CONSTRUCTION INDUSTRY BIDDING

In past decade, those who had the lowest bid typically got the job. And while low bids are still critical, today you (the contractor) will be placed on a “Short List” where you will have to sell yourself and sell your company to the potential clients.

This is usually done through a presentation, so in fact it is a two-stage bid.

There is no foolproof way to win a bid, but there are a few things you can do to increase your win ratio. By using these simple tips, you may be able to increase your chance of getting the job significantly.

DO YOUR RESEARCH

Know your listener. Never go into a presentation with a standard, generic proposal. Each buyer is different, and each buyer will have different priorities in choosing a contractor. Remember, no matter what the buyer tells you AFTER the presentation, price is almost never the reason they didn’t choose you. The reason that buyers tell us this is that they usually have no other means to make a decision.

Let’s say you are writing a proposal for a school district. The buyer, the person making the ultimate decision (that is usually only one person, even though it may to appear to be a committee,) has a list of priorities that will influence the decision. This will be different for different people, let’s assume that this particular buyer is primarily interested in the job finishing on (1) time, (2) the safety of the children, (3) the aesthetics of the building, and finally, (4) price-in that order. If this buyer views three different proposals all indicating the same things, “We are the best at finishing on time. Safety is our priority. Look at how beautiful our buildings look.” Then the only criteria left to make a decision and that is price.

If any of the bid presenters in the above example could have proven beyond a shadow of a doubt that they were indeed the best at any one of those things, then that bid would have easily made it to the top of the “Short List.”

Specific evidence that indicates you can do what your buyer wants will set you apart. Evidence could be pictures, testimonials, exhibits, quotes, trade journal articles, and many other forms. The more compelling the evidence, the more easily it will be remembered and for the buyer to make their decision. One of my clients photocopied over 20 letters of recent recommendation and delivered a set to each of the committee members at the conclusion of his presentation. He was the only one who bothered to offer evidence of competence and experience. Yes he got the job.

How do we know what the buyer’s decision priority is? ASK THEM. Call up or visit the people you will present to and ask them about their priorities. Most of the time, they will tell you in great detail and will be flattered that you have taken the time to get to know them. Find out what, other than price, is most important and why. Make notes and then accumulate evidence that supports how you can do what they want. Sometimes you will not be able to speak to them directly, so use the web, look at their website or annual publication on the web, read it learn about their values, priorities and any special interest they may have.

THE VITAL PRESENTATION

It is neither ‘right nor wrong’ but it is a fact of life, that many people form an impression of how competent you are in the first few seconds when they meet you. Are you nervous? Do you present yourself in a confident, professional manner? Your confidence when you present is vital to winning over your audience to your way of thinking.

The buyers want to get to know the people they will be working with. They want to know if they can trust the contractor. The contractor who can present confidently and build trust and rapport with the audience has a great shot at getting to the top of the “Short List.”

Presenters who have received professional bid coaching and presentation skills have a distinct advantage over those who have not.

All the best Geoffrey

Geoffrey,  I want to acknowledge and let you know I appreciate the contribution you made at the very start in securing Vancouver as the venue for the 2010 Olympics Games.  You must be proud of how your little acorn has grown into a mighty oak.

All the best,

Patrick Hunt

Hi Patrick,

I am sorry for the delay in responding. I already miss the energy from the “Golden Winter Games”.

When Jack Poole asked me why I was volunteering back in Feb 2003, my answer was “because I would like my grand daughter Alexandra to see an Olympic Games in Vancouver.”  That has been the most amazing thing about all of this last two weeks, seeing Alexandra and all of the kids enjoy it.

Going to the gold medal women’s hockey game was also amazing, and seeing the venues and all of the people enjoying it. The Olympic caldron flaming against the beautiful north shore was breathtaking; being part of the celebration was almost heart stopping. And yes, Sidney Crosby’s golden goal topped it all of for me.

When I think back to the small group of volunteers toiling away in 2003 and the amazing team of speakers I coached in Prague, who won the games for Canada, little did I know the impact we all would make. And with today’s 25,000 blue coated volunteers (I affectionately call them C smurf’s ~ my wife Brigitte is one) and the Olympic athletes, these games have made a world wide impact.

I am very happy to have played a small part for my adoptive home and am very proud to call myself Canadian.

All the best, Geoffrey

See what John Furlong,  President & CEO of the Vancouver Winter Olympics 2010 has to say about Geoffrey:

It’s not what you say, but how you say it…

One of the most often mis-quoted and mis-used pieces of research is  Professor Mehrabian’s communication model, especially when applied to public speaking.

