JTG has coached nearly 200 short-listed teams of architects, engineers, and contractors for interviews for projects in both the public and private sectors. Our win rate for all the projects JTG has coached is over 50% and the win rate for firms where we coach repeatedly is as high as 70%.
Research Equals Results
To achieve these results, Scott Johnston and Karen Johnston surveyed more than 110 experienced selection panel members in person. Many of these panel members have served on at least 20 panels and represented projects in both the public and private sectors.
We asked them how they evaluate proposals, how they determine the interview format, how they decide what questions to ask in the Q&A, the biggest mistakes teams make, how panels make their final decision, and more.
These panel members rated the factors that influenced their thinking during interviews – such as the significance of relationship skills to technical skills, the involvement of all team members during the interview, the team’s listening skills, and the appropriate use of visuals. Since we asked panel members to assign a rating number, we know which factors are the most and least important when panels make their final decisions.
We use this information to drive the teams we are coaching toward winning strategies and to arm them with confidence.