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1、8MakingClientPresentationsStep9:PresentingtheProposaltotheClientPlanningStepsWhyAreYouGivingthePresentation?WhoIsYourClientAudience?WhatDoYouPlantoSay?WhenandWhereIsYourPresentation?OrganizingthePresentationOrganizingtheTopicCreatingTextandVisualAidsOrganizing
2、YourTeamTakingCareoftheDetailsPracticingthePresentationPracticingIndividualTalksRolePlayingwithaLiveAudienceConductingDressRehearsalsLearningHowtoRelaxSurvivalTipsChecklist:SettingUpforSuccessHandlingTroublesomeQuestionsChecklistforClientPresentationsLauraChia
3、ngstoppedbyJamesMullen’sdesk.“EverettHospitalwantsustodoapresentationnextTuesday.Ms.HerrasjustgotwordfromtheDirectoratEverett.”156HandbookforWritingProposalsJamesturnednoticeablypaler.“Willwehavetogivepartofthepresentation?”“Rightbeforethetechnicalteam.Apparen
4、tlyEverettwasimpressedbyoursuggestedpartnershipwithWorldMedicalInter-preters.Theywanttohearmore.”“But...I’mlousyatspeakinginfrontofpeople,”Jamessaid.“Don’tworry.YoushouldseethescheduleMs.Herrashasdrawnupfordevelopingthepresentation.We’llhavesomanypracticesessi
5、onsthatwe’llbeabletodothistalkbackwards.”Jameslookedmorehopeful.“Ihavetoadmit.We’vegotagreatprogramforthem.”“Thenit’stimetotellEverettaboutit.”***Step9:PresentingtheProposaltotheClientInsomeinstances,youwillbeaskedtomakeapresentationofyourproposaltotheclient.W
6、hetheryourealizeitornot,aclientpresentationisactuallyasalestalk.Youaresellingtheclientonthreemajorpoints:1.Youhaveathoroughunderstandingoftheclient’ssituation.2.Youhavethebestsolutionandbene?tstomeettheclient’sneeds.3.Your?rmisthebestonetodothejob.Theclientmus
7、tbeconvincedthatallthreepointsaretrue.Otherwise,anothercompanyislikelytogettheproject.Goodpresentationsareamatterofplanning,organization,andpractice,combinedwiththatelusivequalityknownaspresence,luck,righttiming,chemistry,orwhateverelseitmaybecalled.Itisthatsp
8、ecialrapportyoubringtothepresentationthattellstheclientyouhaveabsolutecon?denceinyoursolutionandinyourcompany.Inthischapterwegiveyouguidelinesonhowtoprepareanddeliveryourpresentati
