First, I believe there are two "camps" in the Government regarding the use of oral presentations in procurements. The one camp may not want to face the bidding contractors for fear of entering into "discussions" with the bidders or being overly influenced by the presentation or presenters. The other camp (most likely already using oral presentations in procurements) does not mind facing the bidders and the key personnel who will be working on the program being bid. The videotaped presentation is a reasonable compromise between these two camps. Second, I believe the Government uses videotaped presentations to save money, especially if the Government evaluation board comprises individuals from many different or remote organizations. The videotaped presentation facilitates less expensive evaluation.

Video Presentation Checklist
  • Oral Presentation Coach
  • Professional Video Production Co.
  • Appropriate Studio Environment
  • Presentation Elements (Presenters, RFP, Visuals, Script, Props)
There are many differences between live and videotaped oral presentations. Videotaped presentations can cost much more to deliver to the Government–assuming a professionally videotaped and produced presentation. Videotaped presentations also are two-dimensional–Imagine watching television…now consider how much producers, directors, and actors must work to hold your interest and attention for an hour with interesting shots, animation, etc. In a videotaped presentation, the presenter must work hard to hold the attention of the audience to facilitate evaluation and selection. Also, in the videotaped presentation, the presenter experiences no feedback. The presenter has no idea how or if the audience is receiving the message. It takes a very confident presenter to deliver a presentation into a camera and imagine an interested audience on the "other end." An added variable not evident in a standard presentation is the presence and control of the videotape production staff. Their constraints and direction can override management decisions as they work to ensure professionally produced videotapes.
 
There are many similarities to the conventional oral presentation. All standard rules and techniques apply. Presenters still need confidence, a decrypted message, and energy to make the presentation succeed. Presenters must use easy to understand and relevant supporting materials. If a team will be presenting, then the team must execute smooth and professional handoffs. Time constraints also remain a concern like those on standard presentations. Videotaping does place an advantage in the bidder’s corner. The team can rehearse and correct mistakes, retake sections of the presentation, and ensure that no vital information is omitted before delivering the tape to the Government.
 
The similarities and differences of the videotaped oral presentation environment pose many challenges to the successful bidder. The key remains effective planning, budgeting, working within the proposal development process, using the right resources, and addressing the Government’s requirements.