Few government contracts are won without some type of presentation. You've either got someone interested in what you offer, and they want their colleagues and bosses to know about it, or you've been asked to present as part of a government procurement.
In this episode, we answer three key questions about presenting to the government.
- When should you present? Sometimes, you won't have a choice, but other times you might. And, there's a good time to present and a bad time. Often, government contracting wannabes spend a lot of time brainstorming, even arguing, over WHAT to present to impress their prospects and miss the most important piece.
- What should be your sequence of your presentation? How many times have we sat through meetings where this topic is debated among marketing, technology, sales leadership, channel partners? The presenter is sometimes left dumbfounded. There's often a fundamental truth about presentation sequence that's ignored.
- What if you're one among others who will present? Do you want to present first, in the middle or last?
Our guest Tony Lannom of Axiom Sales Kinetics has been studying these questions for years, and has trained some real pros. He has excellent answers to these questions in this episode of Myths of Selling to Government hosted by Rick Wimberly of Government Selling Solutions.