Laura’s Winning Ideas

“The consequence of reputation is much greater in today’s environment than it used to be.” - Alan Towers, public-relations executive

Enron

In my book, 12 Views From Women’s Eyes: Managing The New Majority, I comment that if there is fraud, it is more likely to be a woman who will blow the whistle.

Sharon Watkins of Enron is a perfect example of this, and the recent convictions of two of their most senior leaders confirm the value of her alarm.

How would you like to write proposals on behalf of Enron? (Read on …)

This week I read an article in the Wall Street Journal about Air Conditioning leveling the field of competition in many parts of the world.

I remember when I moved from the Midwest to Northern California. Summers in the agricultural areas reach 120 degrees farenheit each day for several hours during July. My fast-paced, quick moving habits had to be ditched in favor of a more relaxed and easy-going pace — or die.

My new habit of slowing down when the temperatures rose, stood me in good stead when I moved to Austin Texas (where it reaches 95 degrees farenheit, but the humidity is over 95 percent). You may think a Texas drawl is quaint, but I think it comes from slowing down to manage the heat.

Imagine what it must have been like to work in these places before central air conditioning.

Before air conditioning, locales such as India and parts of China had distinct disadvantages to keeping pace with workers in more hospitable climes. Today that disadvantage is erased by air conditioning.

As productivity rises in these previously inhospitable climes, how will you defend your firm in your proposals?

In Clayton Christensen’s book, Seeing What’s Next, the economist explains that process is a more important innovation than invention. That’s because invention can be copied, tweaked and improved by competitors. Process is difficult or impossible to copy because it is a more complex mix of culture, personality and motivation. It’s pretty hard to reverse-engineer process.

Lately, large consulting firms are publishing white papers announcing the importance of a strong proposal process. One of them, IDC, has a study out called, “Proposal Development Process as a Possible Differentiator in Consulting Services Win-Loss”. For $500.00 you can find out the “discovery” that the process used, determines whether a proposal wins.

As competition increases in a vertical market, consolidation occurs. I’ve watched several verticals consolidate, and I can always pick out the firms who will pull ahead — they are the ones with a winning proposal process.

In every case I know, once a robust process is put in place, the team’s ability to respond with a winning proposal improves.

“It does you no good to have the best technology if you can’t translate the benefit of that inventiveness to the decision-makers in plain language.”

As many firms face increased competition and longer sales cycles, their success depends on developing a more sophisticated sales process, with more attention to the proposal submitted.

There is a saying in Texas, “One Riot, One Ranger.”In the old west, a Texas Ranger was considered the ultimate authority to quell disturbance. With blazing guns, or whatever means the Ranger appropriated, desperadoes would be vanquished, crowds dispersed, women and children protected.

Only one Ranger was sent, because one Ranger can design a solution to any crisis. The Ranger recruited local resources, and implemented the solution.
taken from my website

Some of you know that I have my own business as a consultant and usually work alone. However, I’m quick to lasso resources, hooking up with former team members and professional associates for any job that requires help.

When I started out, I explained the value of this to a friend. Without the overhead of a larger organization, I bring no need to cover fixed costs. With a wide network of friends and associates, I can generally find whatever help I need quickly. And because we hook up for a specific project, we disperse just as quickly once the job is finished.

He suggested that this reminded him of the Texas Rangers.

A few weeks ago I was contacted by a gentleman who is quite a fan of the Texas Rangers. He had found my explanation and wanted to be sure I was properly outfitted for my adventures.

Among the variety of items in the wonderful package he sent, is my new favorite mug.

Thanks Bruce!