When most people think of presentations, they think of a stage and a large audience. A bid presentation is drastically different. You may present to a selection committee as few as three or five people and need to convey your value to them while millions of dollars may be looming in new work. Your company’s future is riding on a big bid presentation win, and you can’t mess this up. Meanwhile, your team is full of highly skilled, technical professionals, not the strongest presenters — now what do you don’t?
The good news is that selection committees are not judging you on your presentation skills. They want to engage with your team and find the right company before spending millions of dollars. The selection committee is making a big decision that they can’t screw up, and knowing they are more nervous than you, is the first key to understanding their viewpoint. You can’t go into a bid presentation looking to win because you’ll come across as salesy and pushy. Instead, you want to be yourself and convey your value and differentiation.
While this small audience is not judging your team solely on the delivery their presentation skills, your team still needs to communicate clearly and appear that you’ve done this before. If you do not practice your presentation together, then your selection committee is only seeing a disjointed group of strangers’ dress rehearsal.
Download my guide on 6 Strategies to Increase Your Bid Presentation Hit Rate by 20%. It includes the same strategies I helped a small construction company win four out of five bid presentations against a much larger competitor as well as the lessons I thought another client who increased his closing rate from 60% to 95%. Imagine what winning 20% more bid presentations will do for your company and for yourself.
Read recent blogs about improving your Team / Bid Presentation Skills:
I love blowing people’s minds with something so simple. You see, I’ve coached hundreds of presentations including keynotes, thought leadership, and high-stakes bid presentations as well as done thousands of presentations myself, so I’ve made observations about presentations including a simple technique for presentations with multiple presenters — step forward when speaking. Let me explain the importance of this subtle, yet powerfully simple technique. Whether you have two, three, or five presenters, the presenters need to come across as a unified team so you need to do some things alike, but not everything. When one member is talking, that person needs to be the expert and be the focus so the audience keeps their eyes on that presenter. (That speaker should step away from the lectern too–last week’s post.) Regardless the size of the stage or area you’re working with, you need to add some subtle spacing between the personRead More »
Presentations occur for many different reasons including bid presentations, educational presentations for thought leadership and content marketing, and informal presentations within the office. Most presenters feel thrown into speaking, and many do not realize the value presentations have on their personal brand. Regardless if you volunteered or were volunteered, your presentation means you are representing both yourself and the company where you work. Presentations are a demonstration of your brand; it’s the first impression of your brand and demonstrates your expertise. People now recognize the term brand, but they generally associate brands only with companies and products. People are brands too, including you and you need to know what is involved in the presenter’s brand. Let’s start with what is a brand. A brand is what people perceive of a company or product. It is a collection of experiences with that company, product, or person that creates these perceptions. People use theirRead More »
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I am always researching and polling, and, therefore, listening to the answers people and other presentation coaches give about all things related to presentations. I am always interested to hear how people interpret the industry in a million different ways, and since there are no regulations, it’s all open to interpretation. I have done extensive research and written past articles about the Rule of 3 and its importance. Studies have proven that the human mind can only remember three to four chunks of information at a time. Three is also sticky; allowing the information to remain in the listeners’ minds far after the speaking engagement has ended. The critical error is that business professionals and public speaking coaches view the Rule of 3 as equivalent to simplification. In the process of narrowing your talking points down to a minimum of three, many others will tell you that you have simplifiedRead More »