One of our favorite things to do at Integrated Solutions Group is to provide project interview strategy for our clients. We are typically approached by an Architect or General Contractor / Construction Manager and occasionally an Engineer to help them develop a winning presentation for a project they would like to be awarded.
For the purpose of this short post, let's assume you already did a Go or No Go assessment during the RFQ phase. Then you put together a quality RFP that lead you to be shortlisted with 3-4 others to be interviewed by the potential client. This is how we approach the process:
Three Things
How are you going to connect with the client? People remember things best in the quantity of three. Of all the things you could say in a 30 minute presentation, what 3 things will most resonate with the client and place you in a favored position?
The Playbook
Now we build a playbook around these three things that includes a strong opening statement, presenting the three key things and a warm close. In addition to these items, the playbook includes the selection of your presentation team, who will say what and the overall approach to the presentation, including any props or leave behinds.
Telling your Story
We feel that most people rather be told a story than read a report. We approach our presentations the same way. As we develop both content and graphics, our goal is to begin telling your story. Integrated Solutions Group is a big believer in Prezi, because of its ability to tell a story. We lead the client through the story, stopping along the way to reiterate the three key components.
Coach 'ém up
Now that the story is written, we will walk through the presentation process with our client a few times. We strive to place people in roles that they feel comfortable in and allows them to show their true contribution to the team. We also review the presentation, so everyone is very familiar with the content and delivery and NO ONE tries to memorize their parts.
Celebrate the wins
We always celebrate the wins! It's important in this competitive environment that you celebrate when you are awarded the project. In between the presentation and celebration we like to make time to review the process with the team. This is best done immediately after the presentation when items are fresh on everyone's mind.
Like chess, you must have a plan before you even think about making your first move. A successful project presentation begins a long time before you walk into that room with projector and power point in hand...