Field and Clarify Questions
DOE's Denny Krenz tells of how one team's Q&A performance cost them heavily: "We were reviewing the proposal presentation of a contractor's management team. One member was an arrogant SOB. When our reviewer would pose a question, the guy would challenge it. Our side would ask another question, he'd challenge it. What a turnoff! In our evaluation, he got zero. For God's sake, don't talk down to the board."[4]
Listen to the entire question. A common urge is for the presenter to start answering before the questioner completes the question. Often this results in the wrong question being answered and irritation to the questioner.
Make sure you understand it. Even if you listen to the total question, you may not understand ...
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