Every business needs objectives that get results. For presenters, defining these goals is a crucial matter for engaging the audience. They invest time and money to review your proposals and predict, at least to a certain extent, the ROIs.
Keeping your objectives measurable can make your pitches more credible.
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There are five elements that determine how successful you are in presenting a solid proposal. The SMART acronym has the following criteria for a pitch’s feasibility:
Specific
Intechnic.com defines ‘Specific’ as setting a precise target. Things like obtaining at least 500 new enrollees by the end of the year for an insurance premium or reducing employee turnover by 30% at the end of the quarter make compelling proposals.
As opposed to proposing objectives like using an advertising campaign to increase customer awareness or implementing an incentive system for employees, specific proposals can raise several feasibility-related questions from the client. It outlines exactly what you want to offer.
Measurable
Establish how you’ll track your project’s progress. Instead of giving a vague estimate of your client’s potential earnings, use a graph to measure how many customers or profits they can get.
Don’t make your slides text-heavy by enumerating the step-by-step process. Instead, opt for a flowchart to give a visual map that’s easier to follow.
Achievable
Your proposal must answer this question: “Can it be done?”
Solidify your first two elements. Then, list the supporting factors, statistics or current problems to give supporting information for your idea. Present these in a comprehensive bullet-point list.
More questions to answer include:
- What are the problems in the current industry that I want to solve?
- Based on my information, can my client’s business support my proposed action?
- What will it cost to have my plan put in motion?
Failing to answer any of these makes your PowerPoint presentation fall apart. Chances are, you could propose things like an ad campaign and expect every customer in that product category to immediately buy your product and reach your target profits within a few days. These types of goals lack the research put into being specific and measurable. They also have impossibly high expectations.
Relevant
Why does the client need this solution now and how does it tie in with its overall business strategy?
Consider if the solution or idea that you’ll propose is in line with the client’s corporate values. Suggesting a reduction in manpower and laying off experienced employees may not work if the client stands for providing excellent quality in its services. Proposing a more efficient management process might be the better option.
Time-Scaled
You’ve set the goal. Now, establish how long it will take. Clients want proposals to be measurable. Outline what will take place during that time to flesh out what to expect during your proposal’s implementation.
You can give a proposal for a program to manage a company’s finances, but if you fail to give a proper timeline on how long it would take to make that system compatible with the client’s business, the client will just reject your pitch. This is why it’s advisable to graph out a list of things that will happen from start to finish in order to properly present your plans.
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Measurable objectives are an important part of any business. Using these five elements allow for better presentation planning. Ultimately, what you get out of using these criteria is the ability to present your pitch in a language similar to that of your client’s.
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References
“The Art of Graphs and Charts.” SlideGenius, Inc. April 21, 2014. Accessed May 12, 2015.
“SMART Objectives.” Learn Marketing. Accessed May 12, 2015.
“How to Set SMART Website Goals to Reach Business Objectives.” The Intechnically Savvy Blog. Accessed May 12, 2015.
