We focus on three key elements of the interview / presentation preparation process that will drive your success:
1. Identifying the key messages that must be delivered during the course of the interview / presentation (almost no matter what the clients specific agenda), and then ensuring these are woven into everything that is communicated to the client – focused on benefits for the client of course!
2. Structuring the presentation to tell your “story” best – obviously we must answer any specific questions set by the client, potentially re-arranging their questions to produce a more interesting and memorable presentation. We can also produce any support materials necessary – you may wish to do this yourselves or we are happy to get involved.
3. Rehearsing delivery of the presentation and answering questions effectively so that all individuals know their section, and that they perform and interact well as a team, thus giving the prospective client confidence that this is what they would get by engaging your team for the project. This session could include having an invited “client” to attend who can ask realistic questions – so the team can rehearse how to answer questions (again ensuring individual good performance and effective group interaction). We also use video to record some sessions, this can be useful as both a training aide but also adds some extra focus to the presenters, hopefully simulating the environment they will face when they are in the actual interview / presentation.
Our approach is not to impose a “one size fits all” approach but rather to work with the members of the team individually and collectively to help them improve their communication skills and to ensure that they appear to the client to be one cohesive team. In other words, we help to develop the individuals into a team that will build rapport, credibility and trust with the prospective client.
In addition to the above we also provide specialist technical bid writing and bid management services for all stages of the tendering process from the PQQ forward, including doing independent “red” reviews on behalf of clients.