Presenting the Winning Bid
Many Public Sector Bids are lost at the presentation stage because of insufficient preparation, poor presentation materials, a lack of confidence displayed by the presenters and an inability to engage with the interviewing panel.
The simple reality is that regardless of how good our products are, the competition will, as far as the client is concerned, provide very similar offerings.
‘People buy people’
Ultimately the evaluation panel will feel drawn to the people they feel most comfortable working with. The presentation provides us not only with the opportunity to sell our solution, but also to show what we would be like to work with collectively as a business. If we stand in front of the interview panel looking ill at ease, using presentation materials ‘cobbled together’ the night before, how can we expect them to feel confident about choosing us?
The Sixfold Coaching Service
By working with us on a specific presentation project from inception through to completion, we can ensure sales professionals and teams become even more confident and competent when standing up and talking to any interviewing panel, in a relaxed and professional way, supported by effective presentation aids.
Coaching assistance is provided in the following areas:
- Setting the presentation purpose and objectives
- Analysing audience needs and identifying potential objections
- Storyboarding and developing the presentation content and compiling a user matrix
- Developing the most effective support materials (use of power-point and props)
- Testing the materials
- Presentation delivery coaching and support (providing tips and techniques so that the presentation can be delivered confidently with impact and presence)
- How to engage with the panel and make the presentation a memorable experience
The key skills that you are coached in will form a sustainable development experience, enabling you to develop future presentations in a way that increases substantially your probability for success.
