Winning the big one
Improve your winning percentage by applying GAPP techniques.
The big presentation. The big pitch. The big interview. It’s your big chance to win when the stakes are highest.
Each of us only get so many opportunities to compete for the big one. Either you win, or you don't. There are no points for finishing second.
You earned this big opportunity. Your expertise and experience shine through, and that's why you are a finalist. But keep in mind the other finalists are also qualified. At this stage there are rarely bad choices for the decision-makers, just good, better and best.
So, what can you do to increase your odds of winning? Many leaders engage me to serve as an executive “pitch coach” on both individual and team pursuits.
Implement GAPP to develop and deliver your story. Make it easier for decision-makers to understand and agree that you are their best choice.
And be sure to incorporate 9 of my favorite tenets:
DEMONSTRATE PERSONAL AUTHENTICITY
Everyone's BS meter is highly-tuned today. Hype will not work, nor will grandiose claims. Tell what you have done, not just what you’re going to do. Be you; authentically and truly you. Nothing else. Always.
WHO DO I TRUST / WHO DO I LIKE?
When all of the finalists meet and exceed the minimum standards, decisions are based on gut feelings of trust and affability. The winner is the person or team who best "connects" with the decision-makers. There are several techniques to improve your affability and perceived trustworthiness.
THINK EXCELLENCE, NOT DIFFERENCE™
Don't tell yourself that you have to be the perfect choice, you simply have to be their best choice. As Michael J. Fox said, "I expect excellence; I leave perfection to God." You know the old story about being in the woods with a couple of friends and you come across a hungry bear. You don't have to outrun the bear to survive; you just have to outrun one of your friends.
RECIPIENT-ORIENTED COMMUNICATIONS
It's not what you want to say, it's what they need to hear. This represents a substantive change in how you structure your story. Always tell your story from the audience point-of-view. If they ask what time it is, don't tell them how the clock works.
STORIES RESONATE
Make it easy for the audience to understand why you are their best choice. Stories are memorable; facts are not. Bring your meaningful advantages to life through effective storytelling.
20-20-20 RULE
When you pivot from preparing your presentation to practicing your delivery, implement the 20-20-20 rule. Eliminate 20 percent of your content. There is always a bottom fifth in terms of importance. Don't make the audience figure it out. Less is more. Only present 80 percent of what you prepared. And then speak 20% slower, and 20% louder. Your executive presence will improve and you will win more often.
CONFIDENCE AND ENTHUSIASM
Very few of us are born with an "it" factor that exudes charisma. The rest of us have to work hard for it. Demonstrate your confidence and enthusiasm as you deliver your remarks. If you're not confident and enthusiastic, why should they get excited to work with you?
PREPARE FOR QUESTIONS YOU HOPE YOU'RE NOT ASKED, AND ANSWERS YOU HOPE YOU DON'T NEED
Preparing for Q&A is often the most important part of the interview. How you respond to tough questions is a great way for your core values to shine through. There are many effective techniques to assert leadership during Q&A, including preparing your own insightful questions.
AND, SMILE!
Science has proven that people respond more favorably to people who are smiling. Enjoy these special moments of truth that help drive your work and career forward.
You've achieved so much to get to this moment. Push forward with exceptional storytelling and you'll win the big one more often.
Onward.