The Zweig Letter podcast: Presentations that WIN the job! – Mark Zweig
Randy Wilburn sits down with Mark Zweig, founder and chairman of Zweig Group, to talk about what it takes to pull together a winning presentation. Mark has worked on many presentations over the last 38 years – and helped sell everything from an industrial engineering study of a picture-framing plant, to the seismic retrofitting for the Golden Gate Bridge. Mark knows that “close” isn’t close enough when it comes to winning work in the A/E industry.
Randy and Mark outline several factors that will help you determine whether or not you have a killer presentation:
- Do your homework.
- Put your best foot forward.
- Introduce yourselves to the selection committee BEFORE the presentation actually starts if you can.
- Make everyone who attends do some speaking.
- Explain your knowledge of the project – without going over your resume.
- Explain why the client should hire your firm (benefits vs. features).
- Have good graphic design.
- Be ready for interruptions.
- Tell them why they should hire you. Is this the same as outright asking for the job?
Prepare to take some notes. There is a ton of information in this episode.
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