In high-stakes procurements, the Orals presentation can be the moment that seals the win. It’s your team’s opportunity to bring the proposal to life, showing not just what you do, but how you lead, collaborate, and problem-solve in real time. Often, these presentations are delivered by a diverse group of leaders from across partner organizations, many of whom don’t typically present together. That makes cohesion, clarity, and chemistry essential – even with limited time to prepare. Whether virtual or in-person, the goal is clear: communicate who you are, why your team is the right fit, and what sets you apart, through confident, focused, and memorable messaging.
The best Orals presentations aren’t improvised, but intentional. The following best practices can help your team show up polished, prepared, and persuasive.
1. Anchor the Message
A well-prepared team can distill their key points into a strongly Anchored Message: three core strengths that align directly with the client’s needs. These become the themes of the Orals presentation, ensuring consistency across answers and reinforcing what sets your organization apart.
Additional tip: Know what you want evaluators to remember. They may forget specific data points, but they’ll recall confident delivery and strong, repeated messaging. Use clear, memorable phrases that reinforce your themes and stick with the audience after the presentation ends.
2. Practice Deep Listening to Build Real-Time Connection
Successful teams know how to listen as strategically as they speak. There are five levels of listening – ignoring, pretending, selective, attentive, and empathetic – and only the last two support effective engagement in Orals. Attentive and empathetic listening allow the team to organically interact with each other and show a supportive front. This also allows presenters to read the panel’s energy, pick up on subtext, and respond with relevance.
Additional tip: Evaluators don’t always do a lot of talking—but when they do, it’s important to really listen and watch their body language. What’s being asked more than once? Where does an evaluator light up or suddenly go quiet? These subtle cues can help you adjust your messaging in real time and emphasize what matters most to them.
3. Adapt to the Audience
Orals panels can vary widely in tone, size, and setting. Teams should be prepared to adapt their attitude, body language, voice, and delivery style to suit the moment, whether facing a quiet panel on Zoom or a full room of evaluators. Strong presenters remain flexible and attuned, adjusting their style to maintain connection and credibility.
Additional tip: Confidence comes from preparation, not perfection. Even confident leaders can falter when under pressure. Utilize the following to build your team’s executive presence:
- Rehearse as a team in the chosen format (virtual or in-person)
- Manage nerves with grounding techniques and structure
- Use intentional body language and eye contact
- Hold space, allowing for pauses, pacing, and reflection
- Prepare for tech issues and recovery moments
4. Use Bridging Language to Stay on Message
Not every question will go as planned, which is why bridging can be essential. This technique helps presenters respectfully answer the question while steering back to the Anchored Messages. Language like “What’s important to remember is…” or “That’s a great question and it connects to…” allows your team to stay aligned with the story you want to tell. Bridging should feel natural, not scripted or evasive. Use it selectively to reinforce, and not replace, authentic answers.
Additional tip: Use your Anchored Message as your compass. You can reference your three message pillars again and again through bridging.
It’s important to remember that the Orals presentation isn’t the time to wing it. A well-prepared team appears natural and confident, not because they’re improvising, but because they’ve done the work. Behind that ease is a clear strategy, focused messaging, and plenty of practice.
Weber has the expertise and experience to help your team apply these best practices with confidence, leading to stronger presentations and more wins.
Reach out today and our team can help you elevate your proposal process with practical, strategic support tailored to your goals.
