Don’t wait for the formal invitation – start your preparation now!
- Laverne Caceres
- Jun 23, 2016
- 1 min read
Firms often receive notification that they are on the shortlist, but that the presentation agenda is “on the way.” No team wants to sit around and wait since preparation time is precious. What to do? Here are some ideas.
Start working on Q & A. Check your archives for Q’s from past pursuits with the same client.Collect questions from the team and include individual, team and deal breaker questions.
Create a list of issues and opportunities that you might discuss in the presentation or layer into Q & A.Challenge the team to identify innovation from past projects that could apply on the current pursuit.
Be prepared to sprinkle win themes in the presentation and Q & A. Every team member should know these by heart. Have your team leader develop the opening, the close at the end of Q & A and the final close.Short, punchy and personal.
Laverne’s food for thought: No audience ever complained that the presentation was too short.
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