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This is part 19 of a 19-part blog series. This is the final blog in the 19-part series and the final part of the subtopic on Presenter Pitfalls. To see the previous blogs, click here.  

In part 1, Reading from a Script covered how scripts can weaken audience connection. In part 2, Consulting Speak highlighted how to avoid weak and vague references. In part 3, we covered Power-Robbing Words. In this blog, we'll wrap up our discussion of common presenter pitfalls by focusing on how certain types of statements can weaken an otherwise strong response.  

Even experienced presenters can fall into the trap of making claims that sound strong on the surface but lack the detail needed to support them. We'll look at how this shows up in presentations and why it can be a problem when trying to clearly demonstrate value to evaluators. 

Unsubstantiated or Over-the-Top Claims 

Anyone who has been in the government proposal writing business long enough knows the hazards of making an unsubstantiated claim. Not only do they sound empty and without merit, but they also lack any technical detail worth noting. Unsubstantiated claims leave nothing for the TEB to use to justify an outstanding grade, and they do not differentiate your team from the rest of the bidders. Here are some examples of unsubstantiated claims that fall flat in grading.  

“The Acme Team provided best practices that transformed the client.” 

More damaging still are over-the-top claims without any detail to back them up. These strong positive statements frequently sound arrogant or even absurd.  

“Our highly effective management team led the project to a full deployment.”   

Following the direction in this section and presenting benefit-driven and/or results-oriented examples usually eliminates issues with unsubstantiated claims.  

Adverbs typically indicate an unsubstantiated or over-the-top claim when used to modify an adjective in the sentence. Here are some overused and overrated words that are rarely worth using.  

Continuously: “Continuously” is part of a group of adverbs that often indicate something that isn’t possible. Whenever it comes up for a human-driven process, I roll my eyes. Maybe, and I stress maybe, a computer may monitor something continuously. However, the amount of investment and attention it takes to have human beings do something continuously is rarely worth it, and there are always gaps in services.  

Highly: “Highly” is used to further increase the impact of what is being asserted.  It doesn’t work in practice as it sounds “over the top”.  Instead, give direct evidence and let the evaluator decide its merit. 

Proven track record: This one almost never has a quantifiable period or method of recording. Using the phrase “track record” hides what you really mean. Instead, say how you would do something and then move into an example of when you did it. Now you have a proven track record because you proved you did something relevant. 

Deep Knowledge: First, you can't measure this against anything concrete, so it automatically comes off as flat and meaningless. Second, what does this mean anyway?  

Risk Free / Zero Risk / No Risk: Not only have you made a very big claim, but there is also a structural problem. No risk means that it is easy and ultimately not challenging.  

Intimately familiar: This doesn't describe anything. It’s an ambiguous expression that borders on the unprofessional, given its personal undertones.  

Unsubstantiated claims don’t just weaken individual statements; they can affect how the entire response is received. When detail is missing, even strong experience becomes harder for evaluators to fully credit. Clear, specific examples help ensure your message is both credible and easy to assess. 

Series End 

This is the final blog in the series. To access earlier blogs, click here. From the first blog’s tips on analyzing the RFP and developing the Rules of Engagement to guidance on creating presenter and static presentations and avoiding common pitfalls, this 19-part series offers valuable tips to help you and your team perform at your best. If you need support strengthening your team’s oral presentations, contact Trident and let our experienced orals coaching team help you turn experience into clear, compelling responses that stand up in evaluation. 

Written by  Jeff Everage  

Jeff is the President and Founder of Trident Proposal Management. As a GovCon Oral Presentation Coach for more than 15 years, Jeff has coached more than 100 teams to success. His insights into oral coaching, gained from the trenches of coaching, are designed to support you and your team in your efforts. As a Navy veteran, Jeff resides in Southern California and provides support to clients worldwide as part of our globally dispersed team.