The Zweig Letter podcast: Presentations that WIN the job! – Mark Zweig

Feb 16, 2018

Randy Wilburn sits down with Mark Zweig, founder and chairman of Zweig Group, to talk about what it takes to pull together a winning presentation. Mark has worked on many presentations over the last 38 years – and helped sell everything from an industrial engineering study of a picture-framing plant, to the seismic retrofitting for the Golden Gate Bridge. Mark knows that "close" isn't close enough when it comes to winning work in the A/E industry. ("Presentations that WIN the job," Issue 1234, 2/5/18) Randy and Mark outline several factors that will help you determine whether or not you have a killer presentation:
  1. Do your homework.
  2. Put your best foot forward.
  3. Introduce yourselves to the selection committee BEFORE the presentation actually starts if you can.
  4. Make everyone who attends do some speaking.
  5. Explain your knowledge of the project – without going over your resume.
  6. Explain why the client should hire your firm (benefits vs. features).
  7. Have good graphic design.
  8. Be ready for interruptions.
  9. Tell them why they should hire you. Is this the same as outright asking for the job?
Prepare to take some notes. There is a ton of information in this episode. Thanks for listening! To help out the show:
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Additional information: Contact: Mark Zweig For more information on The Zweig Letter podcast contact Randy Wilburn: twitter: @RandyWilburn Sponsor: Subscribe to The Zweig Letter for free! Click here for a free digital subscription to Civil + Structural Engineer Magazine!

About Zweig Group

Zweig Group, three times on the Inc. 500/5000 list, is the industry leader and premiere authority in AEC firm management and marketing, the go-to source for data and research, and the leading provider of customized learning and training. Zweig Group exists to help AEC firms succeed in a complicated and challenging marketplace through services that include: Mergers & Acquisitions, Strategic Planning, Valuation, Executive Search, Board of Director Services, Ownership Transition, Marketing & Branding, and Business Development Training. The firm has offices in Dallas and Fayetteville, Arkansas.