Sitting on the number of board for for-profit and non-profit organizations I continue to be humored, actually embarrassed by how professional services firms present themselves and their services. In most cases these boards allow participating firms one hour to convince a very educated group of board members to select their firm.
Now stop right here and think about this. If you are one of the few firms asked to bid on a project and submit a proposal, how did you get on the list to be invited? It might be through a recommendation, it might be because of your size or the expertise presented on your website. It could be for any number of reasons, but I can assure you, these organization are not throwing darts at a dart board to select the firms they are asking to bid. Feeling good yet? Well don’t, because most of your presentations are aweful and in many cases not well thought out.
Do you realize most firms spend the majority of their time talking about, guess what – THEMSELVES. Following is where you spend most of your time.
Quality – Blah Blah Blah
Excellent Service – Blah Blah Blah
Our People are #1 – Blah Blah Blah
Experience – Blah Blah Blah
I hate to burst your bubble, but these are givens in today’s competitive environment and you’d never be in the room if we believed you are not proficient in any one of these areas.
So where do you go from here? I’ll admit early in my career, this is where I spent most of my time too. But then I realized I was only winning work by being the low bidder, and who wants to win work that way. Since that realization, I was able to win a high percentage of work and many times I was the high bidder. I built multi-million dollar practices in Arkansas and Kentucky and helped my firm transition into a more sales focused firm prior to my retirement. If you are looking to have consist growth year over year and interested in my experience and presentation services, now is the time to reach out. So what makes you different?