•      7% of meaning is in the words that are spoken.
•      38% of meaning is paralinguistic (the way that the words are said).
•      55% of meaning is in non-verbal communications.

Who is Professor Albert Mehrabian’?

Professor Albert Mehrabian a leading pioneer the understanding of communications since the 1960′s. He received his Ph.D. from Clark University and in l964 commenced an extended career of teaching and research at the University of California, Los Angeles. He currently devotes his time to research, writing, and consulting as Professor Emeritus of Psychology, UCLA.

Aside from his many and various other fascinating works, Mehrabian established this classic statistic for the effectiveness of spoken communications:
•      7% of meaning is in the words that are spoken.
•      38% of meaning is paralinguistic (the way that the words are said).
•      55% of meaning is in non-verbal communications.

Non-verbal clues include:
•      Body language (e.g., arms crossed, standing, sitting, relaxed, tense),
•      Emotion of the sender and receiver (e.g., yelling, speaking provocatively, enthusiastic)
•      Other connections between the people (e.g., friends, enemies, professional similarities and or differences, personal similarities or differences, age similarities or differences, philosophical similarities or differences, attitudes, expectations).

Mehrabian’s model above has become one of the most widely referenced statistics in communications.  However, it is arguably on occasions applied in an overly simplistic or indiscriminate manner.

The model is particularly useful in illustrating the importance of considering factors other than words alone when trying to convey (as the speaker) or interpret (as the listener) meaning – but care needs to be taken when considering the context of the communication.

Style, expression, tone, facial expression and non-verbal communications were in Mehrabian’s experiments did indeed account for 93% of the meaning inferred by the people in the study. But this is not a general rule that you can transfer to any or even all communications situation- (it was not applied to public speaking – but to personal communications in a face to face situation).

The understanding of how to convey (when speaking) and interpret (when listening) meaning is will always be essential for effective communication, management and relationships.  But using the Mehrabian percentages is not a reliable model to overlay onto all communications scenarios.

For example, Mehrabian’s research involved spoken communications. Transferring the model indiscriminately to written , public speaking or telephone communications is not reliable, except to say that without the opportunity for visual signs, there is likely to be even more potential for confused understanding and inferred meanings.

A fairer way of transferring Mehrabian’s findings to modern written (memo, email etc) and telephone communications is simply to say that greater care needs to be taken in the use of language and expression, because the visual channel does not exist. It is not correct to assume that by removing a particular channel, and then so the effectiveness of the communication reduces in line with the classically represented Mehrabian percentages. It is not that simple.

It is fair to say that email and other written communications are limited to conveying words alone. The way that the words are said cannot be conveyed, and facial expression cannot be conveyed at all. Mehrabian provides us with a reference point as to why written communications, particularly quick, reduced emails and memos, so often result in confusion or cause offense, but his model should not be taken to mean that all written communications are inevitably weak or floored.

If this were the case there would be no need for written contracts, deeds, legal documents, public notices, and all other manner of written communications, which, given their purpose, when well-written convey 100% of the intended meaning perfectly adequately using written words alone. When we enter a public bar and the sign on the wall says ‘NO SMOKING’ we know full well what it means. We may not know how the bar owner feels about having to bar his customers from smoking, but in terms of the purpose of the communication, and the meaning necessary to be conveyed, the written word alone is fine for this situation, regardless of Mehrabian’s model.

Telephone communication can convey words and the way that the words are said, but no facial expression.  Mehrabian’s model provides clues as to why telephone communications are less successful and reliable for sensitive or emotional issues, but the model cannot be extended to say, for instance, that without the visual channel the meaning can only be a maximum of 45% complete.

Nor does Mehrabian’s model say that telephone communications are no good for, say, phoning home to ask for the address of the local video store. For this type of communication, and for this intended exchange of information and meaning, the telephone is perfectly adequate, and actually a whole lot more cost-effective and efficient than driving all the way home just to ask the question and receive the answer face to face.

The Mehrabian statistics certainly also suggest that typical video-conferencing communications are not so reliable as genuine face-to-face communications, because of the intermittent transfer of images, which is of course incapable of conveying accurate non-verbal signals, but again it is not sensible to transfer directly the percentage effectiveness shown and so often quoted from the model. Video conferencing offers massive benefits for modern organization development and cooperation. Be aware of its vulnerabilities, and use it wherever it’s appropriate, because it’s a great system.

