Starbucks was looking for a new company to take over the housekeeping services for all of their UK stores — a really big contract. I got the call from a guy who desperately wanted his company to win that contract. Very soon, the Starbucks UK senior executives were going to hear several competing companies each make a one-hour, all-or-nothing presentation, all on the same day in London.
This guy’s team included someone from Germany, England, Portugal, France and the Netherlands. One guy was micro-detailed; another talked a mile an hour. The third guy was overflowing with ideas, while the fourth was quiet and passive. You could not have asked for a more diverse collection of styles and cultures. We needed to turn that diversity into a strength. With my perspective as an outsider, I was able to quickly identify their three main selling points, focus on which aspects of their company to highlight, and help this international company team create a well-organized presentation.
While their products and services might be very good, it was going to take a well-prepared and well-presented message to make Starbucks know and trust this team. I gave them two sessions here in the Netherlands and then a final rehearsal in London on the night before the big competition. I felt the team was ready; they had a strong, clear and exciting story to tell. Unfortunately, they could probably expect the same from the all of other competitors. Everyone really wanted and needed this contract.
In the face of such stiff competition and with such meager preparation, guess what happened? The next day, the team leader sent me the following message:
We have good news… Our presentation was considered the best and we have been selected for the last phase with another competitor company. Your role was crucial to achieve that result. – Luis Borges – Johnson Diversey
Wow! The best presentation! That made me feel great.
Do you want your next product presentation to beat the competition? Can you afford not to make your presentation the best that it can be? Call me and let’s talk. http://trainingartsinternational.com/