FAQs

Why should I hire a presentation coach?

             Project pursuits can be expensive, but a competitive advantage is priceless. Budgets are always tight. Winning requires a team to go from good to great. Clients must ensure they are contracting with a team that best uses public funds. I use my industry expertise and storytelling background to help teams tailor messages to prove an advantage above the competition.

             There are several benefits to using an outside set of eyes. Objectivity prevents internal blindspots. Frequently, there are minor disagreements on messaging. As a coach, I can help teams work through differences to ensure presentations have impactful messages. From my years as a Business Development lead, I also learned that constructive criticism from an objective third party, not a team member, helps with morale.

What services do you provide?

             The goal is winning a major contract. I bring a wealth of industry knowledge, but my real value is evaluating how competitive a team will be by asking preparatory questions. Not only did I spend years preparing strategic pursuits, but I also spent time on the corporate side assessing the worthiness of budget expenditures. First, I work with the pursuit manager to evaluate the probability of success. After that, I can see if anything is missing. Making sure the winning message gets in the proposal is critical. No one wants to spend money before they have to, but a small amount upfront can improve the odds of getting shortlisted. Early discussions can also determine the type of presentation required and see if any long lead items might impact scheduling. Normally, I spend about eight hours on pre-interview preparation. (Not always in one day.) An additional day is often needed, but I strive to limit time before shortlisting to meet budgets.

Once shortlisted, I suggest a three-day schedule. One day of presentation preparation with the pursuit manager and whoever they designate and two days of interview practice with the full team. Practice is essential for interview success. In talking with numerous interview panel members over the years about why a team was selected, I learned the importance of how a team comes across, not just the words spoken. Confidence comes from preparation. And a team that functions as a cohesive unit with members demonstrating that they have each other’s back will increase scores.

Do you work on presentation techniques?

             I do, but I focus on delivering the proper message to the evaluation panel. A poor message delivered with an awesome technique is not going to win.

Do you have a method?

             In my thirty-plus years, I have encountered several methods to hone messaging. Engineers and contractors love reproducible formulas. I focus on figuring out what the client wants – and giving it to them. If the resources available to me aren’t what the client wants, it’s hard to convince them otherwise. There’s no one-size-fits-all. Winning formulas need to address a specific need and be the best option.

Who are your other clients?

             One of the first things I do is sign a non-disclosure agreement that limits any information I can share. Every company needs to understand that any information transmitted will remain confidential. I always ask about the project before taking an assignment to be sure there isn’t any conflict with another client.

Do you provide any advocacy services?

             I don’t interact with agency staff or Board Members on behalf of clients, but I can assist with hiring an advocate if needed.