SlanginHCSaaS

Enterprise Sales Executive

Personal Narrative

Present first or last?

Howdy savages!

I submitted an RFP to a large HC org and have just found out we are one of two finalists.

We've been asked to make a final presentation to the buying committee; basically a 30-minute elevator pitch on why we should be the vendor of choice, and then an additional 30-minute Q&A.

I'm confident we're optimally positioned to win this account. My question is about when, not what to present.

My champion at this org has given me the choice of timeslot. We can either go first or last.

My first instinct has always been to go first...SET THE TONE. Especially when I know we have better value than our sole competitor. But I'm curious what the WR thinks. Any additional color you can offer in the comments will be helpful!

Present: First or Last?

Attached poll

Go first Go last

*Voting in this poll no longer yields commission.

📬 WR Feedback

19

22 comments

Sort by:

CuriousFox

WR Officer

10

🦊

If you ain't first you're last

SlanginHCSaaS

Executive

6

Enterprise Sales Executive

SHAKE N BAKE

Fenderbaum

Politicker

6

Retired Choirboy🪕

.

Justatitle

Big Shot

1

Account Executive

I came here to make this comment

Revenue_Rambo

Politicker

6

Founder & President

Advantages and disadvantages to both option.
Personally I would go last. They may set the tone, but will be looking at your option through the filter of the first. Going last allows you to easily bubble up comparison questions, address concerns, and overcome possible objections.

You do those things well and they walk away with you fresh on their mind. Conversely if you just show up and throw up and don’t get your alignment, your deal is dead before the call ends.

NoToBANT

Catalyst

5

Senior Account Executive

Second in this case

If you’re doing RFP - then you want to be first

I’d you’re doing presentation - then second

Just make sure you know your competitor inside out - know your methodology, USPS and pricing

medhardwaredr

Politicker

2

Director of Sales NA

I would challenge this advice. Agree with your last sentence however, why not Know your stuff and go first?

NoToBANT

Catalyst

2

Senior Account Executive

I guess it’s because they’ll get a good sense of the competitor and ask specific questions in relation to them

It’ll help you to figure out what’s most important to them

Just my opinion anyway

medhardwaredr

Politicker

2

Director of Sales NA

Good point!

SlanginHCSaaS

Executive

1

Enterprise Sales Executive

In this particular instance, this is one of the reasons I want to go first. I know the competitor, and we fill gaps I know they can't. We will highlight those gaps during our presentation.

jefe

Arsonist

5

🍁

BE THE BENCHMARK

Go first

Kosta_Konfucius

Politicker

4

ERP Sales

Daniel Pink said it’s better to go first if they have made up their mind on a clear order, and last on undecided.

But not sure if this study was for large rfps

medhardwaredr

Politicker

4

Director of Sales NA

Go first always. However make sure you are on point! Good luck you’ll do well! I don’t mind last but that big an oppy set the tone, be unbeatable

bonez

Politicker

3

Account Executive

I've won some going first, I've lost some going first. I've won some going last, I've lost some going last. The best thing you can do is crush the presentation, meet their needs, show them how, and build the everloving fuck out of a relationship and your position is meaningless.

Sunbunny31

Arsonist

3

Sr Sales Executive 🐰

When do you want to go? What is your gut telling you in this case?

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

My company likes to go last. I’m on the fence and I have gotten screwed going last - got my time cut, bias toward a previous presenter, etc.

So I would rather set the bar as high as possible and go first

Filth

Tycoon

2

Live Filthy or Die Clean

I've always felt having the last word is the power position, poker style.

oldcloser

Arsonist

1

💀

Holy crap- I can’t believe this one isn’t unanimously ‘go last.’ I always go last. I offer to go last. I beg to go last. I’ve always been able to use the extra time to figure something about the first-in-line’s org- then I might drop the info live to get a room read. Pretty easy to figure out if the first show and tell was any good.

NoToBANT

Catalyst

1

Senior Account Executive

Forgot to add that the fact the asked where you went to go is definitely a positive thing all by itself - probably means the guy/gal likes you more

SlanginHCSaaS

Executive

0

Enterprise Sales Executive

Yep, this champion identified us as their VOC back in June, but they are a public institution and forced to go to RFP. They wrote the RFP to our spec

SalesPharaoh

Big Shot

1

Senior Account Executive

I honestly think it doesn't matter unless being first means you're helping them scope the deal with you. But if its already scoped by someone else. Its an uphill battle anyways

Armageddon

Opinionated

1

Enterprise Account Executive

Go first and blow em out.

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