Some tips on presenting and pitching for business after getting past stage one, request for proposal in a tender situation. Originally delivered as part of a workshop on writing winning proposals and making an effective pitch when bidding for tenders.
2. Aim of the session
1. Be knowledgeable about what to do before
making a pitch
2. Identify with how to turn a good proposal
into an effective pitch
3. Generate an appreciation for good and bad
presentation techniques
4. Provide guidance in order to prepare a well
structured and well delivered pitch
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3. Well Done
Your proposal has made it through stage one and
you have been invited to discuss your proposal at a
meeting with the client.
What’s your first thought?
Really!
Fantastic
Relief
Panic
Oh no I have to make a formal presentation!
What do we need to do to secure the business?
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4. What do we need to consider
in making an effective pitch?
Audience
Location
Duration
Content/Message
Structure
Delivery Methods
Practice
Do’s and Don'ts
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5. Audience
Try to find out
Who will be there?
What are their roles and
responsibilities
Who else might be pitching
Consider who will be
attending from your company
Match numbers and skills as
appropriate
Be aware of client corporate
style and reflect in your Research your audience
behaviour and look
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6. Location; Where, When and
What facilities are available
Flipchart
Overhead Projector (OHP)
Data projector
Projector Screen
Whiteboard
Interactive Whiteboard
Room size, layout etc
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7. Duration?
Important to find out for a number of
reasons
Knowing how long you have helps you develop
a well timed and structured presentation
Determines the maximum volume of
information you can deliver
People typically prefer shorter rather than
longer presentations
Shorter high impact presentations are
generally more memorable
It’s better to finish one minute early than five
minutes late
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8. The Content/Message
Be confident; you have been invited to
present
Review the tender and your proposal
once again
Identify any key points and ensure these
are included in your pitch
Review your pre-proposal notes
Which areas did you deem to be
important; accommodate into your pitch
Create a list of any questions they might
ask and be ready to provide a well
prepared response. What messages do you want
the audience to take away?
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9. Preparation methods
Determine the structure of
the proposal
Methods of creating a basic
structure
Mind mapping
A4-A5-A6
Length of presentation
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11. Structure
Introduction
Thank the audience for the opportunity to present
Who am I or Who are we?
Briefly outline what you are going to talk about?
Advise if you will take questions during or at the end?
Main Body
Break into segments
Focus on details as and when appropriate
Wrap Up
Summarize, And finally, In conclusion
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12. Delivery; How People Listen
Attention Span
Bite Size Chunks
Repetition (Milestones)
Visual, Auditory, Kinesthetic
(VAK)
Observe non verbal
communication
Conditioned for breaks
What’s my name?
Use our own set of filters
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14. Delivery; What Makes People
Listen
Self Interest; What’s in it for me/us?
Try to guess what they want to hear
Who is speaking
Can this person solve my issue
What are they saying
Is this relevant and easy to understand
How they are delivering the message
Are they engaging or vague and boring
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15. What motivates people to buy?
Credibility
Expertise
Passionate
Honesty
Independent referrals
Economics
Specifications
Timing/convenience
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17. Getting Ready
Be Yourself
Make an impressive start
Deep breaths
Smile
Introduce yourself
Who am I
Why am I here
What am I going to say
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18. Do’s and don’ts
Practice, Practice, Practice
If possible arrive early.
Check projector
Audience seating
Room temperature, lights, layout etc
Take backups. Powerpoint, printouts, OHP
Never start with an apology
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19. Do’s and don’ts
Visual Aids
Can work for and against you
Can be prepared in advance
Flipcharts, Whiteboard, Powerpoint, OHP’s,
Slides
Keep simple; Easily legible
Concentrate on the audience not the aid
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20. Do’s and don’ts
Use eye contact
Do not walk in front of the screen
Control nerves through deep breathing
When using Acetates
Beware of the shakes
Fans can be noisy
Can draw on them directly to illustrate a point
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21. Do’s and don'ts
Avoid handouts unless essential to make a
point; distribute at the the end
Watch out for err’s and um’s
Control of hands
Clicking pens
Shuffling coins in pocket
Hand over mouth
Scratching
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22. Do’s and don'ts
Control of Body/Feet
Shuffling
Walking backward and forwards
Stand upright
Invest in a presenter
Use ‘and finally’ to raise interest once only
Use peoples names if you know them
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23. Do’s and Don’ts
Voice and Vocabulary
Vary pace and tone
Speak to the back of the room
Avoid jargon
• PowerPoint shortcuts
Shift B = Black Screen
Shift W = White Screen
Right mouse click allows pointer options
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24. In Summary (4P’s)
Preparation
Audience, Location, Message, Structure, Delivery
Review tender and proposal
Practice
Try it out
Refine
Pitch
You should now be ready to make you pitch
Purchase order?
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