How to Build Rapport and Get Managerial Support (or How to Sell Your Proposal)

Dave Davis
Data Architect, SEEK Team
Great American Financial Resources, Inc.

Wednesday 10:00am - 11:00am

Level: Basic/Introductory

This presentation focuses on building relationships with management. David explains that people with technical backgrounds often stress the technical aspects of a proposal to their detriment. The context of a proposal, its timing and how it is presented often affect the acceptance or disapproval of a good proposal. Various anecdotes, analogies, marketing and forming alliances can lead to successful, approved proposals and projects. The best implementation, technique, new technology and method do not guarantee acceptance and funding. This presentation further explained the following steps to ensure success:

• Learn that the work involved in “selling” a proposal may be as difficult and necessary as the project
• The importance of building long-term relationships
• Keys for building rapport and trust
• A technique of creating analogies
• Share successes and failures
• Learn the importance of ‘sound bites’ charts and models/diagrams to sell proposals

Mr. Davis has over 18 years of Technical and Project Management experience with extensive experience in all phases of the Software Development / Delivery lifecycle. He has worked on projects in the Banking, IT, Mortgage, Pharmaceutical, and Business Applications. David has a PMP Certification from PMI, Master’s of Business Information Systems from Georgia State University, Masters in Business Administration from University of Utah and Bachelor of Arts in Business Management from University of Utah. He is currently a Data Architect for GAFRI.