So you have applied for a tender, have been shortlisted, and it’s time to present. Here at The Tender Team, we’re proud to be one of Australia’s leading tender presentation and preparation consultants. Excellent – all positive signs. Here are three tips to give you and your organisation the best prospects of success following a presentation:
Preparation is key
Know the client, know the tender, get your timing right and be organised in terms of what you want to speak about. They are the basics. The reality is you are going to need to foresee the big issues, and sticky points you expect to be asked as part of the Q&A. Then have your answers ready for them. Q&A’s are a great opportunity to sit down and have a discussion with the client, make them feel at ease with dealing with your organisation, and show that you know what you are doing. For that reason, you need to be careful to allow for adequate time for a Q&A session and ensure that your presentation does not run over.
Also, if there are any internal politics in your organisation, ensure they do not shine through. That means, everybody, speaking on point and within a time limit, and an overall friendly demeanour from all the presenters.
Speak clearly, don’t overdo the slides, be personable.
It’s about building a connection. They not only have to like your presentation, the evaluating panel has to like you. More often than not, being successful means you will be dealing with closely in the near future, and people like to do business with people they get along with.
In terms of using powerpoint or other visual prompts, you need to ensure you do not overuse them. Images are great, but simply reading out bullet points is not going to do the trick. Remember, the evaluation committee has usually already reviewed your tender, so the presentation is an opportunity to tackle the serious issues.
Know the detail
Here at The Tender Team, we often draft a lot of content that our clients skim over and include in their tenders. The problem is, you need to know what you have committed to. Quality control, WHS and Risk Management may seem like irrelevant support information, but the evaluation committee may question these. You can call us to come along as your ‘risk consultant’, but importantly it’s important to know the detail of what you have provided in your tender response.
Call The Tender Team on +61 410 448 770 or email info@thetenderteam.com.au to speak with one of our tender presentation and preparation consultants.
