When preparing for a pitch, it is important that the whole team prepares together otherwise you risk looking like a disjointed group of individuals during the presentation. A good approach is to spend time critiquing each other’s presentations to achieve consistency in tone and messaging. Having got through the initial stages of selection by preparing … Read more..
When preparing an interview or pitch presentation, ensure you think about your audience and their needs. They will want to understand how the team operates, who they will be dealing with and also get answers to their questions. Do not make them endure a slick corporate sales pitch or suffer from death by PowerPoint.
There are many different ways of presenting your price to the client but only one correct approach. The correct approach is to ensure the client sees value in what you are offering rather than merely evaluating you on a cash figure. To do this, ensure the price is supported with sufficient text to describe why the client should … Read more..
A really strong proposal will convince the evaluators that you have all the project risks under control. By considering the likelihood and impact of each risk, you can show which ones you will prioritise for appropriate action. You should aim to reduce or eliminate the majority of risks through good project management and application of experience.
When you are given a word count, ensure your response does not exceed it or stretch the limit. Some evaluators will simply disregard any material over the limit but others will consider your response to be non-compliant and penalise you. Words within images are not usually counted. However, if you opt to insert detailed tables … Read more..
Part of your bid process should include tracking the bids you won, the ones you lost and the ones which ‘went away’. Over a period of time, you will be able to identify the types of clients or projects you win most often and which might therefore withstand price increases. You will also see areas … Read more..
Clients often ask for evidence of similar work which has been carried out in the past. To impress the evaluators, some of whom will not be familiar with your service, you should make it clear how your examples relate to the project being tendered. You can do this by clearly stating the similarities in value, … Read more..
It is useful to track bids won, lost and ‘gone away’ along with any feedback you receive. A spreadsheet is a good way to capture this and it can also hold information about submission dates and expected decision dates. A tracking system allows you to monitor trends and make strategic decisions about pricing and positioning … Read more..
In a proposal or tender, the client wants to know the role your staff will take on their project. If it appears that they are extremely busy with other projects, the client may be concerned about their availability or commitment. Use headings such as “roles and responsibilities on your project” to emphasise the relevant points.
When reviewing a document, many senior people suggest changes that suit their own level of knowledge and style of writing. Unfortunately this is not always helpful since they are not the intended recipient of the proposal. Ensure your reviewers are briefed about the target audience and then make their suggestions accordingly.