Mehrabian’s model is a seminal piece of work, and it’s amazingly helpful in explaining the importance of careful and appropriate communications. Like any model, care must be exercised when transferring it to different situations. Use the basic findings and principles as a guide and an example – don’t transfer the percentages, or make direct assumptions about degrees of effectiveness, to each and every communication situation.
All the best Geoffrey
More information about Dr Albert Mehrabian and his fascinating work see his website.

http://www.kaaj.com/psych/

Note: for more information go to

http://www1.chapman.edu/comm/comm/faculty/thobbs/com401/nonverb.html

Professor Albert Mehrabian, published in his 1971 book, Silent Messages.  Another source, (Chapman University  “What is Non-Verbal Communication”) is listed as Albert Mehrabian  [Nonverbal Communication  (Chicago: Aldine-Atherton, 1972)

Leadership is the ability to inspire and influence a group of people to achieve worthwhile goals. A leader is one who can influence and inspire people to a far greater cause other than his own. To appreciate the value of leadership we must first know the characteristics of a leader, the traits a leader is generally made up of.

Characteristics of a leader

• Effective leaders initiate change and are great communicators
• Leaders connect with people and they have a positive attitude
• Leaders know and focus on what is important
• Leaders have a vision
• Leaders constantly learn & grow
• Leaders have character and integrity
• Leaders are committed to their ideals

Some thoughts on the communicating leader…

I believe that today the role of leadership has shifted and an even greater focus is on being able to communicate at all levels. The pervasive influence of ‘Twitter’, ‘Facebook’, ‘Linkedin’ and Internet blogs have increased the need and range of all forms of communications.

Whether you call yourself a leader, a manager, a coach, a parent, an administrator, or a president, your most important resource is your people.  The most crucial element of success (in reaching your goal) is your ability to influence, inspire, motivate and encourage your people.

From the past to the future

It is said that Walt Disney could squeeze out the creativity from the artists’ minds after they themselves believed that the ideas had dried up.  Walt Disney helped people go a step beyond, to make Fantasyland real.  Former Canadian Prime Minister Pierre Trudeau inspired a nation to action, with energy and vision to begin the journey to a true national Canadian identity.  Mother Theresa inspired us all by giving nourishment to the hearts of all people.  Martin Luther King Jr. spoke words that gave new magnitude to the way society looks at itself. US President Obama changed the course of US and world history, just by being elected.

These leaders had something in common.  They had the ability to move people to greater achievements, to appeal to the individual’s highest motives and to help everyone feel involved.  Their leadership skills are relevant in all roles where success depends on the ability to influence and motivate others to action.

Calling others to committed action

Those who have the talent to call others to committed action are often referred to as leaders or great communicators.  But they were not born leaders or communicators the day they entered the world.  No, as leaders they were born the day that they developed the knowledge to lead and learned the skills of presentation, communication and persuasion to inspire people to action.

To effectively reach, inspire and persuade the modern consumer, values-based communication and authenticity are essential. This consumer has unprecedented access to information and choices, they are different from any that preceded them, and they want it their way.

Ignoring change puts your business in peril

To ignore the trends of this modern employee and consumer (the way they think and their high level of awareness and discernment) can spell disaster for the leader, presenter and communicator. If ill-prepared for communicating with this audience, the presenter and leader will lack the skills and knowledge necessary to be effective.

The Disney’s, Mother Teresa’s, US President Obama and the others of this world do not have a monopoly on how to motivate and communicate.  These skills are learnable; this knowledge can bring new meaning to the life of a leader.

My personal belief is that leaders are ordinary people who discover their greatness, uniqueness and abilities while trying to overcome extraordinary challenges.

Winning Bid Teams Have A Secret Weapon

When your bid team is up against stiff competition to win a bid, you need top-quality support. The Bid Consultant division of The Leader’s Advantage is the secret weapon for organizations like the Vancouver 2010 Olympic Bid Team. With the support of a major bid coach, your organization will also be positioned to win more bids.

Competitive contracting is tough. You need to give your bid team every advantage you can. When they’ve had our expert bid consultants help them develop and review every part of your pitch strategy, and complete our detailed bid rehearsal process, they’ll be ready to boost their bid win rate significantly.

We work with you to prepare your entire team for your bid presentation, so that your bid team presents themselves in the best possible way.

Bid Presentation – Preparation Counts

With years of experience in teaching Public Speaking and Presentation Skills, as well as technical expertise, we’ve got what it takes to:

• Fine tune your content
• Add impact to your visuals
• Adjust the length and pacing of your presentation
• Choose the words and phrases that will give you maximum impact
• Manage your bid rehearsal and polish your bid team’s performance

Don’t Lose Out On Bid Opportunities

When your bid team does a competitive bid presentation, you want them to be completely prepared. You want them to have every advantage to win the bid. Contact us today to learn more about how we can prepare your bid team to win more bids.

