Business Development & Operational Consulting
Professional Development Training & Coaching
Professional Ghostwriting of Competitive Proposals & Presentations
(863) 529-2126
The First Principles Approach to Increasing Your Win Rate on
Competitive Proposals & Presentations
Increase Your Revenue and Profitability
Leverage the Knowledge of Your Technical Personnel
Create a Competitive Advantage
Webinar Overview
Conceived by Aristotle over 2,000 years ago, the First-Principles (FP) approach has gained recent attention because it's been used by Elon Musk to accomplish results at SpaceX and Tesla that were previously thought to be impossible. The FP approach requires deconstruction of issues to their most basic elements then addressing challenges from scratch rather than being limited by what's been done in the past (which is called analogical reasoning).
Your can significantly improve your firm's return on investment in business development activities by using the FP approach to achieve higher scores from selection committee members on competitive solicitations, and in conjunction with the aggregation of marginal gains produce higher win rates.
Learning Objectives
In this revealing 60-minute webinar you'll learn:
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the three fundamental keys to successfully applying the FP approach
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a recommended method for applyng the FP approach in every section of your proposals and shortlist presentations
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how to create an environment conducive to using the FP approach
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socratic questioning techniques to leverage the knowledge and input of your technical and non-technical personnel
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How to combine the FP approach with the aggregation of marginal gains to develop a commanding lead. You'll also hear about the results achieved in case studies.
Presenter Bio
Chuck Roberts
The challenges you face in the AEC industry are well understood by Chuck because he’s an engineer who has served as Project Manager, National Program Director, Seller/Doer, Corporate Director of Business Development, COO, CFO, and CEO at national and international multidisciplinary AEC firms.
Chuck's leadership, operational, and business development expertise in the industry has been demonstrated by his successful leadership of 12 start-ups, 15 turnarounds, 15 reorganizations, and the launch of countless new market, service, and geographic initiatives.
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 recognized expert on transformational leadership and the science of persuasive communication, Chuck's been invited to speak at more than 250 conferences and corporate events. He's a highly acclaimed Operational Consultant, Trainer, Executive Coach, and Professional Ghostwriter of competitive proposals and shortlist presentations, and serves as the 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 full webinar will receive a Professional Development Hours (PDH) course completion certificate for self-reporting purposes.
Register promptly because webinar capacity is limited.
Webinar Fee: $179 per person
Each registered person who attends the webinar will
receive a document summarizing key points covered in
the webinar, and a completion certificate for 1 PDH
for self-reporting continuing education.
Webinar Registration Cancellation Policy
Registrants can cancel in writing any time prior to the day of the webinar.
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."
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