Your technical expertise means nothing if the selection committee doesn’t believe in your team. When it comes to winning multi-million dollar contracts, most technical professionals make the same critical mistake: they try to establish credibility by overwhelming selection committees with their qualifications and experience. But committees don’t really care about your experience in isolation—they care…
Picture this: Your team just spent weeks preparing for a major shortlist interview. You’ve got impressive credentials, deep expertise, and a slick PowerPoint deck. But halfway through your presentation, you can see the selection committee’s eyes glazing over. What went wrong? More often than not, the culprit isn’t your team’s qualifications or even your delivery—it’s…
Picture this: Your company just spent months preparing the perfect proposal for a multi-million dollar contract. The client has chosen to shortlist your team along with a handful of your competitors. Now comes the moment of truth—the presentation. But there’s a catch that catches many firms off guard: the client doesn’t want to hear from…
Sometimes, you have no choice but to build a sales team from your technical experts. This is often the case when bidding on contracts that last several years. After all, the client wants to ensure they’ll enjoy working with you for all that time! But here’s the challenge: while technical professionals excel at understanding complex…
Seattle Parks and Recreation recently held a Fearless Presentations® training event for 25 employees from their grants, building projects, and planning teams. The goal was to help participants reduce their public speaking anxiety and learn how to design presentations in 30 minutes or less. The group kicked off the event with enthusiasm, diving into exercises…
Subject matter experts (SMEs) are often the backbone of B2B sales pitches—so it’s crucial they stay calm during a sales presentation. After all, they have deep technical knowledge and the ability to address specific problems faced by your clients. However, while SMEs are skilled in their fields, many are inexperienced in the nuances of public…