Part 2: Team Introductions - The Blueprint to Winning Shortlist Presentations
The most important thing you – and anyone giving a shortlist presentation – should remember is this: This presentation is not about you. The entire focus of what you’re presenting should be on the client’s desires and goals.
So, how do you make team introductions about your client?
Formula for making team introductions client-focused:
Name + Title + Value you bring to the project
So, before, you might’ve said: “I’m Brian, the pre-construction manager.”
Following the formula, you’d say: “I’m Brian; as the pre-construction director, I'm going to make sure you're making the most informed decisions on how to spend your project dollars.”
This formula gives the selection committee what they need to know about your role on the project.
So, if the CFO is on the selection committee and they’ve never done a construction project before but money is important to them, they will pay attention when Brian is talking because he’s the money guy.
When your whole team follows the name + title + value formula for their introductions, the client can see the value and range of expertise in your company.
The three questions I get asked most about the timing of introductions are:
Should the presentation lead make the introductions?
Should each person say their own?
Should the previous speaker introduce the next?
Should introductions be done at the beginning of the presentation?
Should the introductions be done before each section?
The answer is – it depends.
It depends on many factors, including the time limit, the room setup, the presentation format, the size of the team, your familiarity with the client, and the client's formality.
Let’s look at how introductions flow in a few different flows.
Presentation Lead Introduces Team
In this format, the presentation lead should introduce each team member and give a preview of what each is going to cover. For example:
Presentation Lead: “Let me introduce our team. This is Brian, who will cover our approach to preconstruction.”
Then, team members should reintroduce themselves when they begin to speak. This reintroduction serves as a reminder to the selection committee who the speaker is and why they should pay attention to them.
Brian: “I’m Brian, the project’s preconstruction director. Let me show you how we’re going to stretch the budget to achieve the highest project value.”
The Previous Speaker Introduces the Next Person
Alternatively, the previous speaker could briefly introduce the next team member before handing off the mic. In this case, the new speaker still needs to engage in the introduction. For example:
Previous Speaker: “Now, I’ll hand things to our Preconstruction Director, Brian.
Brian: “Thanks. Let me show you how we’re going to stretch the budget to achieve the highest project value.”
Introducing Yourself
The least common introduction sequence I coach is what I call the roll call. The roll call is when each team member introduces themselves at the beginning of a presentation. While there is nothing wrong with the roll call, it just doesn’t feel natural or flow during the crucial first few minutes of a presentation. If you follow the roll call format, then it’s imperative that when it’s your turn to speak, you reintroduce yourself following the name + title + value formula.
2 Pitfalls to Watch Out For
Pitfall #1: Not practicing your introduction.
It might seem silly, but the more you practice your introductions the easier it is for a client to see your value and want to work with you. You likely take on the same few roles from project to project. So, you don’t need to memorize a new introduction for each presentation. Write and practice a handful of introductions that you can reuse for presentations.
Pitfall #2: The introduction does not include a value.
Remember, the client knows everyone they’re interviewing can do the job. They’re looking for the best partner to help get the work done. Your introductions are a fantastic way to help the client feel more connected to you and how you fit into their project.
Conclusion
To wrap things up, remember that the key to a memorable shortlist presentation lies in making it all about the client. By crafting introductions that clearly communicate the value each team member brings, you're not just sharing names and titles; you're building connections and demonstrating how closely your team's expertise aligns with the client's objectives. Practice, refine, and make every word count towards showing the client why your team is the best choice for their project.
This blog was originally published as part of the Hello Diana Brown MEGA Mail newsletter. To get the industry’s most exciting and helpful newsletter in your inbox, click here to sign up.