When I used to work in procurement, and we invited shortlisted suppliers to give a presentation as part of their tender application, I was always surprised to see that some companies were completely unprepared for this critical exercise.
In this current economic climate and with competition stronger than ever, not preparing well for a proposal or tender presentation is a recipe for disaster.
Throughout my experience, I have found there are three mistakes that are most commonly made by suppliers during a presentation to buyers.
- 1.Taking up all the allocated time to give a marketing presentation about their company, team and products or services.
While information about who you are, the services your company provides and your company credentials should be included in your presentation, it shouldn’t take more than 10% of the time allowed for your presentation.
- 2.Repeating word for word what their offer includes or, even worse, reading directly from their proposal and overloading the presentation with a mass of detailed material.
Remember: your prospect has already read your proposal or tender application.
- 3.Bringing the whole team to the presentation but having only the leader talking.
Everyone present at the meeting should introduce themselves and have something to say about the offer.
When buyers invite suppliers to give a presentation about their offer, they want to clarify issues and ensure they choose the right team to work with them.
Making a ‘good’ impact goes beyond making a sales pitch or simply stating that you have the cheaper product or service.
You don’t need to be a professional speaker or a sales expert to make a good and lasting impression. If you are, it is definitely an asset. But content is as important as delivery. Structure your presentation well, allocate time to the team to intervene, deliver the key messages and provide straight answers to buyers’ questions. These are key for a successful presentation to clients.
On Friday 6 December, we are holding a webinar on how to shine when giving your presentation to clients. We will cover what we mean by preparation, who should be present, what you should consider, Q&A and much more… Sign up here.