Chapter List

Introduction

A straightforward, dynamic, client-centered sales presentation wins e-learning business. A lackluster, boring, or arrogant presentation loses business. Most e-learning business is not won simply because of a well-written proposal; it takes a dynamic sales presentation to close the deal. A polished, well-organized presentation is often the difference between winning the e-learning business and going home empty-handed.

One of the final steps in the E-BAP is the demonstration and presentation of the proposed solution. Clients want to see what they are buying and expect the vendor to provide an exciting, informative overview of the e-learning project. Clients also expect to see a prototype or a demonstration of the proposed software.

This part of the E-BAP requires great skill and expertise on the part of the vendor. The vendor firm must not only summarize the essence of its proposal into a short, effective presentation, but it must also address any client concerns, instill confidence in its ability to get the job done, overcome objections, and provide a sense of what the finished, implemented e-learning product will look like. This process of presenting the solution to the client typically involves an electronic slide show with information about your firm's history, similar projects you have undertaken, a timeline for the project, an estimated budget, and assurances of quality. It also involves a demonstration of past projects or a prototype or, in the case of LMS or LCMS, a step-by-step demonstration...