27 “We won it in the Q&A.” You can score big with a selection committee during the question and answer period and be awarded a project. You can also go down in flames when one team member appears arrogant, demonstrates how little s/he knows about the client’s project, or has lousy chemistry with the rest of the team. So, yes, we rehearse and rehearse and rehearse a presentation only to mess it up in the Q&A. Remember to rehearse the Q&A, and be mindful that: • People ask questions to which they already have the answers. It is a test. The challenge is not just answering the question intelligently but also providing the answer the questioner wants to hear. That means doing some homework about the project and the committee members. • EXAMPLE: Is there enough money in the budget? Actually, probably not, or they wouldn’t be asking the question, but what are they really asking? Do they just want you to say yes, so they can hold you to it? Do they think you might want to “design the Taj Majal” and you don’t understand their need to be frugal? Or do they know there isn’t enough money in the budget and want to get validation in front of colleagues? The best answer is specific, “The Utah average cost for this building type is $____. Your budget is $_____. That makes it tight, and we will have to set priorities (or we will have to be creative).” • Try not to over-answer questions. Start with a brief, clear and direct response. After that, you can explain yourself but get to the point, don’t show off. Sometimes the answer is yes or no. Say that first. This does mean you have to have thought of an answer in advance. Try not to think and talk at the same time. • EXAMPLE: What is the biggest risk in this project? Again, what does the person asking the question think is the biggest risk in the project? Is it budget, schedule, or lack of communication? It is typically one of those three things, or items such as bad soils or a shortage of labor or a huge steering committee, that will impact the budget, schedule, or communication. Have a plan you can explain how to mitigate that risk in one sentence. • Assign questions to be answered by one person! Then let that person answer the question, don’t pile on. The exception is if you are sure that the person answering the question misunderstood it. Then redirect the question back to the selection committee member: “Mr. Client, did you want to know if the budget is realistic, or how we will keep within the budget?” Once the question has been clarified, let the guy assigned to answer the question actually answer the question. • Stay on point. It is easy to go down dirt roads when you start talking about complex subjects or about which you know a lot. Answer the question; don’t school the client. • Even if the question seems stupid, respect it with an intelligent answer. If you want a selection committee member to vote for you, best not to embarrass them in front of their colleagues. There is no foolproof way to be prepared for every question that a prospective client can throw at you. Still, you need to be prepared with a short answer to every question you can imagine. The Q&A period is when you can show real enthusiasm for a project and demonstrate your creativity, ability to listen, and compatibility with your team. The Q&A period is your opportunity to prove you can be trusted with their money, job, business, and dream. Be direct, sincere, honest, and disciplined, disciplined, disciplined, disciplined. b There is no foolproof way to be prepared for every question that a prospective client can throw at you. Still, you need to be prepared with a short answer to every question you can imagine.
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