Presentation & Negotiation Support
The "Last Mile": Mastering the Orals, Building Trust, and Protecting Your Margins.
Where People Beat Paper
After the written proposal comes "The Orals"—the face-to-face defense of your solution. This is where the client stops evaluating documents and starts evaluating people. Simultaneously, the negotiation phase shifts from selling to deal structuring. We ensure you lead with confidence and don't discount out of panic.
1. Winning the "Orals"
The Pyramid Principle (BLUF)
We implement Bottom Line Up Front. Don't bore the client with your history first. Start with the result: "We will reduce your downtime by 20%—here is the engine that does it."
The Golden Rule of Roles
The salesperson introduces and then steps back. The Project Manager and Lead Engineer must dominate the airtime to build authentic technical trust.
2. Structured Negotiation Frameworks
BATNA
Best Alternative to a Negotiated Agreement. We define your "Walk-Away" point before entering the room to ensure you never negotiate from a position of desperation.
ZOPA
Zone of Possible Agreement. Identifying the overlap between the buyer's maximum budget and your minimum floor price without revealing your hand.
"Give-Get" Rule
Never give a concession for free. "We can lower the price by 5%, IF you agree to Net-15 payment terms instead of Net-60."
The "Murder Board" Drill
You never practice in front of the client. We run aggressive simulations where our consultants act as the most difficult stakeholders imaginable:
- Constant interruptions to test composure.
- Obscure technical "stress-test" questions.
- Aggressive price challenges to test value defense.
Survival here means success in the boardroom.
Negotiation & Presentation Toolkit
| Category | Tool | Usage |
|---|---|---|
| Visuals | Prezi / PPT Zoom | Moving beyond static bullets to show relationships between strategy and technical detail. |
| Coaching | Gong.io | AI-driven analysis of practice sessions to optimize talk-to-listen ratios and filler words. |
| Negotiation | Gap Analysis Log | Real-time tracking of "Redlines" and the financial impact of every proposed concession. |
Close the Deal with Confidence
Download our "Negotiation Term Sheet & Give-Get Tracker" to keep control of your next high-stakes contract discussion.
Download Negotiation Tool (.xlsx)