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Tips for Managing a Q&A Session

by Kaye Vivian

Whether following a proposal presentation, in a client meeting, or after a seminar presentation, everyone can use these pointers for managing a Q&A session better.

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Repeat the question to be sure you've heard it correctly
Avoid comments like "That's a good question" or "I'm glad you raised that." (If you say that to one but not others, it implies that the question was not as good.)
Use eye contact, but not just with the one who asked. Include everyone in the answer.
Listen for the question behind the question and answer both.
When asked a difficult question, use a technique called "shifting to the firm". You may not have the expertise or knowledge, but someone in the firm does or you know how to get it from some other source. Every member of the firm is entitled to speak about the firm's collective expertise.
After the final question, repeat your big selling point and call to action. "Well, I guess that's it. Thank you." is not what you want them to walk out remembering.