Tips for presenting your next proposal

Successful presentations have a persuasive opening, body and closing

Let's explore the role that an opening plays when presenting a proposal

Here is a checklist for your next presentation opening

Introduction

Such as "Thanks for taking the time to see us this afternoon"

Command their attention

Quotations and statistics are useful however nothing beats commanding attention like the next point...

Create motivation

Outline what's in it for them (WIIFT). Give them a reason to listen to you - outline the desired business outcomes that you can help them achieve; outcomes which you will have uncovered during previous questioning

Outline the topic

Outline the topic that you are there to discuss

Provide a framework

Tell them what you are going to cover in the presentation

Bridge from previous meetings

Outline why you are there i.e. how the presentation follows on from previous meetings (which is particularly important if someone is attending the presentation that was not in the previous meeting)

Establish credibility

Describe how you've helped other people with similar needs to achieve desired outcomes

Time lines

Outline how long the presentation will take

Questions

Mention how and when you want to take questions; as you want interaction you might want to encourage them to ask questions as you go

Follow up

Outline what's going to happen next; and in addition

Set the tone that you want the session to take

Do you want the meeting to be serious or relaxed?

Here is an example to bring some of these points to life

Introduction and Pleasantry

Good afternoon, I'm Richard Woodward, Business Development Manager at Hometown Organisation. Thank you for your time this afternoon

Bridge to previous discussions and set the tone for the meeting

We know from our previous discussions with you that you are committed to becoming the number one software solutions company in the country by 2011 and in order to reach this goal you have identified 4 key outcomes that you need to achieve

Attract attention, topic and create motivation

We are here this afternoon to talk to you about an opportunity that will help you achieve these outcomes and shorten your journey in reaching your goal

Timeline and again create motivation

Over the next 15 minutes we will outline an opportunity that will enable you in one evening to engage the top 50 business leaders in this country; demonstrate your credentials as leaders in the business community, motivate your staff to reach higher levels of performance; and enhance relationships with your existing clients

Framework

So let's have a look at what we will cover. We will start by providing an overview of Hometown Organisation and our Event. We will then outline the key features contained within the opportunity and then most importantly, we will show you how this opportunity can assist you in achieving your business objectives

We will then run through the timings and who on our team will make this work for you. We will run through our credentials in terms of how we have helped other organisations similar to yours to achieve their objectives and finally we will outline the required investment

Questions

If you have any questions please stop us as we go along

Follow up

A copy of the proposal will be available at the end of the presentation

End of opening.

Everything you say in your opening should have a specific purpose. If it does not have a specific purpose, then remove it as it will detract from what you are trying to say.