Orals teams and their bosses too often tell me that an Oral proposal can't employ tactics used by polished business speakers because...well they don't really know why!
So here's one great technique used by polished business speakers everywhere that will make a difference to the Source Selection Board: the Call Back.
An engaging opening sounds like this:
"You come to work each day at (agency) in order to (provide the benefits they provide) to (the people they serve). Even as your mission becomes more demanding, your vision of (the people they serve) stays strong. (Company name) has a solution that will ensure that (agency) never falters in meeting the mission of (benefits to the people they serve).
When you reach the end of your Orals, do not summarize or repeat all the features and benefits you've already talked about. This is boring and the audience reacts negatively to repetition.
Instead Call Back:
"You're looking ahead to the next 5 years. How will you continue to (provide the benefits they provide) to the (people they provide them to)? You will do so with your own enduring commitment and by working hand-in-hand with (company name)."
Notice that you've brought your Orals proposal to a close by putting the focus on them and how your company will work with them. Not a summary of your features and benefits. A powerful few words that leaves them with the feeling that you really understand them.
Agencies especially like it when bidders take them into the future. The decision they make now will impact them for 5 years. Your Call Back helps them imagine a positive future working with you.
Source Selection Boards are comprsied of human beings who have the same characteristics as any audience. Use the same high quality speaking techniques for your Orals as for any other speech or presentation and earn your team a high score on the Orals.
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