The stakes are high. A billion dollar deal is on the line. Your company has been short-listed by the customer and invited to present your proposal face to face in a four hour meeting. There is a lot riding on this for both parties. The customer wants to know what it’s buying but also, who it’s buying in this deal. So, they want you and your management and technical team leaders to take part. You have 30 days to get ready.
Over the coming weeks, we will look at a series of 12 essential steps to help you plan and manage your team’s presentation. Because each presentation is unique, all 12 may not apply to your situation but most of them will.
1. Appoint a Team Coordinator
2. Assign Responsibility
3. Conduct a Site Inspection
4. Convene a Kick-off Meeting
5. Review Key Points
6. Prepare Storyboards
7. Conduct a Preliminary Storyboard Review
8. Begin Segment Dry Runs
9. Make Final Content and Lineup Decisions
10. Conduct Team Dry Run
11. Conduct Final Dress Rehearsal
12. Make Final Preparations
Getting this right is a lot like getting a team ready to compete in sports or an army ready for battle. If you think this kind of preparation is overkill, think about how much is riding on the outcome. Think about what your competition is doing. Think about what Napoléon Bonaparte meant by this great quote:
“From the sublime (victory) to the ridiculous (defeat) is but a step.”
Good selling!
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