The guy opposite me on a train home from Manchester one recent evening was chatting away loudly on his phone to his young daughter, Lucy.
He told her that he’d been giving a presentation; she clearly didn’t understand what that meant, and so he explained:
“A presentation is when you tell a story to lots of people about all the work that you’ve been doing.”
Funny, isn’t it? Our proposals and pitches spend so much time telling the client what we will do in the future, once appointed, that we sometimes miss the trick of telling that what we have been doing. And yet, where clients so want to know that you have created a solution specifically to meet their needs, it can be incredibly powerful to explain something of the process you’ve been through to assess their requirements and design your offer.