Section 1
Purpose
Following shortlisting, clients frequently invite firms to present in person or virtually. The interview is the final gate before appointment. It tests the team's competence, cultural fit, understanding of the project, and ability to communicate clearly.
Preparation is everything. A polished presentation that is not tailored to the specific project will consistently lose to a simpler, more focused one that demonstrates genuine understanding.
Section 2
Key Principles
- Read the brief: demonstrate that you have understood the client's specific concerns, constraints, and aspirations — not just the technical requirements.
- Introduce the team who will actually do the work. Clients expect to meet the people they will work with, not just senior directors who will not be involved day-to-day.
- Address risk and innovation: show how your firm identifies and manages cost and programme risk on similar projects. This demonstrates competence directly relevant to APC Level 2–3.
- Be concise. Most interview panels are assessing many firms. A clear, confident 20-minute presentation followed by a well-managed Q&A will outperform a lengthy slideshow.
- Know your fee proposal. The Q&A often drills into assumptions, exclusions, and scope — be ready to defend and explain your pricing.
- RICS Rule of Conduct 1 (Integrity) — do not make claims in the presentation that you cannot substantiate or deliver.
Section 3
Practical Application
Step 1
Review the interview brief and note the time allowed, format (in person/virtual), panel composition, and any specific topics to address.
Step 2
Assign roles within the presentation team — who covers: firm introduction, project understanding, technical approach, team, fee, and Q&A lead.
Step 3
Prepare a concise slide deck (typically 10–15 slides): intro, project understanding, methodology, team, programme, fee approach, and close.
Step 4
Practise the presentation aloud as a team at least once. Check timing and ensure transitions between speakers are smooth.
Step 5
Prepare for likely Q&A questions: fee basis, assumptions, past similar projects, risk management approach, capacity, and team continuity.
Step 6
After the interview, send a brief follow-up confirming any information promised, and retain a record of what was presented.
Section 4
Common Mistakes to Avoid
- Presenting a generic deck that is not tailored to the specific project or client sector.
- Having the wrong team members present — clients want to meet the people who will deliver the work.
- Running over time — this signals poor organisation.
- Being unable to clearly articulate or defend the fee proposal in Q&A.
- Making claims about past projects or capabilities that are exaggerated or cannot be evidenced.
Section 5
APC Competency & Quick Reference
This topic is relevant to: Business Development (Level 1–2), Client Care (Level 1–2), Communication and Negotiation (Level 1–2).
How do you prepare for a client interview presentation?
I review the brief thoroughly, identify the client's key concerns, assign team roles, prepare a tailored slide deck, practise as a team, and prepare for likely Q&A topics including fee defence, programme risk, and team continuity.
What is the most important element of a successful interview presentation?
Demonstrating that the team genuinely understands the client's specific project — its challenges, constraints, and objectives — rather than presenting a generic capability statement.
What documentation should be retained after a client interview?
A copy of the presentation deck, any follow-up correspondence, and a note of any commitments made during the Q&A. These form part of the pre-appointment audit trail and may be relevant if scope queries arise later.
Section 6
Pre-Appointment Checklist
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Interview brief reviewed — time, format, panel, and topics noted
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Presentation team confirmed — includes fee-earners who will deliver the project
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Slide deck prepared and tailored to the specific project
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Presentation rehearsed as a team (timing checked)
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Q&A scenarios prepared (fee, assumptions, risk, team continuity)
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Visual aids / printed handouts prepared if appropriate
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Virtual platform tested if interview is online
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Post-interview follow-up sent promptly
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Copy of presentation deck saved to file
Section 7
CPD Learning Outcomes
- Structure and deliver a confident, project-specific interview presentation.
- Assign team roles effectively and manage Q&A professionally.
- Retain appropriate records as part of the pre-appointment audit trail.
Section 8
Further Reading
- RICS Client Care Guidance Note
- RICS Rules of Conduct (Global, October 2021)
- RICS QS Scope of Services 2022
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