If your firm has implemented a strategic business development process, then you’re spending plenty of time identifying and researching prospective clients, pre-positioning for work, and making thoughtful go-no go decisions.
But what happens when you’re in the room where the final decisions are made? Over many years of conducting client interviews, we’ve heard the horror stories and the success stories. If you want to impress your clients—and win more work—then it may be time to raise your shortlist and client presentation game.
As one client we spoke with recently put it: “Nine times out of ten, deals are made in the interviews. You think you have the front-runners selected from the proposals, and then they go in and bomb. It’s all about how they connect with our group.”
While there is no cookie-cutter formula to a winning presentation, there’s also not as much mystery as you […]