We work with a lot of clients who make the final cut. They make it to that last stage, where a live presentation is required before new business makes its decision to award a contract. Generally, our clients want to structure such presentations around their qualifications. They focus on their experience, expertise, and knowledge base. They want to make a fact-based impression on their hard-headed audience.
Don’t bother with that. If the panel was not already impressed with your experience, expertise, and knowledge base, you wouldn’t be there.
No one invites you to make a live presentation to walk them through things they’ve already learned from your proposal. They invite you to see whether you’d be good to work with.
Is the chemistry there? Are you on the same wavelength? Will there be mutual understanding? Can you trust each other? Would you want to work with that team for the next several years?
Face-to-face is where you leave the hard facts behind and talk about yourself—your history, your philosophy, and your values. What star do you steer by? What stories bear this out? How good are you on your feet, responding to questions? What are you like, really?
Don’t squander your time making a data-based case that’s already been made. Move on to what counts now. Tell them what they need to hear, not what you want to tell them.
Yes, hard data got you into the room. Hard data point the way to the truth. But hard data alone won’t sell them on you, for we often make our actual decisions on emotional factors, not logical ones. People follow their hearts and then cite the evidence that leads them where they want to go. Use the precious time you have in front of an audience to show yourself in your true light. That’s why you’re really up there—to show them that you’re the team they most want to work with.