Bringing your Tender Document to Life

Steve had spent weeks preparing his tender document and so he was overjoyed when he heard the news that he had been selected to present his tender to an eagerly awaiting panel. Steve knew deep down that his presentation skills weren’t that great but he was convinced that his product and more importantly the tender document would win them over.

So there he was on the big day, all suited and booted looking like a little boy on his first day at school. Fast-forward only an hour and Steve looked a little more than dishevelled and appeared to be in need of a stiff gin. All was not well. Steve’s presentation had bombed. He simply froze – he couldn’t answer the panels questions, or elaborate on any of the points in his document. The panel were left disappointed and went in search of some more willing victims.

So many clients that I work with believe that all the work has been done once they receive glowing feedback about their tender document. But this couldn’t be further from the truth. If you are preparing for a tender presentation then it’s vital that the panel are left:

Suitably Impressed
Totally convinced by what you have to say
Reassured that you can deliver what you promise
Adequately Informed about how you can benefit their business

Poor old Steve didn’t tick any of these boxes and was left devastated as a consequence. Steve was seen a few hours later on Wigan North Western train station hugging a bottle of Bombay Sapphire Gin – If only he hadn’t been so complacent then things might have been different….

Here are some tips that maybe Steve should have taken on board:

People buy people
It’s essential to build rapport with the panel as early as possible. You may have the greatest product on the market, but if they don’t warm to you then they won’t buy from you.

Know your audience
Know who will be sat there and speak their language, speak their jargon if needed and get on their wave length as quickly as you can.

Now isn’t the time to lie
Tell the truth, the panel will be listening intently and will be able to smell a lie no problem! 55% of how we communicate is via our body language – so they will read you like a book. Don’t make any false claims and never commit to things that you know deep down you can’t deliver.

Be assertive
Be proud of what you have to say. You are representing your business so speak confidently and with conviction.

Structure
Right from the outset the panel will need to know:-
Why you are talking to them
Why you have made your suggestions
How you have come to your conclusions
How they will benefit from your approach

And finally, stick to the point and when asked a question simply answer it, don’t go off on a tangent – the panel will consist of busy, important people, so no waffling. There is so much at stake that tender presentations can be a tense affair but it’s all about bringing your tender document to life and with a bit of careful preparation there is no reason why you cant blow their socks off.

Need a hand with your presentation skills? Contact us now for a chat, or speak to Mike direct on 07825 301660.