Getting ready for 2010

I have a tradition of reviewing the past year and preparing for the New Year. I use these questions to bring clarity, understanding and for creating what I want in the next year.  Over a glass of wine Brigitte and I look at the past year, so that we can let go of it and express our gratitude for it. Then we talk about what we want to create and attract into our lives for the coming year.

On this day last year – New Years Eve (Dec 31st 08), heavy with sadness, I was boarding a plane for the UK to be at my Dad’s funeral. He passed away on Christmas day. We talked on the flight that day, using our questions, and as I look back it ended up as an amazing year. It was full of insights, and getting closer with new and old friends and new opportunities, from a sad start to an amazing ending.

You can stay on the surface with these questions or go deeper. “Just how far down the rabbit hole do you want to go?” Well, this is up to you, and I recommend that you ask and answer these questions with gratitude in your heart. Here the questions I use as a starting point, and I refer back to them when I get stuck or rambling on:

Questions to celebrate and recognize the ending of a year…

What were my greatest lessons?
What were my three greatest insights?
What were my three most memorable moments?
What have I attracted into my life this year that I didn’t have last year?
How did I have a positive and profound impact on someone last year?
To whom do I need to offer forgiveness (this includes me) and for what?
What am I willing to leave behind?
How was this year better than year before?

Questions for creating what you want in 2010…

Who am I “becoming” this year?
What strengths/skills have I gained for an outstanding year?
What new skills would I like to develop – personally, professionally?
Which relationships do I want to take to the next level next year?
How would I like to “give back” to my community this coming year?
What would I like to experience “more off” this coming year?
How and what would I like to celebrate, one year from now?

This New Years eve I will celebrate a new year with gratitude and love in my heart.

I wish you a very happy, rich and full year,

Geoffrey

Do You Want Business Growth?

Then it’s time to add public speaking to your marketing efforts in 2010!

Don’t put it off any longer….   Public speaking is a great way to attract more clients, generate unlimited leads, and explode your business growth effortlessly, especially in today’s changing economy…. because you have to be visible to sell. Notice, what you think of a good public speaker, do you admire them, do you think of them as an expert? If you are like most people you do!

Over the past eight years, I’ve discovered how powerful public speaking is in growing clients business and careers. In fact, I encourage them to speak at least once a month and they get clients every time they speak.

I speak several times a month and get clients every time I speak. I believe it is the powerful marketing strategy their is and that is why I use it. WHY? Because it works! I can show you how you can do it!

Looking For A Job?

Public speaking is a great way to attract more job opportunities, generate them effortlessly, especially in today’s changing economy…. because you have to be visible to get a job. Speak about what you know at your local business chapter, you will be amazed at what happens.

I’ve discovered the power of public speaking has in growing careers. In fact, when people see you speak well they make a judgment about you; they believe you are a leader, self confident and powerful. And then the want to hire you or if you have a job promote you.

The power of public speaking as marketing tool is unsurpassed, I believe it is the most powerful marketing strategy I can use. Because it works! I’ll show you how you can do it too.  I look forward to helping you attract more of what you want in 2010.

I wish you a happy, healthy and wealthy New Year!

All the best,

Geoffrey

PS Please send a link to this page to anyone who may be interested in marketing in a way that works every time! Also get your 101 Speaking tips at www.thespeakersalchemist.com

May I wish you all very happy holidays.

I hope and wish that you are well and that your families are also well and that you are at peace.  A friend I were having a celebratory lunch together when we started talking about contribution and gratitude and it was suggested letting people know how I go about it.

My personal commitment to strengthening goodwill is in fact built into my way of life, it shows up all year. Each year I choose a group or person where I can use my talent to help them help themselves, whether that is mentoring, coaching or helping a student create a vision. This is my way of strengthening goodwill in the world.

What will you do this coming year?

Will it be listening to a troubled friend or helping your neighbor?
Giving time to a local charity?
Helping a stranger in need?
Listening to a family member?

A simple act of giving your expertise, time or focus to help strengthen the fabric of goodwill has tremendous rewards immediately, for goodwill is in your neighborhood. The way you interact with others, the way you treat your home, friends and loved ones (not just the money spent) but the time, the sharing of thoughts and feelings; all of these acts strengthen goodwill around you. What will you do this year?

