and Construction firms. He knows what clients want because he’s personally delivered technical services to Federal, State, and Local government clients, and private sector clients spanning 35 industries.

As a technical person who doesn't like to lose, early in his career Chuck began researching how to leverage science to win solicitations a higher percentage of the time. The product of his nearly 40 years of research is a proprietary persuasive communication process called CRACOM, which was chosen 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.

Because of Chuck's reputation as an expert on persuasive communication, business development, and transformational leadership, firms have relied on him to perform 12 startups and 15 turnarounds, launch countless new service, market segment, and geographic initiatives, and be the Professional Ghostwriter of their competitive proposals, SOQs, and shortlist presentations. To date, the organizers of more than 200 conferences and corporate meetings have invited Chuck to speak at their events. He's the author of four books and more than 70 published articles, and is a highly acclaimed Trainer, Executive Coach, and Operational Consultant. Chuck is the Founder, President, and CEO of Performance Management Group, Inc.

Regarding Continuing Education Credits

Performance Management Group, Inc. (PMGI) is approved by the Florida Board of Professional Engineers as a provider (No. 0005276) of continuing education for Professional Engineers.

Many states and various professional societies and associations accept Florida-approved PDH, but you should check to confirm this with organizations and states where you are licensed, registered, or certified, and verify they will accept education credits on the course topic.

Each attendee submitting a paid registration and attending the webinar will receive a Professional Development Hours (PDH) course completion certificate for self-reporting purposes.

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."

"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."

"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!"

"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!"

"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."