Architects Roundtable: Shortlist Strategies to Close the Deal

Join AIA Atlanta’s Architects Roundtable, featuring JD Clockadale, an expert sales trainer and presentation coach who helps AEC firms improve their “batting average” in shortlist presentations.

Start the morning with a hot breakfast and a chance to connect with fellow architects and industry friends. Then learn JD’s winning formula for mastering standout storytelling, navigating the Q&A, and closing more deals with prospective clients.

About the presentation

Shortlist presentations can be won or lost during Q&A. It’s not just about answering individual questions. It’s also about how the whole team handles the Q&A interaction. This interaction helps show team vibe, trust, and cohesion.

Q&A is a chance for the audience to:

1. Clarify anything you said or dive deeper into something you said that they thought was interesting or important.
2. Talk about something that they think is more important than what you talked about during your presentation.
3. Participate in the presentation and turn the presentation into an engagement.
4. Showcase your team’s ability to work as a team.

Learning objectives

• Learn how to effectively prepare and rehearse for Q&A.
• Develop the skills to answer questions in a simple way.
• Learn how to incorporate past projects into answers.
• Understand the Do’s and Don’ts that differentiate your team from the others.