HOW TO PREPARE FOR A SHORTLISTING PRESENTATION THE PURPOSE OF THE - - PowerPoint PPT Presentation

HOW TO PREPARE FOR A SHORTLISTING PRESENTATION

THE PURPOSE OF THE PRESENTATION: Presentations are NOT

• Opportunities to gain a higher score
• A chance to negotiate
• A place to introduce new information

THE PURPOSE OF THE PRESENTATION: Presentations are NOT

• Opportunities to gain a higher score
• A chance to negotiate
• A place to introduce new information

Presentations are how the buyer de-risks you as a supplier.

• Does your proposal stand up to scrutiny
• Do you understand what they are asking for
• Are you going to be easy or difficult to work with
• Are they confident that you will deliver

THE PURPOSE OF THE PRESENTATION: Presentations are NOT

• Opportunities to gain a higher score
• A chance to negotiate
• A place to introduce new information

Presentations are how the buyer de-risks you as a supplier.

• Does your proposal stand up to scrutiny
• Do you understand what they are asking for
• Are you going to be easy or difficult to work with
• Are they confident that you will deliver

YOUR GOAL IS TO DE-RISK YOURSELF AS A SUPPLIER

Email the buyer and ask for:

• An agenda
• The specific questions that evaluators want answers
• The breakdown (i.e. timings) of the presentation
• The names/roles of the evaluators
• Whom they expect to see from your team
• How many other businesses they are asking to present

HOW TO DE-RISK YOURSELF AS A SUPPLIER: GATHER & EVALUATE

Email the buyer and ask for:

• An agenda
• The specific questions that evaluators want answers
• The breakdown (i.e. timings) of the presentation
• The names/roles of the evaluators
• Whom they expect to see from your team
• How many other businesses they are asking to present

Research the buyer:

• Review any news / web

references about the buyer

• Use LinkedIn for insights into

potential evaluators

• Review relevant historical

award notices

HOW TO DE-RISK YOURSELF AS A SUPPLIER: GATHER & EVALUATE

HOW TO DE-RISK YOURSELF AS A SUPPLIER: GATHER & EVALUATE

Email the buyer and ask for:

• An agenda
• The specific questions that evaluators want answers
• The breakdown (i.e. timings) of the presentation
• The names/roles of the evaluators
• Whom they expect to see from your team
• How many other businesses they are asking to present

Research the buyer:

• Review any news / web

references about the buyer

• Check linked for insights into

potential evaluators

• Review relevant historical

award notices Review your proposal:

• With a couple of weeks distance; what would you improve?
• What are the weaknesses in your proposal?
• What do the questions/presentation format suggest about your proposal?
• What do the questions that they’ve asked suggest about other suppliers proposals?

HOW TO DE-RISK YOURSELF AS A SUPPLIER: PREPARE

STRUCTURE

• Use the agenda required
• If no agenda use the proposal format
• Use 10 slides @ 3 minutes per slide as a rule of

thumb (adjust to fit the time allowed)

HOW TO DE-RISK YOURSELF AS A SUPPLIER: PREPARE

CONTENT

• This presentation is about them – a single slide about

you is more than enough

• Content should focus on mitigating your weaknesses

not accentuating your strengths

• Ensure that you match the tone of the buyer
• Ensure that your content is understandable

STRUCTURE

• Use the agenda required
• If no agenda use the proposal format
• Use 10 slides @ 3 minutes per slide as a rule of

thumb (adjust to fit the time allowed)

HOW TO DE-RISK YOURSELF AS A SUPPLIER: PREPARE

CONTENT

• This presentation is about them – a single slide about

you is more than enough

• Content should focus on mitigating your weaknesses

not accentuating your strengths

• Ensure that you match the tone of the buyer
• Ensure that your content is understandable

PROFESSIONALISE

• Replace text with graphics and images
• Use personalised graphics where possible

STRUCTURE

• Use the agenda required
• If no agenda use the proposal format
• Use 10 slides @ 3 minutes per slide as a rule of

thumb (adjust to fit the time allowed)

HOW TO DE-RISK YOURSELF AS A SUPPLIER: PREPARE

TEAM

• Decide on your team
• Keep the numbers as few as is practical
• The team that present should be the team that will

deliver

• Everybody who comes is a contributor
• Prepare for questions and prepare your answers

CONTENT

• This presentation is about them – a single slide about

you is more than enough

• Content should focus on mitigating your weaknesses

not accentuating your strengths

• Ensure that you match the tone of the buyer
• Ensure that your content is understandable

PROFESSIONALISE

• Replace text with graphics and images
• Use personalised graphics where possible

STRUCTURE

• Use the agenda required
• If no agenda use the proposal format
• Use 10 slides @ 3 minutes per slide as a rule of

thumb (adjust to fit the time allowed)

HOW TO DE-RISK YOURSELF AS A SUPPLIER: DELIVER

Q&A (Supplier to Buyer)

• Ask if you have answered all of their questions
• Ask what the next steps are
• Ask when you might know the outcome
• Ask how the overall process is going (is it on track, has

anything changed)

• Expect curt answers

PRESENTING

• Team leader keeps the time (and gauges the mood)
• Individuals deliver precisely and focus on addressing

the questions asked of the evaluators

Q&A (Buyer to Supplier)

• Team Leader fields questions
• Ensure that questions are answered by a single

individual (without interruptions from other team members)

• If you can’t answer, then advise that you will revert

asap

ON ARRIVAL

• Team leader manages introductions
• Expect it to be formal
• Bring a backup presentation, just in case
• There’s no need to bring handouts

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