How to Create a Winning RFP Presentation » Presentation Geeks | #powerpointdesigners

5 Tips To Prepare Your RFP Presentation

1) Start by asking the right questions

As soon as you’ve been notified of a RFP opportunity, it’s time to prepare and research. Reach out to the RFP contact and ask these questions. But make sure they aren’t already answered in the initial RFP. If you do, this will make you appear unprepared and lacking attention to detail.

• What are the desired outcomes they are trying to achieve?

• Are there any specific concerns or scenarios the customer would like to be addressed in the RFP presentation?

• Which stakeholders from the customer’s business will be a part of the presentation audience?

• How long will each presentation be and how will they be scored?

• What are the next steps and key dates after the final presentations?

2) Have a leader, but be a unified presentation team

Your leader will be the primary point of contact whether your presentation will be taking place in person or virtual. This should be the person with the most knowledge of the customer’s needs and what you can bring to the table. Generally, they should be presenting for a majority of the presentation.

After the presentation, there will likely be an interview portion. This is where your entire team can really shine and let them speak on areas they specialize in. This will give an opportunity for the client to interact with your team and see who will be working on the projects should you win the bid. Consider bringing along others who will work closely with the customer like an account manager or project manager. It’s important to establish a relationship as early on as possible.

However, too many people may overwhelm your client and lines of communication might get missed. Make sure you develop a clear structure complete with lines of communication established.

3) Remember to put the client first

Your entire written proposal should ultimately answer the questions of the client and provide a clear solution or plan of action to the problem they’re facing. Talking about yourself and qualifications is important to note but don’t go off track. Remember to focus on the customer’s needs first!

As you put together your presentation, be sure to keep in mind:

• How do your differentiators make you a good match for the customer and better than a similar company?

• What unique experiences or qualifications give you insight into how to help them achieve their goals and overcome challenges?

• Why should the customer care?

• What benefit will they see if they were to work with you?

4) Build trust and don’t guess

As much as the facts and data matter in a RFP presentation, the “gut instinct” will play a huge part in whether or not you win the business. That gut feeling is trust. As a presenter, you know you’ve said the right things and now you have the opportunity to show the customer why they should trust you. 

5) Outline next steps and follow up promptly

Include information about what comes next in the process. It’s a good idea to outline what the customer’s next steps are, who they will work with, who they will communicate with and how quickly they will see value.

Remember to follow up with any additional information that was requested promptly.