SELLING YOURSELF

FIRST

SWITCH OFF…

When people ask - salary hike or

closed deal?

Starter exercise

You know the difference you can make

Are you willing to sell your self first ?

What if

• You were recognized as a Global Expert and Authority in the proposal industry?

• You suddenly become indispensable in your company or industry...regardless of your high Salary or fees?

Imagine this scenario….

Sound Like A Stretch?

I Used To Think So Too ...

Until It Happened To Me…

Baskar Sundaram • Entrepreneur

– Founder, Baachu (little boy!)

– Author, Bid Buddy

– Facilitator, Baachu Connect

• Previously, Commercial Business Development Leader, Serco PLC, leading and managing 40+ bids in UK, Europe and ASPAC

• Award Winner – APMP 40 under 40

• Growth Advisor, 7 out of Top 10 UK Government services suppliers

• Member, Business Services Association - Brexit Working Group

Why This Is Important To You NOW?

• Only 37% of the APMP members surveyed has mentioned they are valued by the organisation

• 68% of APMP members surveyed left their company because they are not been listened to

• Uncertain environment – Brexit, profit warnings, slow market

• No structured career path, frustrated, overworking and unappreciated workforce

• Productivity, Work, Health and Wellbeing issues

YOU Have To EXPAND YOUR MIND and Create Your Opportunities

Here’s What You’ll Learn During This Presentation

• Learn the 4 key concepts of life time growth and improve

your ability to be an elite bidding professional

• How you can set your own standards so you can a have

fulfilling career?

• How to avoid stress and frustration by freeing yourself up

from everything that prevents you from creating a bigger

future?

Initial Conflict

• After my engineering degree, I personally invested in

law degree, project management and chartered

accountancy degrees to stay relevant

• 15+ bids secured £1billion - I was boxed – This is me!

• 1% pay hike for 5 years

• Was told I am nice guy and cannot be a leader!

The Bottom• £30000 debt for my courses and qualifications

• 3 redundancy consultations in 18 months

• Spent an average 15 weekends away from home for work

every year (I missed our first child birth, landed just 1 day

before wedding and returned 2 days after wedding to

work)

• Job seeker allowance for 9 months

Turning Point

• Decided to study ME (self development), used

journals and approached sponsors

• Designed flexible career path to improve salary

and remuneration

• Anchored self as “new markets” master

Share one of your turnaround experience in life

Values from Criticisms

16

Wisdom Quotes

Transformation

• Why do YOU come to work?

• In this deadline environment:

– Have you got a vision for your LIFE?

– Do you have a career and LIFE plan?

– Do you actually have any progression path in

your company?

Make the decision to grow

19

Peter’s principle

“The great work you’re doing now will inevitably get you promoted to a job you can’t do”

Bottom line – you are paid to make your boss and his/her boss look good!

PULL – PUSH

Bid OS - The system.. • Bid leaders wrestle with 106 issues at the same time

• How you solve these issues will determine your win rate and how fast your company will grow

• Bid OS®, the Bid Operating System® helps you to do this.

• Those 106 things are symptoms of a root cause. If you can simplify and strengthen The five Key Components :

– Vision – Getting everyone in the entire organisation 100% on the same page with where you’re going & how you’re going to get there.

– People – Surrounding yourself with great people, top to bottom, because you can’t achieve a great vision without great people.

– Data – Cutting through all the feelings, personalities, opinions & egos to get to a handful of objective numbers that give you on where you are complete clarity on what’s happening in the business.

– Issues – Becoming great at solving the bid’s problems – setting them up, knocking them down and making them go away forever.

– Process – Systemising, identifying & documenting the core processes that define your way of running your bid. This create consistency & infinite scalability.

3 LEVELS

• Smart Bidding – Process Driven

• Intelligent Bidding – Data Driven

• Conscious Bidding – Character Driven

Selling yourself First

23

Wisdom Quotes

Exercise 1 - Future Based Self – Purpose

FUTURE SELF

BARRIERS

PRESENT

Purpose

Why do I do what I do? MY

PURPOSE

Passion – Educate 1 million children by 2040

26

Journey and Barriers

27

• Stammer and Speech

• Redundancy - Job seeker allowance for 9 months and Tax credits 14 months

• Loosing father and uncle in 6 months

• Hole in Heart – stress and physical health

• Bank loosing £16,500. Subcontractor red notice

• Bank shut down account with 2 hours notice

• Invested £75000 on resources, projects cancelled due to Brexit

• 2 weeks to bankruptcy

• Self improvement - £50,000 – two thirds of it were useless

•ME

Exercise 2 – 4 Cs

Commitment Courage

Control Capability

Exercise 3 - ABC Model

CBA

Irritating Okay Fascinating

Exercise 4 – Gap and Gain

Gap

Gain

Questions

• What do I want?

• What assumptions am I making?

• What am I responsible for?

• What am I missing or avoiding?

• What is the ONE ACTION I will take from my learnings

today?

Bringing it all together • Promote yourself, nobody else will!

• Be yourself, others are taken!

• Learner mindset not judger mindset

• Future based self anchored with a purpose

• Apply 4Cs cycle consistently

• Review and amend activity inventory

• Progress not gaps

• Adapt to Impact

Pain and Regret

34

Get your bid buddy at amazon.com

an start your journey towards your

future self.

https://www.amazon.com/Bid-

Buddy-Capture-Bidding-

Talent/dp/1539864286/ref=sr_1_17?

ie=UTF8&qid=1497875341&sr=8-

17&keywords=bid+buddy

To your success, health and

happiness!!

baskar@baachu.com

Prove it

BD Institute Benchmark Study