ART - The Return of Lenny & Squiggy - (RFP Oral Presentations) - 2011

The document is an article written by Frederick Marks, a retired purchasing officer, discussing the importance of oral presentations in the RFP (Request for Proposal) process. Marks emphasizes the need for proposers to prepare for oral presentations and highlights the common mistakes made during these presentations. He suggests that proposers should include team members who will be working on the project and provide their resumes prior to the meeting. Marks also provides a list of things to look for in an oral presentation, such as substance, market-based explanations, genuine interactions between presenters, and a vision for accomplishing the buyer's goals. He also recommends allowing time for a Q&A session and getting to know the presenters on an informal basis. Overall, the article emphasizes the importance of oral presentations in the RFP process and provides guidance for both buyers and proposers.