Deck 13: Presenting a Proposal

Question 1

The techniques used for the successful presentation of a landscape proposal differ greatly depending upon whether the project is a design-build project or a property management project.

Answer 1

False

Question 2

Initial proposals differ from final proposals.

Answer 2

True

Question 3

The ultimate objective of a final proposal is to convince clients to spend more than they should spend for a project that surpasses their needs.

Answer 3

False

Question 4

The style of the presentation of a project proposal should be in sharp contrast to the size and setting of the place where it is being made.

Question 5

Often in the mind of a client, the person presenting the proposal exemplifies what can be expected of the company at large.

Question 6

The attire of the presenter should leave no doubt about his or her lifestyle, personal values, or individual preferences. It is a way of personalizing the presentation.

Question 7

An important part of a successful presentation is for the presenter to do most of the talking. That way the client learns the most about the proposal.

Question 8

The objectives of the presentation should be stated by the presenter at the outset.

Question 9

Original drawings should never be left with a client.

Question 10

Requests for "time to think it over"
create scheduling problems for the landscape company and possibly for the client as costs can change.

Question 11

What best describes a presentation in which all parties are satisfied with the outcome?

A) disappointing
B) pro-company
C) productive
D) pro-client

Question 12

What describes the first level of proposal presentation?

A) preliminary proposal
B) interim proposal
C) initial proposal
D) sketch proposal

Question 13

The client's acceptance of the proposal and signing of the contract are accomplished following a successful presentation of the final proposal. When is the deposit received?

A) during the initial proposal
B) during the interim proposal
C) during the final proposal
D) the day the project actually begins

Question 14

What diversion technique will some clients use to steer a presenter away from the actual reason they are unwilling to accept the project as proposed?

A) claim that the proposal is too expensive
B) profess an unfamiliarity with certain materials
C) express their dislike of some aspect of it
D) ask for more details

Question 15

What follow-up to changes agreed to during the presentation should be made before a contract is signed?

A) Shake hands and verbally agree on all changes
B) Put changes in writing and all parties initial them
C) Note changes in the margins of the proposal
D) call changes into the office immediately

Question 16

Why would a presenter want to create a sense of urgency for the client to sign the contract?

A) rising costs of materials and/or labor
B) changes in the company administration
C) efficiency of labor use
D) interest in doing the project

Question 17

What should be the measure of an appropriate length of time for presentation of a proposal?

A) The longer it takes, the greater the probability of it being accepted
B) Keep it brief, leaving points of possible contention unaddressed
C) Make it complete and concise
D) Embellish it with personal stories and humor

Question 18

Which type of proposal intends to confirm that the company is still on track with meeting the client's goals and is moving toward a final presentation of how it will accomplish that?

A) initial proposal
B) interim proposal
C) final proposal
D) e-mail messaging

Question 19

How can the value of named references be made most meaningful when a company is presenting its credentials to a client?

A) providing photos of the references' properties
B) listing the most prestigious past clients first
C) providing quotes of satisfaction
D) giving permission to contact the references directly

Question 20

With whom will many clients compare the presenter of a landscape proposal?

A) other landscape professionals
B) television celebrities who portray landscapers
C) their family members
D) other professional service providers

Question 21

In preparation for delivering a presentation before a group, check to be certain that the room can support the ____________________ being used for the presentation.

Question 22

A successful presentation should seek to accomplish predetermined ____________________.

Question 23

Affirmation of what the company understands to be the reason for the project and what they are tentatively recommending is given in the ____________________ proposal.

Question 24

Portfolios of mounted photos showing past projects can be used in presentations to residential clients. Electronic portfolios can also be presented in homes using ____________________.

Question 25

Rather than try to sell the project to the client, the presenter should strive to make the client a ____________________ in the project.

Question 26

Pausing for ____________________ from the client is one way that the presenter confirms the client's understanding of the proposal.

Question 27

At the conclusion of a final proposal presentation and to be certain that all parties are in agreement to every part of the proposal as presented and modified, the presenter should ____________________ all modifications and their costs to the client.

Question 28

In case the client has follow-up questions after the proposal is concluded, he or she should be provided ___________________ by the presenter before departing.

Question 29

Proposals that must be mailed rather than delivered personally must be visually attractive, easily interpreted, and ___________________.

Question 30

A follow-up face-to-face meeting with a client should only be requested when it is truly ____________________ and could not be handled in some other way, such as by telephone or in writing.