Pitfalls to Avoid

• Do not make the mistake of using just a single speaker for the entire presentation and leaving the rest of your group sitting there as mute observers, opening their mouths only if the client aims a question in their direction. Give each person a distinct role in the presentation. Make sure they know how to speak effectively. Take advantage of the rehearsal to spot and correct any distracting mannerisms. Back your people up by listening attentively when they are speaking rather than shuffling papers or holding whispered conversations.

• Ignoring the client's questions, side-stepping difficult points, failing to give straight answers or replying on impulse without thinking can be fatal to your chances of success.

• Don't spend the time talking about your own credentials. It's the client's requirements that should be the centre of attention.

• Don't be defensive or self-destruct by drawing attention to weaknesses the client may not have perceived.

• Do not overload the presentation with a mass of detailed material. Know how much information you can get across in the time available - visually as well as in words. Divide the presentation into easily digestible time slots and try to vary its pace and tone without wasting time.

• Make sure you do not overrun: keep a note of the rehearsal timing.

• Visual aids that consist solely and uniformly of lists of bullet points can be tedious. Use graphics imaginatively to bring the presentation to life.

• If you use PowerPoint, take advantage of its features, but do not over-egg the presentation with an extravagance of animations and transitions. You are likely to irritate rather than impress the client.

• Bids for contracts overseas may require you to give presentations to clients whose first language is not English. Like the text of the bid, the content of the presentation should be free of informal expressions and unexplained references - for example, to 'English Heritage', 'GPs', 'S levels', 'PFIs' - that may leave the client wondering what on earth you mean.