How to Prep for Orals and Shortlist Interviews: Strategies to Win Over the Selection Panel

Oral presentations (aka “orals” and shortlist interviews) are a crucial step in the selection process for government contracts and high-stakes proposals. They give decision-makers the chance to evaluate not just your ideas but your team’s expertise, confidence, collaboration, and ability to deliver results. Unlike written proposals, orals are your opportunity to bring your solutions to life, showcase your people, and answer key questions in real time.

Why do they matter? Because winning in this format often comes down to preparation. The firms that succeed aren’t necessarily the biggest or the flashiest – they’re the ones who walk into the room (or virtual meeting) with a clear strategy, sharp messaging, and a plan to connect with the audience.

Whether you’re presenting to win a contract or make it to the next round, being prepared can make all the difference. Here’s how to do it right and leave a lasting impression.

1. Do Your Homework

Start by researching your audience. Who will be in the room? What do they care about? Review their LinkedIn profiles, company news, and recent reports to uncover insights that resonate. Build connections by addressing their specific priorities, challenges, and goals.

Pro Tip: Highlight any recent accomplishments that demonstrate alignment with their values and vision.

2. Outline Your Presentation

Always start by creating an outline or a run of show before opening PowerPoint and building slides. This keeps you focused on the flow, messaging, and content rather than getting lost in cluttered slides too early. Having a clear structure ensures your message is cohesive and impactful.

Most government RFPs will provide a required structure for orals. Always, and I mean always, follow it to the letter. You’ve come too far to get disqualified now.

Also, remember that you don’t need to regurgitate your proposal. The client has already reviewed it and deemed you qualified. Instead, focus on showing how you’ll make their lives easier, minimize risks, and deliver value. The goal is to make your team the obvious choice, not just the compliant one.

If the government doesn’t give you a specific format to follow, here’s one that might work:

• Introductions – Who you are and why you’re here (3 minutes).

• Project Goals and Objectives – What success looks like (5 minutes) and how you’ll help the client.

• Discriminators and Approach – What makes your team different and how you’ll deliver results (10 minutes).

• Why Our Team? – Showcase relevant experience and expertise (2 minutes).

• Q&A Session – Prepare for 15 minutes of discussion and engagement.

Pro Tip: Keep slides clean, simple, and visual. Think one idea per slide. People process visuals 60,000 times faster than text, so leverage graphics, infographics, and even videos where appropriate.

3. Tell a Story; Don’t Just Share Facts

Facts inform, but stories persuade. Use case studies, real-world examples, and personal anecdotes to bring your approach to life. Show – not just tell – how you’ve solved similar challenges and delivered measurable results.

Pro Tip: Remember, it’s not about you. You don’t need to give a soliloquy on you company’s 50-year history (unless the RFP requests it!). Spend each valuable moment talking about the client and their project, objectives, goals, and challenges… and then how you can help them!

4. Practice Makes Perfect

Rehearse, rehearse, rehearse. A lot of people think, “I’ve presented before, so I don’t need to practice,” but this mindset can sink your presentation. You’ll likely have team members presenting for the first time, and it’s critical to ensure everyone looks polished, prepared, and cohesive. If your actual orals presentation is the first time your group runs through it together, it’s going to be pretty rough.

Schedule multiple practice runs and refine timing, transitions, and delivery. Treat it like a performance: smooth, coordinated, and impactful.

5. Prepare for Q+A

Believe it or not, this is often where teams can win (or lose) the deal. This is your opportunity to demonstrate expertise, adaptability, and confidence in addressing the client’s most pressing concerns.

Anticipate questions and practice answers until they feel natural. Hold mock Q+A sessions to address tough questions before they come up. Focus on turning potentially difficult questions into opportunities to emphasize your strengths.

Pro Tip: Prepare answers that are:

• Project-focused. Stick to how you’ll solve their problems, not just rehashing your qualifications.

• Concise and clear. Avoid rambling. Keep responses direct while providing enough supporting information.

• Flexible. If you don’t know the answer, demonstrate a process for finding it instead of guessing.

Sample Questions to Prepare For:

• What’s your biggest challenge on this project?

• How does your approach minimize risks?

• Why should we choose your team over the competition?

Also, brainstorm questions to ask the client. Showing curiosity and engagement can help build rapport. For example:

• What does success look like for this project?

• What challenges do you foresee, and how can we help address them?

6. Nail the Details

First impressions matter. Pay attention to the small things:

• Dress professionally but comfortably – nothing distracting.

• Test your tech setup (10 times!) if presenting virtually.

• Use branded visuals and virtual backgrounds to reinforce your company identity.

Pro Tip: Bring backup materials (hard copies, notes, and examples) just in case of technical difficulties. Being over-prepared shows professionalism and keeps you confident under pressure.

7. Follow Up and Promote Your Win

The work doesn’t end when the presentation does. Send follow-ups to thank the panel, address any lingering questions, and reinforce key messages.  

If you win, celebrate loudly. Share the news on your website, LinkedIn, and all marketing channels (while maintaining the client’s confidentiality clauses, if appropriate). If you lose, debrief internally and with the client to learn and improve for next time.

Final Thoughts

Winning an orals or shortlist interview requires more than just showing up and winging it. A great orals presentation demands preparation, strategy, and polish. From knowing your audience to telling compelling stories and rehearsing answers, every step matters. With the right approach, you’ll own the room.

If you’re looking for expert guidance to refine your strategy, consider hiring an orals coach. A coach can help your team deliver a cohesive, polished presentation that resonates with decision-makers. Ready to take your orals prep to the next level? Contact us today to learn more!