1. Bid
Interviews
Presentations

2. Bid Basics
Interview Basics
Presentation Basics
Lunch
Prep for Presentations
Presentations
Feedback / Summary martin brown
e: fairsnape@gmail.com
t: @fairsnape

3. the presentation
background
The project is a £3.1 million part Refurb, part new build contract for Stockport College
to provide new Admin Facilities.
Works are due to start in August 2011 and be complete in Spring 2011. Part of the
existing building is listed.
The teams have successfully passed the PQQ (Pre-Qualification Questions) and ITT
stages and have now been called forward for interview.
The essence here is on presentation and interview style, of evidence and relationships,
rather than technical solutions (which would have been covered by earlier
documentation submitted)

4. the presentation
questions
How will you deliver this contract to ensure best value, and support us (the clients
team) in achieving our objectives?
In particular we would wish to understand how you propose to apply sustainability /
innovation / best practice and true collaborative working on this projec t .
We also need to further understand your understanding and experience of diversity
within the industry and how this will be applied to this contract
How Does the team give enough confidence to proceed to contract stage

5. the presentation
timing
Each team will have 15 mins to introduce themselves and make their presentation
There will be 5 minutes for any questions on clarification
There will be a plenary feedback session and time for the teams to do their own
learning / action plans

6. the presentation
client panel
There are four client representatives – with the following focus:
Project Manager – focusing on client’s requirements being met
Improvement Manager – focusing on best practice issues
Environmental Manager – focusing on sustainability
Programme Manager – focusing on diversity issues

7. Winners
Have Customer Intelligence …
Are informed …
Have sound Bid Process …
Demonstrate Common Goals …
Articulate evidence …
Innovate …
Are a Fit Organisation …

8. the Bid Process
announcement
expression of interest
PQQ
Stage 1 - technical
Stage 2 - cost
Interviews
Preferred Bidder
WINNER

9. plan bid process
act do bid responses
check bid interviews
bid presentations

10. Evidence
Evidence
Evidence
Evidence
Anecdotal Comprehensive
Questionable Believable Compelling

11. 0 - Unacceptable
1 - Very weak - almost unacceptable
2 - Weak - well below expectations
3 - Poor - below expectations
4 - Satisfactory but below expectations
5 - Meets expectations
6 - Slightly exceeds expectations
7 - Good well above expectations
8 - Very good
9 - Outstanding
10 - Exceptional

12. els
Your Differentiator ew
nJ
row
Values and
rC
the way
Competitive strengths
u people work
Yo together
People
Suppliers and
Customers
Organisational
structure
Processes
Products and
Services
Hard to copy

13. VARK
Visual
Audio
Read
Kinetic

14. real time intelligence
real time web

16. Contractor Interview Team
Project Team Client

17. @fairsnape: running bid presentation skills workshop:-
What’s your number one tip for presenting at interviews?
Real-time help
from twitter

18. Web Project Sheets
Links to
Building / Facilities website
Innovative solutions
Client website
Contractor website
Supply Chain links
Project Blogs + Images
Google Maps
QR Code
(for accessing online info from printed version)
Allow
Feedback
RSS
Sharing onwards

19. this presentation online
Great for
getting wider
reach of your
presentations

20. the stage
how will you get on?
who’s got the props?
who sets up?
who keeps time?

21. take-off
Breathe
Feel the floor
Count three slowly
Look around
Opening words

22. the middle bit
Pitch your voice for the room
Give yourself time
Revive the energy
Enthuse, move around, smile
Engage with eye contact

23. the landing
from content to message
thoughts / feelings
ending “echos” your beginning
last words / last actions

24. practice practice practice
practice isn’t repetition
practice then review
improve
then practice it again.

25. Power-point
Inspiration
Tips
Do’s
Don’ts
http://ow.ly/4PKsL or

26. Do
Use company template and style (brand)
Use client, contract, suppliers logos
Mix words and images
Keep simple, enjoyable
Create a story that flows
Start with message, end with message

27. Don't
Read the slides
Use font smaller than 30pt
Use clashing colours
Use bullet points
Number pages (slide 6 of 65 is a turnoff)
Use complex slide builds

28. No Bullet Points
That’s right - no bullet points,
ever. New research into cognitive
functioning - how the brain
retains information - proves that
bullet points are the least
effective way to deliver important
information

29. what was planned
plan
what happened
act do
what was good
check
what was not so good
what will we do next time

30. Action
Plans

31. martin brown
e: fairsnape@gmail.com
t: @fairsnape