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2018 RFP Symposium Committee

A few years ago, I sat in an airport with colleagues talking about our jobs. What do you say when someone asks you what you do? Fueled by beer and exhaustion, we threw out phrases highlighting the best business buzzwords—leverage, facilitate, organize, write. But nothing felt like it totally encompassed the incredible responsibility (and sometimes frustrating limits) of the position. As RFP professionals, we’re expected to demonstrate knowledge that runs both deep and broad, juggle competing priorities, and organize all parts of the firm to respond to a prospect’s request. The role touches everyone, but is ultimately unique in scope.

I’m not saying we’re a rare breed—or maybe we are? But it’s so great when the person/s on the other side of the conversation speaks the same language as you—at least “professionally”; when you’re all part of essentially the same “tribe.” Because chances are you all face exactly the same challenges, and you can all benefit from brainstorming solutions for your shared problems together.  So where can you find a tribal gathering of RFP professionals?  Well, the most immediate opportunity is at the PAICR RFP Symposium in NYC on Monday, May 7.

PAICR’s annual meeting—dedicated to those in the investment management RFP world—is a distinct forum where  proposal professionals get to discuss a range of relevant and topical issues. Through interactive sessions, you have the opportunity to engage with your peers from other firms across the industry. So, come with stories of your challenges and successes … and be prepared to walk away armed with new, actionable ideas to improve your processes and re-engage afresh with your job.

Here are a few of the important topics we will be covering this year:

  • Who’s the Boss? Explore how a RFP Team’s reporting structure can influence its effectiveness within the organization. This panel discussion will lead you through an interesting review of how RFP teams have been positioned throughout the industry.
  • Rise of the Machines In today’s competitive environment, proposals that show an understanding of the prospect’s goals and objectives will have a clear edge. All too often, important information from the sales team doesn’t get funneled to the proposal team. This break-out session will offer case studies of firms that leverage their CRM tool within the proposal process to effectively disseminate information and improve outcomes.
  • I Want it Now! Teams can no longer choose between quality and quantity; both are demanded simultaneously. This session will focus on how to manage this recurring debate in order to meet deadlines and maintain your sanity.

In addition to these sessions, the symposium continues to offer great training for both new and seasoned professionals. A classic forum, RFP 101, will guide writers and managers through the nuts and bolts of a successful RFP process.

So, if your team is in need of an “information-shot in the arm” on new and leading industry trends, join us at the PAICR 2018 RFP Symposium on May 7. The Early Bird registration special is available only until April 20, so get a move on … and we’ll see you in New York!

Lead, like a boss!

By: Steven King
PAICR Board of Directors member
Speaker at the 2017 PAICR Annual Conference

I’ve had a lot of managers through the years, but only a few I would consider leaders. However, I’ve tried to take the best from all of them. It is with that experience and knowledge that I’ve built a leadership framework of success that you can use to establish yourself as more than just a manager.

From Rookie to All-Star – Every Team Member Matters

EVERY member of the team is important. The opinions, efforts, and contributions from your most junior employee to your most senior veteran matter. Every member should feel valued and know how their efforts contribute to the success of the team. We all have an all-star employee, but you need every member playing their part to win the game.

One Playbook – Everyone Should Know the Game Winning Strategy

You absolutely need to be clear about where the team is headed. What are you trying to accomplish this year? How does this align with the corporate goals? I’ve found that most people are problem solvers. As such, if they know at a high level what the team needs to accomplish for the year – and how this aligns with the firm’s goals – they’ll figure out a way to do it.  Your team wants to show you, and the firm, the value they provide. Your job is to point them in the right direction.

Once a Player, Now a Coach – Share Your Knowledge and Experience

There are two parts of this statement. The first is sharing the knowledge and experience that you’ve accumulated through the years. I know some managers are afraid to share what they know. They believe that keeping information to themselves makes them more valuable and indispensable to the firm. However, sharing this knowledge is not only respected, but it will only make your team stronger. And leading a strong team, with a foundation of knowledge and experience, often produces remarkable work.

The second part of this statement is the importance of transparency. You must be transparent with your agenda, inner conversations, conflicts, and concerns. There are some topics that require discretion, but overall your team is far more effective if they have all the information.  Plus, if you model transparency you are on the fast track to building trust.

Create Chemistry – Every Great Team Revolves Around Trust

Believe it or not, you don’t know it all.  Remember why you hired each person on the team. Your team members have talents, knowledge, and opinions that are different from yours. Embrace it! This is part of what makes a great team. Spend time listening to them. Learn from them. Often you will find that where trust is earned it is also given. Having a foundation of trust will foster an environment of open communication which is invaluable. If you can’t trust your team or they don’t feel like they can trust you, you’ve got some work to do.

Game Time – Now It’s Time to Let Them Shine

Now it’s game time and your job is to let your team shine. I cannot say this strongly enough, do NOT skip this step. If you skip this step, you will find that all your previous hard work was in vain. Why? Because I personally don’t know many people that like to do all the work and never get the credit. As a leader, you must get comfortable letting your team take center stage. And I believe that a team built on transparency, trust, and respect will be a team that wants to celebrate their leader.

This approach has served me well over the years. I don’t have to manage the day-to-day activities of my team as they know what they need to do.  I trust them to work toward the vision of the team and the firm. They trust me to set them up for success. So how do I know that this makes me a manager and a leader? Because I know my team would tackle any problem we face without hesitation –not because I told them to, but simply because it needed to be done.

Registration is now open for the PAICR Annual Conference November 13-14th in New York City.  Register Now.