Case Studies : Orals Coaching

Aerospace & US Defense Contractor (blinded)

The Challenge
An Aerospace & US Defense Contractor had a self-prescribed 1 in 10 chance of unseating a long-term incumbent contractor for a six-year, $180 million contract with the US Navy. The client sought assistance in delivering a critical presentation in the final stage of the proposal review process.
 
The Strategy
CommCore assembled the presentation team and identified clear, concise and compelling key messages & themes that would resonate with the Navy. We transformed a dense, multi-volume technical proposal into a captivating presentation that demonstrated the superiority of the technical solutions and also gave a sense of the team. After all, the NAVY would be working with the selected contractor for the next six years. The presentation team needed to prove they could build a trusting, compatible partnership.

After creating the general presentation theme and framework, CommCore worked with each of the six individual presenters. After crafting and practicing the individual segments, CommCore brought the entire team back together for intensive orals coaching and on-camera rehearsals of all aspects of the team’s message delivery. CommCore also developed and practiced Q&A strategies with the team.  These practice sessions reflected the constraints of the panel review process, but underscored the importance of responding directly and succinctly to panel questions.  Within a few short weeks, the ACME team created an engaging presentation that allowed its technical solution and its management team to shine. 

The Results
Our client beat the odds and won the contract. In awarding the contract, the Navy said that the quality and consistency of the oral presentation was a major factor in the decision.

Services Provided:
Message Development
Presentation Skills Training

Development of Sound Bites

Q & A Preparation

On-Camera Rehearsals and Critique

Image Consulting
Orals Coaching

Industry:  Aerospace