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 presentations they see. We can all increase our win potential if we just listen to what they want.

1. “Do your homework. Visit the site and bring up issues that we may not know about. Discuss your approach and any big ideas that you bring.”

2. “Many teams lack energy and enthusiasm. It gives us the impression that you’re not really interested in our project.”

3. “Most presentations have too many slides and too much on each slide. We’re not interested in slides. We are interested in people. Engage the panel. Address our hot buttons. Make eye contact and use a conversational voice.”

4. “We want to hear from the people doing the work - especially your team leader. If your executive or principal wants to present, make it short and make it about us.”

5. “Bring us a cohesive team that appears to work well together and pays attention to one another. If your team hasn’t worked together before, explain why you selected these individuals and what they bring to our project.”

6. “At the end of the day, we are looking for a partner who is invested in our success. Operate as if you’ve already won and show us how we move forward…together.”