You Have Only 90 Minutes For The Presentation, Use Them Wisely
You are making the presentation. Here are some pointers for doing your best.
Follow the agenda! The company and the consultant didnt put it together for practice.
Note that it is likely the people from the company will have a scorecard for measuring how well each broker does in each segment of the agenda. These folks will assess your presentation, component by component, and then compare notes. They also will note what your competitors had to say about your carrier(s) and product(s).
What Your Peers Are Reading
Dont start off with, “Were here to learn more about what the company is looking to accomplish, etc.” You had plenty of opportunity to explore all that in the RFP process. The company will take that line of inquiry as a delaying tactic and a sure sign of your unwillingness to make a recommendation.
Do tell the people from the company that you are ready, willing and able to present in accordance with the agenda. But, ask them if they would prefer that you focus on certain aspects of the agenda, such as product selection and design. Dont be surprised to hear a collective sigh of relief from the assembled.
Dont just stand there, do something! Unless your group is the first presenter of the day when everything is new and the audience is fresh, you will need to do something to differentiate yourself from the others and create that certain je ne sais quoi. So, even if you are the first presenter, do your best to animate the discussion and maintain eye contact. You might use a flipchart to illustrate how your product so efficiently fulfills the funding needs of the plan over time. Or, you might have your product specialist walk the audience through your scoring system for evaluating the competitiveness of products and their fit for a particular case. Maybe you can use a diagram to demonstrate how you will help the company manage the VUL product you are proposing.
Dont get caught up in your own jargon. Terms and concepts that are second nature to you are not going to be second nature to most of the people from the company. The risk is that, given human nature, they wont bother to ask you to backup and restate. Rather, theyll just tune you out.