Shortlist oral · Design, configuration, implementation, training, deployment, support
Spoken as Alta-montt Advisory. Three voices: Lead, Solution, Delivery. Print this page for the table. Advance the deck with the arrows; the notes panel holds the same text.
01 · 00:00–01:00 · Lead
Open
A fiduciary instrument for a federation.
Say
Thank you for the shortlist. I am [Name], for Alta-montt Advisory. With me: [Solution] who will walk the system, and [Delivery] who will take you from this proof to a federation you can run without us in the room. You asked for design, configuration, implementation, training, deployment, support and maintenance of an Expense Management System. We are not here to re-pitch a product category. We are here because we already walked the script you wrote — and because the full build is a different job from a sixty-minute proof. We will be precise about both.
Do
Stand. No laptop-first. Names and roles on the table. Confirm the clock: 28 minutes of us, then we belong to their questions. If the chair wants the 60-minute POC instead, pivot immediately — do not force the oral.
Do not
Do not open with our history, offices, or a capability catalogue. Do not say 'excited to be here'. Do not pronounce Altamont with a silent T.
02 · 01:00–02:00 · Lead
Open
Three things the committee must leave knowing.
Say
You will leave with three things. First: we did not approximate your evaluation. We configured the prescribed data and we can vary a rule while you watch. Second: we will not pretend the proof of concept is your production design. Your own brief says the opposite — and that is the honest starting point for a federation. Third: who you meet today is who you get. We diagnose, we design for absorption, we embed what must remain.
Do
One breath between the three. Look at procurement on point two — they wrote the disclaimer. Look at finance on point one. Look at the senior programme person on point three.
Do not
Do not number these as 'our agenda'. It is their decision criteria, spoken back.
03 · 02:00–03:30 · Lead
The brief
You did not tender a demo.
Say
The title of this procurement is the job. Design, configuration, implementation, training, deployment, support and maintenance. A sixty-minute proof tests whether we can hold your rules. It does not design the federation. You wrote that into the evaluation pack, and we agree with you. The firms that lose this room are the ones who treat the POC as the product, and the product as the programme.
Do
Leave the seven verbs on screen. Do not rush them. They are the scoring sheet.
Do not
Do not imply we have already 'implemented IPPF EMS'. We configured a prescribed proof.
04 · 03:30–05:30 · Lead
The brief
IPPF is not a corporate travel account.
Say
If we treat this as Concur-for-an-HQ, we will fail you in year two. IPPF is a movement of Member Associations in more than one hundred and fifty countries, with a Secretariat and Regional Offices that must hold one fiduciary standard without pretending every office is London. The EMS has to survive political economy and absorption capacity — not just a happy path from Heathrow to Madrid.
Do
This is the 'we understand you' slide. Slow. No product nouns yet.
Do not
Do not lecture IPPF about its own structure. Do not invent MA process we have not been told.
05 · 05:30–07:30 · Solution
The brief
The leak is not the taxi receipt.
Say
The expensive failure is not OCR. It is paying twice for the same kilometre. It is a lunch that includes wine because the system could not see the line. It is a per diem that does not know she left Heathrow at eighteen hundred. It is a Budget Holder approving on trust because the trail is in three systems. Your script already tests every one of those. That is why we built the script rather than a brochure.
Do
Hand to Solution here. They own the leak language and the live walk that follows.
Do not
Do not invent a savings figure. Do not smile when you say 'wine'.
06 · 07:30–08:30 · Solution
The proof
We did not approximate the evaluation.
Say
Maria Fernandez, EMP001, Programme Officer, London Office. Workshop in Madrid, ninth to the twelfth of July. Departure eighteen hundred on the eighth. Spanish receipts. Euro to sterling. Alcohol out. Hosted dinner declared, not reimbursed. Per diem one hundred and ninety-five euro after timing and meal deductions. Victoria Green returns it for the missing boarding pass, then approves. James Wilson matches the Global Travel Services invoice, flags the forty-two euro duplicate, writes the review. The Barclays feed allocates to the same Trip ID. That is not a storyboard. That is the system in the next tab.
Do
Cite their IDs, not ours. If they want the film, play The Walk (2:03) from here — only if the chair has given you the time.
Do not
Do not say 'AI' as the headline. OCR is a means. Policy is the point.
07 · 08:30–11:30 · Solution
The proof
Employee travel, end to end.
Say
I will not spend your twenty minutes twice. I will show the artefacts your pack requires, then I will stop. Watch three things: the Trip ID is the spine. Policy fires before submit, not after audit. The Budget Holder has budget, documents and the violation on one page — she is not a rubber stamp. If you want the mobile capture, we have the phone path. If you want me to change the alcohol rule or the departure cut-off, say so and I will do it in configuration, not in code.
Do
Fast-forward Scenario 1 before the meeting so the approved report is warm. Keep a clean reset in your pocket. Click live. Do not narrate every field.
Do not
Do not apologise for the POC looking like a POC. Do not wander into a feature tour.
08 · 11:30–14:00 · Solution
The proof
The invoice that must not pay twice.
Say
This is where federations bleed. The employee already claimed the taxi. The travel-service invoice claims it again. A system that cannot see both is not an expense system. James selects Global Travel Services from the vendor master you prescribed. The engine matches Trip IDs, marks unmatched, and holds the forty-two euro line as a potential duplicate. He does not re-key. He writes a review, Maria clarifies, the line revalidates. That is governance, not a spreadsheet reconciliation after month-end.
Do
Have the GTS invoice ready. If IPPF hands you a different invoice in the room, use theirs — the brief says they may. Stay calm.
