A client's final decision can often come down to a presentation from each of the shortlisted tenderers or an interactive meeting. A formal presentation to the client panel, followed by a question and answer session, is the most common format that is used. How well this session goes, or doesn't go, can be the difference between winning the contract or falling short.
There are a number of reasons why clients choose to include a presentation in their evaluation process. At the most fundamental level, it is a real opportunity for the client's project team to see if they think they can work with your team. For long duration contracts and projects, this relationship element is highly important. The Q&A part of the session also allows the client to push for more information, testing the skills and knowledge of the people sitting right in front of them.
Tender pitches can be made more difficult if senior project management or technical team members are less comfortable in formal presentation situations.
Shed Light team members have a strong history of guiding tender teams through the process of preparing and presenting winning pitches. Here are just a few elements that we can help you with: