1. Give Your ProposalsThe Edge They Need!By Matt HandalHelpEverybodyEveryday.com @Matt HandalThursday, December 13, 12

2. Where Are We Today? Global Recession (Depression) A/E/C Services are Cheaper! Clients Are Faced With Ungodly Amount of Proposals From Your Competition A Lot Harder To Stand OutThursday, December 13, 12 3. What If?Our ProposalsMade Us Stand Out From The CrowdGave Us The EdgeThursday, December 13, 12 4. Thats What Youll WalkAway With Today.Thursday, December 13, 12 5. Running Cross CountryThursday, December 13, 12 6. What Is Cross Country? A High School/College Sport 3.1 mile race Typically Run Through Woodsy/Forest AreasThursday, December 13, 12 7. Cross Country SeemsStraightforwardA.You Train For A RaceB.The Fastest Runner WinsThursday, December 13, 12 8. But It Doesnt Really Work Like That Every Course Is Different Being The Fastest Is Not Always Enough There are Tricks You Can UseThursday, December 13, 12 9. Hes Got The Whole World Ahead Of HimSydney Olympics... I Could Be PresidentLook Out! Someday!*Spoiler: He Ends Up Writing ProposalsThursday, December 13, 12 10. I Was Faster Than The Twins(by a couple seconds) MeTwinsFinish LineThursday, December 13, 12 11. But In The Woods, Something ChangedTwinsMeThursday, December 13, 12 12. They Always Seemed To Beat Me Running Same PaceWhat JustHappened?MeTwinsThursday, December 13, 12 13. How Did You We Sprinted After TurnsGuys Always When You Couldnt See Beat Me?Us? MeTwinsHell Think HesSlowing DownTwinsThursday, December 13, 12 14. They Beat Me By Using Science and Psychology Who Knew ThePrinciple ofRelativity WouldCome In Handy?Thursday, December 13, 12 15. Proposals CompetitionsAre A Lot Like CrossCountry Races. Every Proposal Competition Is Different Being The Best/Most Qualied Is Not Always Enough There are Tricks, umm Strategies, You Can UseThursday, December 13, 12 16. Four Simple Strategies MindMarketingThursday, December 13, 12 17. #1 The Single Question That Can DramaticallyIncrease Your Proposal WinsThursday, December 13, 12 18. HomeHomeOwnersOwnersGain $20/ Lose $20/ MonthMonthThursday, December 13, 12 19. That Money Is Mine!!!Home Owners Lose $20/MonthThursday, December 13, 12 20. People Are MoreInuenced By WhatThey Stand To Lose Than What They StandTo GainThursday, December 13, 12 21. Loss AversionThursday, December 13, 12 22. What Do We Do?Heres TheAdvantages Of Choosing UsThursday, December 13, 12 23. What Do We Do?Heres TheAdvantages Of Choosing UsThursday, December 13, 12 24. The Big Question... What Does Our Client Stand To Lose If They HireSomeone Else?Thursday, December 13, 12 25. Not An Easy QuestionThursday, December 13, 12 26. Works on Several Levels Loss Aversion ScarcityWe Find Scarcer Options More EnticingUnique = ScarceThursday, December 13, 12 27. What Does Our Client Stand To Lose If They HireSomeone Else?Thursday, December 13, 12 28. #2The Biggest Proposal Mistake Youre Probably MakingThursday, December 13, 12 29. We Were The Most Qualied, Yet We Lost!Thursday, December 13, 12 30. Were Better!Thursday, December 13, 12 31. Best QualicationsMost Relevant ExperienceBest Customer ServiceThursday, December 13, 12 32. Whats The ProbabilityYoure The Best Out Of30 Competitors?Thursday, December 13, 12 33. .032258Thursday, December 13, 12 34. Why Do We Believe Its So Obvious That WereThe Best?Thursday, December 13, 12 35. Mass SuperiorityDelusion We Believe Were The BestSo Does Everyone Else Dunning Kruger EffectIf You Think Youre Awesome, You ProbablySuckIf You Think You Suck, Youre ProbablyAwesome Availability HeuristicThursday, December 13, 12 36. If You Could Only Eat One Thing?Fuji Honey CrispThursday, December 13, 12 37. If You Could Only Eat One Thing? Fuji Honey Crisp GalaThursday, December 13, 12 38. If You Could Only Eat One Thing? Fuji Honey Crisp Gala PizzaThursday, December 13, 12 39. Different is Better Than BetterThursday, December 13, 12 40. Different is anEasier Choice!Thursday, December 13, 12 41. #3Only Way To Beat The IncumbentThursday, December 13, 12 42. You Gotta Knock Out The Champ!Thursday, December 13, 12 43. What Do Incumbents Have Going For Them?Weve Got ARelationshipThursday, December 13, 12 44. What Do Incumbents Have Going For Them?Umm, YouDesign My Plumbing.Thursday, December 13, 12 45. What Do Incumbents ReallyHave Going For Them? Commitment/ConsistencyWe Feel Internal and External Pressure toBehave Consistently LikingThey Are Familiar, Have Worked TowardsCommon Goals, and Have SomeCommonalityThursday, December 13, 12 46. Incumbent BeatingStrategiesThursday, December 13, 12 47. Heres One ThatWont Work We Could Be TheNext Reality TV Couple!Thursday, December 13, 12 48. You Made A Bad ChoiceThursday, December 13, 12 49. Heres A Better OneThursday, December 13, 12 50. Armed With This NewInformation... You Could Be On TV As AJudge!Thursday, December 13, 12 51. Your Decision To Choose Us Is Consistent WithYour Decision To Choose ThemThursday, December 13, 12 52. #4The Slippery SlopeThursday, December 13, 12 53. Nobody Owes Your Proposal A ReadI Knew I Can YouShould Have Read My ProposalCrossed TheCover To Cover, Street. Mister?!Thursday, December 13, 12 54. More Math? 600 Words x 50 Pages = 30,000 Words 20 Proposals x 30,000 words = 600,000 Words Average Words Per Minute = 200 words 600,000/200 = 3,000 Minutes 3,000 minutes = 50 HoursThursday, December 13, 12 55. How Much CouldThey Read? One Hour = 2%* Two Hours = 4% Three Hours = 6%* I know for a fact selection committees havemade decisions in an hour.Thursday, December 13, 12 56. Writing A GreatProposal Is NOTThe Hard Part...Thursday, December 13, 12 57. Getting Them ToRead It Is.Thursday, December 13, 12 58. Knowledge GapThursday, December 13, 12 59. What You KnowKnowledge Gap What You Dont KnowThursday, December 13, 12 60. Thursday, December 13, 12 61. Thursday, December 13, 12 62. Why Choose Us?Thursday, December 13, 12 63. Underlying Theme OfMy BookThursday, December 13, 12 64. Proposals Are Evaluated By HumansWere Way Too BusyWere Gonna Make TheSafe ChoiceWere Looking Out For #1Were CuriousThursday, December 13, 12 65. Proposals Are Evaluated By HumansWe Like People Who AreLike UsWe Do What We SeeOthers DoingWe Find Scarcer OptionsMore EnticingThursday, December 13, 12 66. Proposals Are Evaluated By HumansWe Behave ConsistentlyWell Repay A FavorWe Believe The ExpertsWere Adverse To LossThursday, December 13, 12 67. Proposals Are Evaluated By HumansOur Decisions Can SeemQuite IrrationalThursday, December 13, 12 68. HelpEverybodyEveryday.comThursday, December 13, 12 69. Your Amazon Review Helps Me Help YouThursday, December 13, 12 70. Questions?Thursday, December 13, 12