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 presentation. Would you agree? A strong presentation keeps you in the running but strong in Q & A wins the day. Here’s some food for thought.

1. Practice Q & A early in the day rather than leaving it for last. Provide more than just a response. Deliver reassurance, confidence and command of the issues. Reduce the panel’s anxiety and you increase your value.

2. Repeat key elements from the presentation: benefits, differentiators, big ideas and examples. Repeat key points without saying, “as I told you before.”

3. Look for opportunities to get your entire team involved in Q & A. Your team leader can answer the question and another team member can add a quick example. Piling on is never a good idea but a quick add on gives you the chance to include a benefit, a differentiator or an idea.

4. Use your eye contact strategically. Panelists often ask a certain question because it’s their turn. The person most interested in your response, may be at the other end of the table. Start by looking at the person who asked the question then get to the other faces.

5. The panel may end the Q & A session by asking, “Do you have any questions for us?” Be prepared with two thoughtful, open ended questions.