Highlight the value of your sub consultants
It’s common for many teams to bring subs to the interview and only let them speak if asked a question. That approach devalues the sub...
Q & A Techniques that will Seal the Deal
As a veteran presentation coach in the AEC industry I believe that more projects are won in the Q & A portion of the interview versus the...
The view from the selection panel’s side of the table
We often have an opportunity to talk with members of the selection panel, learning what they do and don’t like about the myriad of...
Make a Great First Impression
The selection panel starts to assess your team the moment you enter the room. Is there a level of excitement? Are you working together...
Make Your Team More Cohesive
When you make the shortlist, your client is telling you that your firm and your team are qualified to do the work. Now the panel is...
Borrow techniques from TV broadcasters
When you turn on the TV, you can get more than news…you can borrow techniques that make you a skilled presenter. Lean in with a cameo. ...
Prepare for pitfalls and bumps in the road
Great speakers know, that even when you’re well-rehearsed, things happen that can derail the speaker, the equipment and your shortlist...
Don’t wait for the formal invitation – start your preparation now!
Firms often receive notification that they are on the shortlist, but that the presentation agenda is “on the way.” No team wants to sit...
“It’s not personal, it’s business.” or is it the other way around?
There are a variety of ways to let your audience know that you care about them or that you’re excited about their project or that you’re...
What it's Like to Sit on the Other Side of the Table
My recent presentation to CMAA Southern California, included an amazing owner’s panel. They gave us their view of shortlist...
