We've responded to the RFP, and we made the cut! Now we're a finalist. We get to come in for "vendor day" and make our finalist presentation along with the other three finalists. All of the finalists get to present to the same decision team on the same day. In fact, we are even told what our presentation should look like and what format it should follow.

Now, of course, there's good news here. We made the cut, and should be happy about it. But the bad news is that we are in a head to head competition where the focus is on our solution and our pricing. But what if our solutions are pretty similar and our pricing is a little higher? What if our true value doesn't show up on a vendor grid?

What a great opportunity for us to truly differentiate ourselves from the competition! We just have to change the basis of comparison, and we have to change our presentation. We don't want to look just like everybody else. We can still give the customer the information they have asked for, but do it in a way that highlights our unique value and the strength of the business fit between our companies.

We can follow the format of an IMPAX business presentation - "Them, Us, Fit, Action". First, we share what we've learned about them and their business. Second, we overview why we think our company would be a good strategic resource for them. Third, we present the business fit and solution fit that could exist between our companies. Lastly, we close with recommendations and action steps designed to compel the decision maker.

For more on this presentation flow, see the March, 2006 Tip from the archives, or in our book, Beyond Selling Value - www.impaxcorp.com