Do not
Do not claim we have already integrated every regional TSP. The master is configured. The integration is a delivery workstream.
09 · 14:00–16:00 · Solution
The proof
The card statement has to close.
Say
Unlike the first two scenarios, you asked us to show the standard of the product, not a cast of named characters. That is the right test. A card feed that cannot allocate to the same Trip ID as the travel report will create a third version of the truth. We bring the Barclays lines in, we put the NH Wi-Fi on TRP-2026-0001, we hold what cannot yet allocate, and we close. Workflow, notifications and audit are configuration.
Do
Show one allocated line and one exception. Then stop. Offer to change a reconciliation rule if they bite.
Do not
Do not promise a live Barclays ISO feed in the POC. Promise the design and the first integration in the implementation plan.
10 · 16:00–18:00 · Solution
The proof
Change a rule. Watch the system move.
Say
Your pack is explicit. The Evaluation Committee may ask us to modify a rule, a workflow or a transaction, to test whether this is a configured system or a rehearsed film. Please do. I would start with the departure hour or the duplicate tolerance — those are the rules that actually change between Secretariat and a Regional Office. If it takes a sprint to change a per diem, you should not award us the work.
Do
This is the kill-shot. Invite the change. Do it live. Narrate what you are not hard-coding.
Do not
Do not refuse a reasonable variation. If they ask for something outside the POC, say: 'That is a production design question — here is how we would take it in requirements week one.'
11 · 18:00–18:30 · Delivery
The full build
The full build is not a better demo.
Say
I will take the next few minutes on how we actually deliver. The proof shows capability. The programme has to survive your politics, your calendars and your absorption.
Do
Stand a little. Reset the room. This is Delivery’s chapter.
Do not
Do not show a forty-line Gantt.
12 · 18:30–21:30 · Delivery
The full build
Methods that survive the institution.
Say
We do not throw software over a wall. We diagnose the decision you are actually taking — not 'buy an EMS', but 'can a Budget Holder in London and a finance officer in a Regional Office defend the same number to a donor'. We design for how you absorb change: Secretariat can take more configuration; a smaller office cannot take a twelve-week training. We embed owners, not a dependency. Tools, standards and the evidence trail stay with you after close-out. That is residual capacity. That is the reason institutions keep us, and the reason they can let us go.
Do
This is brand, but it must sound operational. Name their roles, not our slogan, first.
Do not
Do not say 'transformation'. Do not promise we will still be embedded forever — the point is they do not need us forever.
13 · 21:30–24:30 · Delivery
The full build
Four movements after award.
Say
Movement one is humility. Your pack says the POC data may not be the final process. We treat that as a design constraint, not a footnote. We sit with Global Finance, with a Budget Holder, and with at least one Regional Office that will feel the change. Movement two is the spine — if Trip ID, policy and budget are wrong, nothing downstream is honest. Movement three is the integrations that stop dual payment and unclosed statements. Movement four is training and owners. We deploy at the rate you can absorb, not at the rate a vendor wants to invoice.
Do
If they ask for months, give ranges only if you have a real plan in the proposal. Otherwise: 'We will lock the plan in mobilisation against your constraints — I will not invent a date to win a nod.'
Do not
Do not put a fake '12-week implementation' on the slide. Federations punish that later.
14 · 24:30–26:30 · Lead
The full build
The people in this room stay.
Say
I want to be blunt about a failure mode you have seen. A polished oral. A different team on Monday. We do not do that. The person who tells you the rule can change in configuration is the person who is still there when a Regional Office asks for a variation in month six. We are one practice. Advisory, education systems, and AI and digital sit under one quality bar. We have done this kind of institutional work more than nine hundred and fifty times, in more than one hundred and fifty countries. That is not a reason to relax. It is a reason we know where federations break.
Do
Introduce each person with the role they will play after award. If a key person is not in the room, say so and say when the committee will meet them.
Do not
Do not inflate 950 into 'we have implemented IPPF before' unless that is true. Do not name other INGO clients unless cleared.
15 · 26:30–28:30 · Lead
Close
Choose the counterpart who is still there when the system is yours.
Say
You can buy a travel product and spend a year teaching it IPPF. Or you can take a counterpart who already walked your script, who designs for a federation, and who expects to be judged on the month we are gone. We are not the loudest vendor in a category. We are the firm that stays after the invoice. That is why institutions let us into fiduciary systems.
Do
Quiet. No comparative grid that names competitors. Let them do that math.
Do not
Do not trash SAP Concur, Coupa, or a regional SI. Do not say 'we are cheaper'.
16 · 28:30–30:00 · Lead
Close
The first ninety days are a joint act.
Say
If you award, we will not disappear into a discovery that re-litigates the last six months. We will reopen the proof as a set of hypotheses, sit with finance and one Regional Office, and lock what must be true for Trip ID, policy and budget. We need a product owner, a pathfinder office, and a forum that can decide. We will bring the spine and the people in this room.
Do
This slide makes you look like a partner, not a supplicant. It also tests whether they are ready.
Do not
Do not make the award sound contingent on a perfect IPPF team. Be adult: programmes slip when this is missing — we will still start.
17 · 30:00–31:00 · Lead
Close
Methods that survive the institution.
Say
You wrote a sixty-minute script because you have been disappointed by slides. We absorbed it. We built the walk. We will not confuse that walk with the work of putting a fiduciary instrument under a federation. We would like to do that work with you. We are ready for your questions.
Do
Stop talking. The first silence is theirs. Water. Eyes up. Let Delivery take the first technical question, Lead take commercial and political.
Do not
Do not add 'just one more thing'. Do not reopen the demo unless they ask.