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How to select an orals coach
The requirement to give oral proposal presentations has been important for decades, but the nature of oral proposals fundamentally changed with simplification in contracting since the mid 1990s. Two important results of the changes in orals were as follows:
- Proposal orals that had been free form became highly structured, usually having specific requirements as to length, graphics, content, and who would serve as presenters.
- Orals became much more important in determining the winner, frequently accounting for 40 – 60% of the total evaluation point score or more.
Proposal orals preparation frequently requires several different skills. Thus the first requirement in selecting an orals coach is to determine what skills are needed. The possible skills involved in an orals preparation exercise are listed as follows:
- Help evaluate the bidder company situation and prepare a presentation content outline responsive to RFP specifications
- Prepare a work plan / schedule including every task required from every participant
- Coach any presenters needing coaching in planning and developing the content of their individual sections
- Assist in planning / developing graphics appropriate to illustrate the presentation
- Coach the group in the style and manner of making its joint presentation
- Coach individual authors in polishing their individual pieces of the presentation
If „soup to nuts“ coaching is needed, the coach must be able to develop a responsive outline, prepare a work plan, facilitate the preparation of graphics, coach the team presentation, and coach individual presenters. If the presentation is already prepared, the coach must be able to help the group polish the manner and style of the presentation. Usually, the orals coach does not need to be a subject matter expert. The subject matter expertise comes from the client firm, and the coach helps to structure and polish the presentations of the experts on the presentation team.
Written by Russell Smith. Published by Organizational Communications, Inc. Republished with permission.
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