Executive Summary:
An Overview of the Programs and Activities
Provided by Dag I. Knudsen, P.E., FACEC and Dag Knudsen, Inc.

In-House Seminars
1. Design and Delivery of Winning Interview and Short-List Presentations (and Proposals). A two-day program for consulting engineers, scientists, architects, construction professionals and technical professionals involved in large value, long term, multiple decision maker, complex sales situations. This seminar is best described by quotes from participants:

2. Design and Delivery of Effective Technical Presentations.
A two-day program for technical professionals in any field who need an organized approach to plan, produce and perform presentations to convey complex technical information to a variety of audiences within and outside their organizations. Content is similar to that in the first seminar but is focused on general technical presentations. As one participant said:

3. The Sales Action Plans seminar.
Also known as the Client Account Analysis seminar, is for professionals involved in business development. You will learn how to assess your position with a given client, and, as a result, develop focused sales action plans.

Attendance at the first seminar is a prerequisite for this seminar.

What do participants say?


Refresher Programs
Real learning takes place over time as the methodologies are applied to a variety of situations. Actual presentations will be reviewed and appraised in the refresher program. Tailored to each client’s needs, the program can include any combination of topics that help participants further their skills in presentation and proposal design and presentation delivery. Participants must be graduates of one of the presentation seminars.

Lectures
Short lectures at company business meetings and association meetings cover a variety of topics related to business development. These include:

  • “Characteristics of Winning Interview Presentations.”
  • “Characteristics of Effective Technical Presentations,”
  • “You’re Short Listed! You’re Qualified! (and Your Price is High.)
      Now How Do You Set Yourself Apart and Win?”
  • “The CPR of Business Development.”
  • “The Value Call—or how to be sure the client will invite you back.”
  • “The Funnel Process—or how to interview clients to learn
      what it takes to win.”
  • “Proactive Positioning—the foundation for solid wins.”
  • “Effective Go, No-Go Decision Criteria.”
  • “Call Plans. A Management Tool.”
  • “Qualification Based Selection Process Assures a
      Win-Win Situation for Everyone.”

Topics can be grouped to create a longer lecture titled “Proactive Positioning + Selective Pursuits + Persuasive Communications = the Business Development Success Formula.”

Products

  • Audio Tapes.
    A set of six audio-tapes cover a variety of topics related to the sales of professional services. This tape-set does not cover the materials presented in the seminars, but rather complements that material and answers many sales questions based on what is learned in the seminars.

  • Periodical.
    Presentation Pointers is issued quarterly (m.o.l.) and contains articles related to presentations and sales of professional services. New issues will be posted to this site periodically. This web site contains selected past articles.
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