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Twain Associates |
Experts in visual selling, presenting and writing |
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Competitive Presentations
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In competitive pitches, you face three formidable hurdles. First, team meetings must be scheduled, strategy discussed and tasks assigned. Second, team members must be critiqued and rehearsed to polish their delivery skills. And third, all the team’s visuals must end as images—not text slides.
 Cruise and container ships hire pilots to guide them in and out of port. The captain always remains in charge. The pilot simply suggests the safest passage. The presentation consultant provides a similar service. Just as the pilot knows the changing harbor channels, the consultant, from many assignments, has learned how to stay ahead of the presentation norm.
For example, what impresses the client’s client and what will not? How to create handouts and visuals that are more creative than the opponent’s and how to rehearse team members so they present at their strongest level. Rehearsing matters, but you must practice the right techniques or you are simply solidifying bad habits. (See Visual Selling p.174, Competitive Presentations)
Most competitors dress alike, offer the same service or product and charge similar fees. The challenge is to differentiate one's message. Unfortunately, too many firms focus on rehearsing content rather than enhancing visuals and delivery skills. Yet it's the physical presentation, not content, that causes listeners to sit up and realize that subtle but important differences are unfolding.
Nothing beats beating the competition. Winning has a score, a reward and a victor. If you are looking for a competitive edge – the coup d'état – having Twain polish your presentation should be your weapon of choice.
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