An oral proposal for large contracts — government and commercial — goes by many names: a pitch, a sales presentation, an interview, or an orals.
Because a lot of money — millions, sometimes billions of dollars — is at stake, an oral proposal is one step — one of the final steps — in a long process. They are typically preceded by several conversations and exchanges of information and, of course, by a formal written proposal.
Your goal, when preparing and presenting an oral proposal is to win the contract.
You do so by showing the customer how your people, processes, tools and technology will provide better value than the competition: how you will give them more of what they want (features and benefits) and less of what they don’t want (costs, delays, risks, etc.)
Preparing a winning oral proposal is a complex process. It involves many players and considerations.