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:
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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Many business professionals today have trouble communicating with prospects and clients because they feel like they need to over-explain themselves; otherwise known as rambling. When you ramble, your result is the opposite of your over-explanation; it repels the attention away from the message. The question is why do business professionals feel the need to over-explain themselves? Not rambling is one of those basic presentation skills that many presenters just don’t have down pat. Rambling happens agnostically across every industry, but is more obvious in the technical fields. Technical professionals work is complicated, and when you have been in the industry for any length of time, you get accustomed to talking with colleagues. When the need arises to explain your work to family, friends, prospects, or clients, suddenly the explanation of what you do for a living is more complicated than it should be so do not ramble. Once again, any lineRead More »