So, you\u2019ve put the significant time and investment into responding to a tender and managed to get it all in within the deadline. Well done, that\u2019s the first stage complete.<\/p>\n
But how prepared are you going to be when the client likes what you have put forward, and invites you to the tender presentation stage?<\/p>\n
Firstly, you should pat yourself on the back as it is a great achievement, and you should feel reassured that the client is interested in what you have to offer. However, too many organisations do not appreciate the criticality of the presentation. In many cases, all the time and investment prior to the presentation is won (or lost) by your performance.<\/p>\n
The reality is that the task ahead is also a considerable one. Your face-to-face presentation needs to be along the same lines as your written one: clear, relevant and focused on the client\u2019s needs.<\/p>\n
The difference here however is that now you are going to meet<\/em> your potential client. You have the opportunity to do what you can\u2019t do on paper. You can now demonstrate to them that you are the type of supplier they would like to build a long-term relationship with.<\/p>\n It\u2019s daunting and there is a lot at stake, but you also have a huge amount to gain so it is well worthwhile putting in considerable time and effort to getting your presentation spot on.<\/p>\n Here are a few tips on how to handle client interaction at each stage:<\/p>\n Firstly, at the pre-tender meeting. Then, at the formal presentation The primary theme running through all of this is planning<\/strong>. Preparing for the presentation the night before is not going to win you the contract. Think carefully about who you take and ensure that you have the right information to prove to the client that you are the best fit based on their specific requirements.<\/p>\n There are a lot of experts out there who can provide presentation advice and how to battle public speaking nerves \u2013 both on the web and in person, so it can be worthwhile searching for some basic advice before you start planning.<\/p>\n If you really don\u2019t rate your chances of delivering an effective presentation but know that you have the skills and expertise to provide a first-rate service to a potential client, you can get support from a tender management consultancy who will guide you through the whole process and even deliver the presentation for you.<\/p>\n eXceeding have been successful as a formal interview partner in numerous pitches and have coached organisations to create professional and winning presentations.<\/p>\n The thing to remember is that to be pitch perfect you don\u2019t need to be a perfect presenter, you just need to be a good one: prepare thoroughly, learn from mistakes and work as a team.<\/p>\nTop Tips on delivering pitch perfect presentations<\/strong><\/h2>\n
\n<\/strong>We\u2019ve found that bidders with the best success rate will start to work on their client from the very beginning, using every opportunity the client presents to meet them face-to-face, or to talk. Here\u2019s how to make the most of that first meeting:<\/p>\n\n
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\n<\/strong>This is where you can\u2019t afford to take a chance and the mantra prepare, prepare, prepare should be followed. Think of this as a formal interview and prepare well – shortcuts will cost you the contract! So here are a few pointers to get you through the presentation stage:<\/p>\n\n
What can you do if you simply aren\u2019t good at presenting?<\/strong><\/h3>\n