Page 2 - Successful Oral Presentations for Government Contracts (cont.)

WINNING CONTRACTS THROUGH THE "THREE P's"

The heart of this workshop is what I call the Three P's--Planning, Preparing, and Presenting. I use this teaching model for both corporations and Government agencies, such as the Department of State's Foreign Service Institute, where I conduct advanced communication workshops for diplomats preparing to go to U.S. embassies. It is a flexible model that can be adapted to situations ranging from presentations to supportive audiences to those made to hostile groups that would rather jeer than cheer.

Let's take a very brief look at how this three-step approach can be adapted to the task of making a successful, contract-winning oral presentation.

PLANNING

Read the RFP from the Government's perspective. The Government has written the RFP to solicit a solution to a problem, and is looking to the private sector for that solution. The Government agency also believes it has the ultimate responsibility to the taxpayers, and probably will not look kindly at the consortium that appears resistant to such oversight.

Involve senior management to gain commitment of resources/personnel. Both the prime contractor and the sub-contractors must be willing to expend resources necessary to win the contract. This commitment must be made by senior management of all involved companies, and include making key experts available when required for brain storming and practice sessions, even during the June-August vacation time frame.

Develop an overall theme that is responsive to the RFP. Think of this theme as the lead paragraph in an article in The Washington Post describing the program to be undertaken. In my workshop, participants learn to do this with the "3-1-2" method of "backward planning" that helps to develop focus and thematic unity. When this theme is developed, all presenters must coordinate their presentations with this theme to produce clarity, cohesiveness and consistency.

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