Aerospace & U.S. Defense Contractor
Presentation Training that Helped Secure a $180M Contract
Where Performance Meets Procurement in Aerospace and Defense
A major U.S. aerospace and defense contractor had a chance to bid for a six-year, $180 million project with the U.S. Navy. To win it, they’d have to impress enough to beat out a long-term incumbent. The organization recognized that how its team presented would be just as critical as the technical merits of its proposal.
Challenge
The contractor faced an intense competitive environment. Multiple qualified bidders were vying for the same federal defense contract, including a longtime incumbent. The contractor described its chances as “1 in 10”.
The organization had deep technical expertise and a strong proposal. Winning the work would depend on its ability to deliver a cohesive, clear, and confident presentation to the Navy’s decision makers.
Solution
Yes& CommCore crafted a custom presentation training centered on the defense contractor’s proposal. Our partnership included:
- Transforming a dense, multi-volume technical proposal into a succinct, captivating presentation.
- Crafting messages that demonstrated the contractor’s approach to collaboration using its superior technology.
- Six individual coaching sessions with each of the presenters, including on-camera rehearsals.
- Developing and practicing Q&A strategies.
Our work emphasized real-world rehearsal and refinement. We prepared the team for the exact conditions of the proposal presentation.
Results
The contractor successfully won the federal defense contract, valued at $180 million. The presentation played a huge role in the win: The Navy said the quality and consistency of the oral presentation was a major deciding factor.
Improve Your Presentations
Present with power and purpose. Yes& CommCore can help you organize content, design effective visuals, and deliver memorable presentations.
Takeaways
Strong proposals are necessary. But they won’t score a win on their own. How teams present, explain, and defend their ideas directly influences new business outcomes.