Today, cleaning contractors must do much more than prepare a proposal to obtain new contracts. They must win customers over with a presentation.
 
Decision makers want you to show them - which is what presentations are designed to do - just what benefits they will receive by hiring you. Typically this is accomplished in the form of a PowerPoint or similar presentation software program.
 
While the appearance of the PowerPoint and how effectively it has been pieced together is important, contractors should know that a nifty-looking slideshow will not necessarily secure them the account. In fact, some evidence suggests that the appearance of the presentation has little or no impact on how decision makers make any of their business decisions.
 
So what does work? Here are some suggestions I provide the large cleaning contractors I work with that can also work for you:
 
Preparation.
Without question, thorough preparation is essential. If your presentation is based on a request for proposal (RFP), make sure it covers everything in the RFP and more. Learn how the organization "brands" itself so you can tie that into the presentation. If possible, include images of the facility and indicate changes you would make in those areas.
 
Conversation.
Turn your presentation into a conversation. Instead of talking at people, present your ideas in a conversational manner. Turning your presentation into a conversation personalizes it, builds trust, and better enables decision makers to get a feel for you as well as the message you are trying to convey.
 
Minimize visual aids.
In many presentations, the PowerPoint carries the weight of the presentation. You don't want that. The purpose of the exhibits is to assist you in delivering your message to decision makers, not to become the message.
 
Questions.
Related to having a conversational style, encourage decision makers to ask questions throughout the presentation. But keep your answers short. Some research indicates the more questions decision makers can ask - and have answered - during the allotted time period, the more favorable the outcome for you.
 
On a personal note, answering questions also helps eliminate nervousness, which is to be expected when delivering a presentation before a perspective client.