NOT GETTING YOUR PROJECTS FUNDED?

Set up your meetings the right way

• Time
• Agendas
• Outcomes
• *Potential Issues

Communicate your message differently

• Communicate with questions instead of statements
• Have thorough and accurate information
• Have good/better/best alternatives
• It should be for their reasons
• Your presentation should fit their DISC profile

YOUR MESSAGE-A SAMPLE

• “At the property on Franklin we are having challenges with the heating system on a daily basis. With our recent emphasis on the Main Street property, daily calls from tenants are causing me to leave the job site almost every day, which has caused me to miss the deadlines that you and I had put together. Although a new system would be $50,000, our repairs are trending

Untitled Slide

• towards almost doubling that amount over the next five years. It’s truly affecting our bottom line. Some of the longer tenants in the building have been approaching me with about double the complaints I’m used to hearing.”
• Would you be open to looking at proposals to replace the heating system in stages over the next year?

APPEAL TO LIABILITIES

• An elevator that needs to be replaced
• New pavement in the parking lot
• New carpet in the hallways

Other good questions to ask

• What would need to occur for you to feel comfortable proceeding?
• If you came to believe that____ was true would we have anything to talk about?
• Let’s pretend____ happened. Is that ok?
• Can I ask you a very sensitive question?
• I have a concern but am not sure how to approach it with you... how should I do that?

Presentation tips

• Only present solutions they’ve agreed to discuss
• Ask them what they would like to see or hear
• Never sit across the table with them
• If possible, present in person
• Use their name throughout the discussion to maintain EBS
• Ask questions, less statements
• Eye contact, hand arm and feet positioning, nodding
• Don’t ask, “What do you think?” It’s a trap!

What if it doesn’t get funded?

PROJECT FEEDBACK REQUESTS

Project feedback requests

• Verbiage after a project: “mind if I ask what I could’ve done better?”
• Verbiage during the project: at 3/4 completion: “what can I be doing better to support you?”
• Verbiage before a project: (after getting details, including deadlines and priorities): “What else do I need to know?“ Or “What can I do to help right now? “Or “What can I get started on? “

Project feedback requests… By you!

• Verbiage after a project: “would you mind if I share something that might improve the next project on my end?“
• Verbiage during a project: at 3/4 completion “I want to tackle more but my fear is that the projects I’m working on right now will suffer” or “I can do another project, but another would have to be put on hold. Which one is a priority? “

Untitled Slide

• 3. Verbiage before a project: (after getting details, including deadlines and priorities) “If I find that the project is taking longer than expected, what’s the best way to communicate that with you?“

COMMUNICATE AFTER THE FUNDING IS APPROVED

TOTAL CONTACT OWNERSHIP

BE SURE; NO HESITATION

Untitled Slide