How to Score More Points
During the Shortlist Q&A
Focus on the Client (Not Your Firm)
Overcome Selection Committee Bias
Increase Your Revenue and Profitability
During Q&A, the questions you’ll be asked fall into three categories, and winning the contract is based as much on how you address the questions as it is on the content of your answers.
This unique and educational session will demonstrate how to instantly identify the type of question being asked, apply the most effective approach for answering it, and express the content of your answer in a way that focuses on the client (not your firm), giving the selection committee clear justification for awarding you the contract.
In this practical one-hour webinar you’ll also learn how to overcome the preexisting bias that can exist with some members of the selection committee, enhance the entire committee's perception of your presentation team, and gain their confidence in selecting you by specific actions your team takes before, during, and after the Q&A session.
Instantly categorize questions asked by the selection committee.
Use the best, stepwise approach for responding to each of the three types of questions, including how to effectively express content.
Enhance the selection committee’s perception of your presentation team and increase your score by actions your team takes before, during, and after the Q&A session.
Accomplish these objectives whether the Q&A session is in-person or virtual.
Register promptly because webinar capacity is limited.
Webinar Fee: $159 per person
Each registered person who attends the webinar
will receive a completion certificate for 1 PDH
for self-reporting continuing education.
Webinar Registration Cancellation Policy
Registrants can cancel at any time prior to the day of the webinar.
The challenges you face in the AEC industry are well understood by Chuck because he’s an engineer who has served as Project Manager, National Program Director, Seller/Doer, Corporate Director of Business Development, COO, CFO, and CEO at national and international multidisciplinary AEC firms. He knows what clients want because he’s personally delivered technical services to Federal, State, and Local government clients, and private sector clients spanning 35 industries.
Chuck's expertise in the industry has been demonstrated by his successful leadership of 11 start-ups, 14 turnarounds, 14 reorganizations, and countless new market, service, and geographic initiatives.
As a recognized expert on transformational leadership and the science of persuasive communication, Chuck's been invited to speak at more than 200 conferences and corporate events. He's a highly acclaimed Executive Coach, Trainer, and Professional Ghostwriter of competitive proposals and shortlist presentations, and serves as the President and CEO of Performance Management Group, Inc.
The challenges you face in the AEC industry are well understood by Chuck because he’s an engineer with over 40 years of experience who has served as Seller/Doer, Corporate Director of Business Development, COO, CFO, and CEO at national and international multidisciplinary AEC firms.
Regarding Continuing Education Credits
Performance Management Group, Inc. (PMGI) is approved by the Florida Board of Professional Engineers as a provider (No. 0005276) of continuing education for Professional Engineers.
Many states and various professional societies and associations accept Florida-approved PDH, but you should check to confirm this with organizations and states where you are licensed, registered, or certified, and verify they will accept education credits on the course topic.
Each attendee submitting a paid registration and attending the full webinar will receive a Professional Development Hours (PDH) course completion certificate for self-reporting purposes.
What attendees say about our training...
"This is one of the best sessions I've been to with actual demonstrated 'how to' information that I can apply where I work."
"We have had great success over the past few months using some of the ideas and techniques that you provided during your seminar. We have won 3 out of 4 shortlist interviews which has greatly impacted our win/loss ratio."
"Chuck Roberts really held the attention of the room -- I think everyone left wishing the session was an hour longer because he just kept providing value."
"Excellent! Bring Chuck back for other topics."
"Concise and informative."
"The presenter did a good job of explaining the material that made it easy for the audience to grasp -- ideas like these are very helpful."
"Thank you for the excellent two days of [PM] training and discussion. I hope to take your proposal training in the future."
"The class was very beneficial and gave me a new perspective."
"Concise tips and a framework that is sensible and helpful."
"I learned so much in a short time."
"Great content explained clearly."
"Great insight. After 30 years in the profession, nice to learn something new and innovative. Thank you!"
"So many new ideas, my mind is blown!"
"Extremely knowledgeable presenter with depth and candor."
"Chuck is very methodical and informative, and pretty humorous."
"Chuck's presentation style is very easy to listen to, topics were in well-defined segments. Good summary at end."
"Exceptional content that I can take action on in my role."
"So much knowledge."
"All suggested activities are do-able."
"I enjoyed the time immensely. It was a very insightful class. Quite a few 'nuggets' of wisdom and applicable information that I see will aide me in this Project Manager role."
"Terrific practical tools for our industry."
"Great presenter, engaging content, and super helpful visuals."
"Really good content. Great tools, simple for most firms to implement."
"Many helpful real-world tips."
"Great info that can be immediately applied."
"The time spent in your Project Manage-ment Training class this past week was awesome. Thank you! Your presentation skills are 'off the hook' leaving your audience with much to think about regarding self-improvement...The knowledge and experience you impart, the confidence you exude, and the poise of your presentation made the learning experience very different from any other training I've attended. It made one want to change. It was a packed two days with valuable information, but more impor-tantly, it provided a benchmark from which to jump and take hold of the resources and opportunities that are out there 'for the taking'...if you prepare. Your class was more of an experience than it was training -- thank you again!"
"Thank you so much; it was a great course! I have been carrying around your notebook and trying to put your ideas and best practices into the two proposals I currently have on my plate!"
"Thanks for putting on another inspiring class!"
"Has in-depth examples along with his superior knowledge."
"I really enjoyed your class."
"Thanks for getting our new training program off to a great start!"
"...Thank you for being such an amazing and valued partner."