I recently was asked to coach two teams who were bidding on their slice of some $800 million in construction contracts. No results yet; the teams are very optimistic. Stay tuned! Â In the meanwhile, let me share the Presentation Excellence approach to helping win these deals.
We focus on 5 key areas:
Theme â€“ whatâ€™s the overriding concern of the judges? Is it:
- Risk aversion â€“ avoiding any problems that could arise
- Achieving a benefit â€“ creating the talent, most iconic building possible
- Problem Solving â€“ demonstrating the ability to solve problems in a world where unexpected events are likely to interfere
- Value â€“ everyone wants the best deal, but will determine value differently; rarely is it absolute pricing
Content Â â€“ the team must be succinct, usually each person has around 10 minutes to speak. The proposal described the teamâ€™s capabilities; the goal is to focus on those elements that drive home the competence as it related to the theme.
- Style â€“ the presentation has to be authentic â€“ demonstrating passion for the work. It needs to engage the judges through the use of simple â€œwords and picturesâ€. Use stories to demonstrate competence and be engaging. Project a leader presence, since youâ€™ll also need it to address challenges once in the field
- Teamwork â€“ teams usually succeed when, like an orchestra, each individualâ€™s contribution complements the others to produce a superior product. The presentation is an opportunity to demonstrate that they are such a team.
- Competitive Advantage â€“ all the competitors can basically do the job; but what is this teamâ€™s distinct advantage that will ensure their ability to do the best job.
What are your major concerns when you prepare your teams for the battle?Â Share them with us. Weâ€™re also working on an e-book describing the process we use to coach and train teams to win such presentations. Send us a note if youâ€™re interested in it.