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Additional Articles
Here will be posted articles published in earlier issue of
Presentation Pointers, consolidated by subject matter. Additionally,
you will find other articles of interest to consulting engineers,
architects in private practice, construction and construction management
professionals, and others.
ARCHIVED ARTICLES:
 |  | How to Deal With Price Bidding |
|  | Three articles on how to deal with price: 1. Sell the value of your price and survive in a price-based environment.
2. You’re Qualified! You’re Short-Listed! But Your Price is High! Now What?
3. Selection of low price proposal indicates failed marketing effort.
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| | | Effective Differentiation |
| | How to Achieve Effective Differentiation
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| | | Understanding WHY Clients Make the Selections They Do |
| | Three articles about client selection methods: 1. Understanding “WHY” provides valuable insight.
2. Why should your client hire you?
3. “Persuade,” don’t “sell,” and double your sales.
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| | | Computer Based Presentations |
| | 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.
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| | Hear!Hear!Hear! The Message: The pitfalls of "dazzle," and what it means to have an audience-focused presentation. This is the first in a sequence of three.
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| | Improved PowerPoint Presentations This article provides four suggestions on how to achieve greatly improved PowerPoint presentations especially for short-list interview situations.
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| | Look!Look!Look! The Visual Aids. Presenting a way to create visual aids that overcome the need for distracting “dazzle.” This is the second article in a sequence of three.
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| | Two articles about ?Pitfalls:? Computer based presentations are vulnerable to major pitfalls that can greatly diminish their effectiveness: Part I and Part II
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| | Use Visuals as a Partner, not a Backdrop Addresses what to do in order to make full use of visuals to support your message.
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| | | By and About Robert E. Perry |
| | Become Audience Focused: 1. Audience Analysis Forms the Foundation of Effective Presentations of All Kinds.
2. An Audience Classification Model
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| | Robert E. Perry in Memorian
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| | | Pointers for Improved Proposals and Presentations |
| | ?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.
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| | Two articles with ?Pointers:? 1. Three evaluation criteria provide direction for effective presentations and proposals.
2. Key review questions lead to stronger presentations and proposals.
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| | | Qualification Based Selection (QBS) |
| | Three papers about QBS, its reasons and benefits: 1. The QBS process introduced.
2. The superiority of QBS over price bids of professional A/E services is self evident once clearly understood.
3. Qualification based selection (QBS) of design professionals contributes greatly to improved project quality.
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 | | Sales Pointers |
| | Don?t Talk to Strangers. Your Mother Said so. Presents five reasons why presenting to selection committe members you don’t know leads to winning by chance, not by design.
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| | Work Smart, Not Hard. Don? be like the Fuller? Presents the formula for effective Business Development: Proactive Positioning + Selective Pursuits + Persuasive Communication.
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The articles are ©Dag Knudsen, Inc. All rights reserved.
Contact us for permission to reprint any of these articles in your
publications.
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