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…
In today’s construction industry, winning major projects often comes down to nailing the construction shortlist interview. While your construction firm’s extensive experience and technical skills matter, understanding what selection committees truly want can make the difference between winning and losing these crucial presentations. As someone who has coached countless project teams through the selection process,…
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…
A contractor in Maryland had an opportunity to remodel a historic church that was over 100 years old. His competition for the project were some of the largest General Contractors in the world. So, he knew that if he wanted to win the contract, he was going to have to do something totally different than…