Most likely to succeed…

Class of 2008

MOST LIKELY TO SUCCEED

A Guide to Navigating Different Personalities in the Proposal World

Erin Ortiz, Logistics Capture Manager Derco, A Lockheed Martin Company

Stacey Duwe, National P&C RFP Advisor USI Insurance Services

What we're going to cover

? The importance of Emotional Quotient and Social Capital ? EQ Quiz ? Introduction to the Four Personality Types Throughout

History

? Analyze the Four Personality Types as Colleagues and

Evaluators

? Discuss additional tips for communicating with these

personalities.

Most Likely to Present at the APMP GMC

? International Military and USG

Opportunities

? Lover of international travel, motorcycles,

and adventure sports

? User of Psychology 101 knowledge in

everyday life

? Commercial and State & Local Govt.

Opportunities

? Lover of painting, vacationing,

(sometimes) my children, schnauzers, and cats

? Love studying, testing, and implementing

new ways to collaborate with others

Interpersonal Intelligence / Social Capital

IQ

EQ Social Skills Empathy Motivation Self Awareness

Emotional Quotient (EQ) is vital to leading colleagues:

? Motivate others ? Relate to others ? Build relationships with others,

work as a team

Result:

Increased Recognition

Higher

Performance

Compensation

Importance of Social Capital

We are more likely to be persuaded when requests are aligned with our values, self-image, and future goals. In other words, people are easily persuaded of that which they wanted to do in the first place.

In-Harvard Business Review

? EQ is vital to persuading

evaluators.

? People with high EQs are

perceived as more authentic, we tend to trust them more and their solution.

? Read people and leverage this

knowledge to influence others' attitudes and behaviors.

Social capital is the most important currency in the world. People, not money, are your most important

assets. In-Superconnectors

Why is this an important topic

Knowing someone's personality gives a tremendous boost to your persuasive powers. Whether you are pitching an idea to a client or tying to convince your partner to choose your favorite restaurant for dinner, you should tailor your pitch to their personality. This will not only make your pitch more likely to succeed, but also will make the entire process more enjoyable.

-Vanessa Van Edwards

Understanding how to navigate internal personalities:

? Helps us lead projects more successfully

? Mitigates stress

? Fosters greater collaboration across the team

Understanding now to navigate the personalities of our evaluators:

? Helps us tailor our responses to "speak to" the evaluators' internal/external needs

? Increases our likelihood of success in the overall process

? Establishes credibility and rapport that benefits current and future business

Know Thyself: What is your EQ?

Captivate: The Science of Succeeding with People by Vanessa Van Edwards

? 12 questions taken from quiz

? Record your answers from multiple choice options

Question 1

Which smile is real?

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