I wish you peace, much happiness and goodwill,

Geoffrey

Stories Power Business Presentations

Stories change the way we think, feel and behave, and understanding that is a key factor for anyone who does business presentations. It’s common to lose sleep over a story on television or in a book. You’ve probably experienced the motivational thrust that can propel your actions after hearing a story of someone’s success that resonates with you.

The power of a good story can convince and motivate your audience – and all effective leaders know and use this. Stories can create legends that drive the culture of entire organizations. Stories touch people, when facts do not.

Five Classic Story Types

There are several different types of stories sometimes found in business presentations, and although they’re not always clearly delineated and often intermingle, these descriptions might give you ideas for stories you can add to your next business presentation. Look for the classic “W”s, who, what, where, why and when.

The Who Story – Earn the Right

“Who” stories, stories about who you are, are sometimes told by the presenter, and sometimes by the person introducing them. There is often one at the start of a business presentation. They are personal, and speak to the emotional experience of the presenter, and they “earn the right” for the audience’s attention. These stories are often about flaws, mistakes, or challenges that the speaker has been through. When Lance Armstrong tells an audience that “Testicular cancer is the best thing that ever happened to me”, they pay attention.

The What Story – Teaching Stories

“What” stories are teaching stories, and may be about an initiative, a product, a company direction. They’re used in a business presentation to encapsulate and demonstrate a lesson about what is being done or should be done. These stories are often told as warnings, and can be a negative lesson about what to avoid.

The Where Story – Vision of the Future Stories

“Where” stories are vision stories, future oriented, and designed to inspire hope. They envision a future that is better than now. They follow the common themes of science fiction stories: “If this goes on”, “What if”, and “If only”… and present a vision of positive change. Martin Luther King’s “I Have a Dream” speech is one of the most well known examples of this type of story.

The Why Story – A Values Story

“Why” stories are stories used in a business presentation about why you (or your company) is here. These often overlap a little with stories about who you are. They explain your motivation for doing what you’re doing, speaking to the audience you’re speaking to, or presenting the topic you are presenting. They help build trust and receptivity in your audience.

These stories are, at their root, about values. They explain why a company or person acts as they do, and where the boundaries of that person or organization’s behavior originate from. Here’s an example from the International Tree Foundation, speaking of their founder: “During his years in Africa he became convinced that the destruction of trees was causing the enlargement of the Sahara desert.”

The When Story – A Story of Historical Roots

“When” stories are often about values or principles in action. They may give examples of times when staying true to one’s beliefs worked for a person or organization, in the long term if not the short term. They tend to be origin stories or pieces of the history of the organization or person.

Stories Can Move Your Business Presentation Audience

Stories work to engage the audience on a personal and emotional level. Particularly if a goal of your presentation is to move your audience to action, strengthen the stories that are included in your next business presentation.

No matter what department you are working in; marketing, sales, IT, customer service, or another department, chances are you will have to give a presentation at some point in your career. Regardless of the presentation topic, you need to connect with the audience. Here are some tips for giving amazing presentations:

Make sure the structure of your presentation is logical and that you deliver with the X factor in mind.

The Power of 3

The power of 3 is a principle in English writing that suggests that things that come in threes are inherently funnier, more satisfying, or more effective than other numbers of things. Any reader/audience of any form of communication is also more likely to consume information if it is written in groups of threes. From slogans (“Go, fight, win!”) to films, many things are structured in threes. There were three musketeers, three little pigs, three billy goats Gruff, Goldilocks and the three bears, and Three Stooges.

The series of three is used to create a progression in which tension is created, then built up, and finally released. Similarly, adjectives are often grouped together in threes in order to emphasize an idea.

3 important things to remember about structuring your presentation are:

1. Tell them what you are going to tell them
2. Tell them
3. Then tell them what you told them

The primary purpose of this structure is to get your main points across logically, and provide specific sequence for you and your audience.

The X Factor

Many people, especially those with stage fright, rush through presentations in order to get through it as quickly as possible. This only increases your tension.  Enjoy yourself, make your presentation clear, and infuse some enthusiasm and life into it. This will help your audience connect with you and what it is you are trying to say.  Relax and speak at a comfortable pace in an audible tone, just like a conversation with some friends you are happy to see. Pace yourself, relax and allow yourself to have some fun, you may be surprised at how well this works, if you have fun, the audience will too. Oh yes – the X Factor: When you demonstrate that you care (X Factor: enthusiasm, intensity, feeling or energy), they care.

The X Factor: When you DON’T demonstrate that you care, they WON’T care.

This is an excerpt from my new book “Turn Fear Into Power”. Have fun and speak up,

Geoffrey

Get more info at The Speakers Alchemist

www.thespeakersalchemist.com