Recall first, from memory. Then map the three Riverside buyers, then the meeting scenario, then your presentation and defense plan.
Short answers, from memory.
1. What always leads the proposal, no matter who's in the room, and how long is it?
2. Name the buyer seat most proposals forget, and what that person is evaluating.
3. What's the difference between presenting the proposal and defending it?
Map the Riverside room. For each buyer, write what they're evaluating, the part of the package you lead with for them, and the single hardest question you expect from that seat.
| Buyer | What they're evaluating | What I lead with | Hardest question I expect |
|---|---|---|---|
| Dana Director of Engineering |
|||
| Tom VP of Finance |
|||
| Michael Facilities and Maintenance Lead |
Read it, then write your answer in the lines.
The VP of Operations asks what the system does for labor and throughput. In the same meeting, the Director of Engineering asks about the equipment selection and the controls architecture. You get to answer one first. Write where you start, why, and the one sentence you'd use so the other person knows their question is coming.