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

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

HOW TO DE-RISK YOURSELF AS A SUPPLIER: GATHER & EVALUATE Email the buyer and ask for: Research the buyer: • An agenda • Review any news / web • The specific questions that evaluators want answers references about the buyer • The breakdown (i.e. timings) of the presentation • Use LinkedIn for insights into • The names/roles of the evaluators potential evaluators • Whom they expect to see from your team • Review relevant historical • How many other businesses they are asking to present award notices

HOW TO DE-RISK YOURSELF AS A SUPPLIER: GATHER & EVALUATE Email the buyer and ask for: Research the buyer: • An agenda • Review any news / web • The specific questions that evaluators want answers references about the buyer • The breakdown (i.e. timings) of the presentation • Check linked for insights into • The names/roles of the evaluators potential evaluators • Whom they expect to see from your team • Review relevant historical • How many other businesses they are asking to present 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 STRUCTURE CONTENT This presentation is about them – a single slide about • • Use the agenda required you is more than enough • If no agenda use the proposal format Content should focus on mitigating your weaknesses • • Use 10 slides @ 3 minutes per slide as a rule of not accentuating your strengths thumb (adjust to fit the time allowed) Ensure that you match the tone of the buyer • Ensure that your content is understandable •

HOW TO DE-RISK YOURSELF AS A SUPPLIER: PREPARE STRUCTURE CONTENT This presentation is about them – a single slide about • • Use the agenda required you is more than enough • If no agenda use the proposal format Content should focus on mitigating your weaknesses • • Use 10 slides @ 3 minutes per slide as a rule of not accentuating your strengths thumb (adjust to fit the time allowed) 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

HOW TO DE-RISK YOURSELF AS A SUPPLIER: PREPARE STRUCTURE CONTENT This presentation is about them – a single slide about • • Use the agenda required you is more than enough • If no agenda use the proposal format Content should focus on mitigating your weaknesses • • Use 10 slides @ 3 minutes per slide as a rule of not accentuating your strengths thumb (adjust to fit the time allowed) Ensure that you match the tone of the buyer • Ensure that your content is understandable • PROFESSIONALISE TEAM • Replace text with graphics and images • Decide on your team • Use personalised graphics where possible • 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

HOW TO DE-RISK YOURSELF AS A SUPPLIER: DELIVER ON ARRIVAL PRESENTING Team leader keeps the time (and gauges the mood) • • Team leader manages introductions Individuals deliver precisely and focus on addressing • • Expect it to be formal the questions asked of the evaluators • Bring a backup presentation, just in case • There’s no need to bring handouts Q&A (Buyer to Supplier) Q&A (Supplier to Buyer) • Team Leader fields questions • Ask if you have answered all of their questions • Ensure that questions are answered by a single • Ask what the next steps are individual (without interruptions from other team • Ask when you might know the outcome members) Ask how the overall process is going (is it on track, has • • If you can’t answer, then advise that you will revert anything changed) asap • Expect curt answers

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