Justin O'Brien

You lost that multi million dollar construction bid last week.
– Not because of your technical solution.
– Not because of your price.
– Not because of your delivery.

But because there are two presentations happening in every bid…

The one you’re giving, and the one they’re evaluating.

The gap between them is costing you millions…

Here’s what’s really happening in the room:

The Board Reality: Every question they ask is really about how they’ll explain this choice to their board.

The Reputation Game: Your competitors match your technical excellence. The real decision? Who they trust to protect their reputation.

The Preview Effect: Your presentation style isn’t just about today – it’s their preview of every project meeting for the next 3+ years.

The True Risk: Technical problems rarely sink projects. Misaligned expectations and poor relationships do.

The Personal Impact: Behind every technical question is a simple concern: “Will this team make my job easier or harder?”

So, remember…

You made it to the final presentation because your technical expertise is already proven.

Now they’re evaluating something much more personal: Whether you’re the team they trust to protect their reputation, align with their culture, and make their jobs easier for the next 3+ years.

What’s the most surprising thing you’ve noticed in bid presentations?

Share your bid presentation experiences in the comments…”

#PresentationSkills #Bids #Communication