Business Development Articles
I used to publish a periodical titled Presentation Pointers. It contained articles of interest to professionals involved with business development. Some of these articles have been consolidated under various subject headings and are free for your use.
How to Deal With Price Bidding (374k PDF)
Three articles on how to deal with price:
- Selection of low price proposal indicates failed marketing effort.
- You’re Qualified! You’re Short-Listed! But Your Price is High! Now What?
- Sell the value of your price and survive in a price-based environment.
Effective Differentiation (349k PDF)
How to Achieve Effective Differentiation
Understanding WHY Clients Make the Selections They Do (139k PDF)
Three articles about client selection methods:
- Understanding “WHY” provides valuable insight.
- Why should your client hire you?
- “Persuade,” don’t “sell,” and double your sales.
Effective, Dazzle-Free Presentations (564k PDF)
Hear! Look! Talk! is a consolidation of three articles dealing with presentation issues:
- Hear! Hear! Hear! The Message:
The pitfalls of “dazzle,” and what it means to have an audience-focused presentation.
- Look! Look! Look! The Visual Aids.
Presenting a way to create visual aids that overcome the need for distracting “dazzle.”
- Talk! Talk! Talk! Delivering the Presentation.
Regarding a method of using visual aids so that they invite full attention without the need for distracting “dazzle.”
Computer Based Presentations (446k PDF)
Audiences Revolt Against PowerPoint Presentations.
After years of enduring boring, poorly organized and poorly delivered presentations, audiences are revolting. This article reports on what is happening.
Improved PowerPoint Presentations
This article provides four suggestions on how to achieve greatly improved PowerPoint presentations especially for short-list interview situations.
Computer based presentations are vulnerable to major pitfalls that can greatly diminish their effectiveness: Part I and Part II
Use Visuals as a Partner, not a Backdrop.
Addresses what to do in order to make full use of visuals to support your message.
By and About Robert E. Perry (271k PDF)
Become Audience Focused:
- Audience Analysis Forms the Foundation of Effective Presentations of All Kinds.
- An Audience Classification Model
Robert E. Perry in Memorian
Pointers for Improved Proposals and Presentations (195k PDF)
“Grokking” Improves Persuasiveness.
To grok, “means to understand so thoroughly that the observer becomes part of the process being observed…” Apply it to your presentations.
Two articles with “Pointers:”
- Three evaluation criteria provide direction for effective presentations and proposals.
- Key review questions lead to stronger presentations and proposals.
Qualification Based Selection (QBS) (2.31MB PDF)
Two papers about QBS, its reasons and benefits:
- The superiority of QBS over price bids of professional A/E services is self evident once clearly understood.
- Qualification based selection (QBS) of design professionals contributes greatly to improved project quality.
Sales Pointers (160k PDF)
Don’t Talk to Strangers. Your Mother Said so.
Presents five reasons why presenting to selection committee members you don’t know leads to winning by chance, not by design.
Work Smart, Not Hard. Don’t be like the Fuller Brush man.
Presents the formula for effective Business Development: Proactive Positioning + Selective Pursuits + Persuasive Communication.
The articles are ©Dag I Knudsen, All rights reserved. You may reprint any of these articles in your publications as long as there are no changes to the content and that Dag Knudsen is given full credit as the author and copyright holder.
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