I guess the easy answer to that question is to have something to speak about that would be of interest to those who would attend the presentation. So, what do you do when you think you have that kind of topic? Here is a sample letter I sent years ago with an explanation of what I was trying to do:

Re:Innovative Contracting and Financing

Dear ___________ :

(First I try to identify a problem, opportunity or change that affects the members of the association)

For the last 50 years or more, by law, contracts for the construction of highways and bridges have been financed by the Federal and State gas tax and awarded to the low bidder. That recently changed dramatically. As you are undoubtedly aware, TEA-21 not only increases the amount of funding available for highway and other transportation construction, but also authorizes innovative contracting techniques and innovative financing.  Contractors accustomed to being awarded contracts based on their low bid will now be required to put together a design and construction team whose proposal will be evaluated based on the “best value.” Large projects may also require a financing component. These innovative contracting and financing techniques have changed how contractors are awarded contracts and will place risks on contractors they have never faced before.

(Second, I want to establish my own credibility to talk about the topic and provide materials to show what I have done)

In March of this year, I gave a presentation to a Federal Highway Administration sponsored symposium on innovative contracting.  My presentation focused on the legal aspects of innovative contracting including: design-build, incentive/disincentive clauses, A+B bidding, warranties, and privatization. I also focused on what contractors need to know to compete in this changed environment. I have enclosed a copy of the handout materials from that presentation to give you and idea of what I covered.

(In this instance, we wanted to be “first to market” and not wait to be asked to speak so I was conducting firm sponsored workshops and wanted the association executive to let his members know)

I discovered that many contractors and DOT officials were interested in learning more of the legal aspects of these innovative contracting techniques and the risks that will be faced.  As a result, Jenkens & Gilchrist, P.C. is presenting two one-day workshops in November of this year.  I am enclosing a brochure outlining the workshops. If you believe the workshops would be of interest to your members, please let them know about it.

(My main objective was to be asked to speak to the association So, I gave the alternative for the association executive to invite me to speak at the association convention)

If you would be interested, I would be happy to discuss with you a presentation at your next convention or annual meeting.  Please give me a call if you are interested in learning more about the workshops or interested in discussing a presentation at your next meeting.

Very truly yours,