THE PROCESS

THE PROCESS

THE ORALS COACHING PROCESS

1. Quick study the situation (RFP, customer needs, history of contract, special circumstances)
2. Assess individual and team capability
3. Develop presenters into a cohesive team
4. Video tape each presenter to determine initial strengths and weaknesses
5. Identify and emphasize key discriminators and complete RFP compliance
6. Design coaching plan and schedule
7. Monitor design of all charts and visuals
8. Coach for presentation at pink team
9. Extensive team and one-on-one coaching with video feedback
10. Prepare for red team
11. Polish presentations using video feedback
12. Finalize plan for delivery to source selection board

OFFICIALLY, CONTRACTS ARE AWARDED FOR:

• Past experience
• Technical approach and cost
• Management experience

UNOFFICIALLY, CONTRACTS ARE AWARDED FOR:

• Open communication between source selection evaluators and orals teams during the presentation
• The cohesiveness and competence of the orals team
• The customer’s ability to understand the proposal
• A professional and concise presentation
• Clearly designed and presented charts
• Properly highlighted discriminators
• The ability to speak persuasively and establish credibility

THE SECRET WEAPON FOR WINNING CONTRACTS

The following Oral’s Coaching article was written and published by John Parker Stewart and Daniel Stewart. Click on the image of the article below to view the full PDF format.