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Bids, Tenders and Proposals, 4th Edition by Harold Lewis

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24

Presentations to clients

Clients may call bidders to attend an interview and present their ideas about an assignment either in place of a written submission – for example, if the contract value does not warrant or require a formal tendering procedure – or as a follow-up to a tender or a step in a negotiation process. Presentations give clients an opportunity to judge face to face the quality and professionalism of the people competing for the work as well as enabling them to pursue questions that may have emerged from an examination of the tenders. In situations where the tenders reveal no clear winner, a presentation can have a decisive effect on the contract award.

Planning and making the presentation

Interviews may have three parts:

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