Tips For A Winning Presentation -- Part Three
By Dan Safford

Note: SunCam is an outfit in Florida that video-tapes short list presentations for publicly-funded programs. They've come up with some pointers for making winning presentations. The following is the third of three articles listing their tips.

SunCam has witnessed and videotaped nearly 600 consultant marketing presentations along with the deliberations of the jurors. We have made a few important observations about what it takes to be a consistent winner in this arena. 

When not presenting, team members should remain "still and silent" to avoid distractions.

It is customary to haul a small army of subconsultants to a presentation even when they don't have speaking parts. This group can only be distracting to the presentation and should be left at home. If they attend, they must be trained. 

When not speaking, team members should sit or stand still with both feet flat on the floor looking directly at the speaker. They should be motionless except for breathing and perhaps an occasional gentle nod of agreement with the presenters most important points. It is extremely important to avoid slouching, sprawling, scratching, picking your nose, fidgeting, looking out the window or glancing at your watch. Every movement in the background, however slight, is a distraction from the center-stage presentation

This sounds a lot easier than it actually is so you will need to practice. 

Be a Volunteer!

To win public projects it is usually necessary for a firm (even a minority or woman owned firm) to demonstrate a commitment to the involvement and support of minorities and women. In addition to meeting or even exceeding the formal requirements or goals, a winning firm will usually come to a presentation with a lengthy list of the firms "community involvement" activities along with the all important color glossy photos.

One good idea that doesn't cost much is to give your older model computers to minority students from your local high school. Have them come in to pick up the computer, tour the office and take a few powerful photos for your future presentations. This program costs a lot less than a scholarship and yet the benefit to both the student and the firm is tremendous. Your photos will be full of smiles

Select presentation equipment that gets the job done.

Multimedia begins to lose its allure when the power flickers and your computer reboots in the middle of a presentation. You've spent a lot of time "training" your equipment to help you with the presentation and now you're completely on your own. If electronic equipment plays a part in your presentations be prepared for equipment failure. 

Lamp burn-outs are common failures and among the easiest to cure with a fresh lamp before each presentation. Power supply failures are also fairly easy to solve with backup battery power. Failure to bring along the equipment that you need; a projector stand, extension cord, projection screen, etc. can also be easily solved with a checklist.

Don't be surprised if your equipment fails. Be prepared!

Don't Beg!

"Don't forget to ask for the job" is the standard admonition in presentation training. Most firms actually remember to do this but many go too far and slip into begging. Remember that begging is not the language of winners. It is one thing to say that you have the personnel immediately available for assignment, quite another to say that there will be layoffs if you don't get the job. Both phrases may be true but, the client will see the former as opportunity and the latter as sign of trouble. Which would you choose?

Don't Brag.

If you tell someone that you are great they will think of you as boorish. Be sure to let others do your testimonials. Let a prestigious award or praise from a happy client do your bragging.

Competition? Don't mention it!

Don't budget any of your presentation time to speaking well or ill of the competition. Even if asked a direct question by a juror, try to steer around it. Your criticism of another firm will hurt you and your praise may just help them win.

Let there be light!

If you have to lower the room lights to see your projected images, you definitely need a brighter projector. Your audience came to see you , not your slides. If you black out the room, you may as well do the presentation via speakerphone. SunCam has witnessed and taped 600 presentations and we have never seen anyone win in the dark. 

Train

Developing presentation skills is no accident, it takes training. The talented presenters that we come across all have training in their background in some form. They have attended "Toastmasters" meetings, taken college courses in communication, participated in school or amateur drama groups, received coaching by a professional trainer, read extensively on the subject, attended seminars and workshops, etc. Their presentation skills were acquired rather than natural, they worked for them.

Training to develop presentation skills has a huge payoff. As an employee, you will be developing the most marketable skills in your industry. As an owner, you will be insuring the prosperity of your firm.