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EULA
by Don Fulop, John P. Stewart
Mastering the Art of Oral Presentations
Cover
Titlepage
Foreword
Introduction
Government Orals — What They Are, How They Originated, Why They Are So Important, and the Requirements the Government Must Follow When They Are Used
Customer’s Objectives
Your Team and Your Team’s Objectives
Orals Coach or Speech Coach?
CHAPTER 1. Preparation: Preparation Is the Foundation of Success
Customer Intelligence
Evaluation Criteria
Team Strengths and Weaknesses
Competitor Strengths/Weaknesses
Presentation Win Strategy
Value Proposition
Win Themes and Discriminators
Getting to Blue!
CHAPTER 2. Secrets of Successful Presenters: An Audience Quickly Forgets the Ordinary—Don’t Be Ordinary!
Let Your “Self” Shine Through
The Power of Personal Stories
Converse Rather Than Lecture
Teach the Customer Something They Don’t Already Know
Include Something Astounding
Keep It Short, Sweet, and Direct
CHAPTER 3. Presentation and Messaging Preparation: Key Elements to Increase Your Win Probability
Select Content
Prepare Content for Delivery
Using Content and Delivery to Connect
Incumbent Tips
CHAPTER 4. Rehearse: The Delivery — Part Interview, Part Stage Show
Appearance
Verbal Delivery Tips
Nonverbal Delivery Tips
Connect with the Audience Emotionally and Psychologically
Engaging — General Delivery Tips
Using Props and Visuals
Practice, Practice, Practice
Dry Run Your Presentations
Create a Mock-Up Presentation Room
Prepare for Common and Uncommon Events
Question and Answer Sessions
Sample Questions Your Customer May Ask You
CHAPTER 5. Formal Presentation Day: Demonstrate Your Competence, Credibility, Confidence and Commitment
Dealing with Nervousness and Distractions
Guidelines for Interacting with the Customer
Formal Presentation Day Emergency Kit
Final Preparations
The After-Presentation Action Review
Celebrate!
CHAPTER 6. Real-Time Demonstrations–A Truly Special Experience!: Live Demonstrations Present New Challenges and Opportunities to Crush Your Competition
Understanding the Demo Requirements
The Demo Project Plan and Project Manager
Teammate, Subcontractor, Vendor, and Supplier Support
Visuals
Planning for Success
How to Handle an Issue or Problem
Before Going Live — Holistic Review, Integration, and Rehearsal
Celebrate Success!
CHAPTER 7. Sample Charts
Overall Approach, Win Theme, and Discriminators Chart
Organizational Chart
Impact and Special Messages Chart
Build-Up
Text-Intensive Charts
Mixing Key Words and Graphics
Sample Chart—Features and Benefits
Risks Chart
Financial and Statistical Charts
Tables
Technical Illustrations and Drawings
Appendix: Federal Acquisition Regulation (FAR) 15.102 Oral Presentations
Acknowledgments
About the Authors
EULA
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CompTIA IT Fundamentals Study Guide (Exam FC0-U51)
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