CBA Presentations Dale Cyphert, Ph.D. University of Northern Iowa

CBA Presentations

Dale Cyphert, Ph.D.University of Northern Iowa

Topics

Business Expectations

Action Issues

Professional Delivery

After the Presentation . . .

Topics

Business Expectations

Action Issues

Professional Delivery

After the Presentation . . .

the big differences

Purpose is management decision-making

or action.

Content must be understood within an

organizational context.

Presentation is of information for which

you are professionally responsible.

message structure

introduction to contextualize content What are you saying? Why are you saying it? What am I supposed to do with this

information? organization to guide toward action

Preview and transitions specify structure. Aids outline, demonstrate or visualize points.

Topics

Business Expectations

Action Issues

Professional Delivery

After the Presentation . . .

1. Is there a PROBLEM?

Is it big enough to bother with?

Who is being hurt by this problem?

Is the problem temporary? new? old?

Suppose we agree there is a problem…...2. Is the problem CAUSED by the thing we’re

thinking about changing?

Do we know there is a cause-effect relationship?

Are there other possible causes of the problem?

Could other solutions solve the problem?

Okay, that’s the cause of the problem, but…..3. Will this solution WORK to solve it?

How do we know this will really work?

Has it ever been done before?

Are there problems that will occur when we

try to implement the solution?

And, even if it does work,

4. What will it COST?

What is the price of implementation in dollars?

What other costs are there in time, energy, fairness, lifestyle, personal relationships……

Who has the money to pay for it?

Where will that money come from? What won’t get purchased instead?

Topics

Business Expectations

Action Issues

Professional Delivery

After the Presentation . . .

professionalism

business focus

dynamic, confident presentation

visually eloquent

solution-focused discussion

message delivery

action oriented energetic, enthusiastic,

dynamictools: smile, motion, color,

sound

sensitive to hierarchy Conversational: polite and

assertivetools: proximity,

interaction, eye contact, simplicity, posture

rational objective, unemotional,

assertive, competent

tools: directness, clarity, volume

sales oriented sincere, solicitous, positive

tools: smile, stance

Eloquence in an

Electronic Age

story telling

self-disclosure

visuality

visual images

graphic concepts

controlled flow

visual images

graphic concepts

controlled flow

2000 Annual Stockholders Meeting

Connection

Welcome, John & Nani Lyles

Welcome, John & Nani Lyles

Welcome, John & Nani Lyles

visual images

graphic concepts

controlled flow

Creating a Visual Aid

1. Identify your point

2. Select a clarifying display

3. Label the display clearly

4. Add color, art for emphasis

Regional Earnings

1st Qtr 2nd Qtr 3rd Qtr 4th QtrEast 20.4 27.4 90 20.4West 30.6 38.6 34.6 31.6North 45.9 46.9 45 43.9

Operating Earnings, reported in $$ thousands

Gee, what a cool graph…..

1stQtr

2ndQtr

3rdQtr

4thQtr

East

West

North

0

50

100

1stQtr

2ndQtr

3rdQtr

4thQtr

East

West

North 50-100

0-50

Fourth Quarter Restores Relationship

0

20

40

60

80

100

1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

Quarterly sales in K$

Eastern Region

Western Region

Northern Region

Fourth Quarter Restores Relationship

0 20 40 60 80 100

1st Qtr

2nd Qtr

3rd Qtr

4th Qtr

Quarterly sales in K$

Northern Region

Western Region

Eastern Region

East’s Fourth Quarter Earnings Least Important

13%

17%

57%

13%

1st Qtr2nd Qtr3rd Qtr4th Qtr

East Owns Third Quarter

0102030405060708090

100

1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

Sa

les

in

K$

EastWestNorth

East Drives Third Quarter

0

20

40

60

80

100

120

140

160

180

1st Qtr 2nd Qtr 3rd Qtr 4th Qtr

sa

les

in

K$

NorthWestEast

General Fund

Overall Operating Expenditure Increase of $805,000 Dividend Program Projects $345,500 City Hall Roof Improvements $200,000 Police Administration CIP Transfers $202,000 Police Communications $57,000

General Fund Operating

Expenditures Increase

$345,000 Dividend program projects

$200,000 City Hall roof improvements

$202,000 Police administration transfer

$57,000 Police Communications

$805,000

visual images

graphic concepts

controlled flow

Expand Lower Cost Electronic Channels

Bill payment costs of alternate channels vs. in-branch:

ATM -40%

Telephone -60%

PC -60%

Internet -80%

We can reduce costs

ATM

40% Lower

Telephone

60% Lower

PC

60% Lower

Internet

80% Lower

19991999 20092009

Construction StartsConstruction Starts Project CompletionProject Completion

Represents 7 ProjectsRepresents 7 Projects

Self-FundedSelf-Funded

Internet

Data

Voice

Internet

Data

Voice

CustomerPremise

How it Was – TraditionalVoice services = Dedicated T1Data services = Separate line

Router

PBX

High connectivity expense

Under-utilization of network and systems

Customer responsibilityto manage and maintain system

Topics

Business Expectations

Action Issues

Professional Delivery

After the Presentation . . .

Preparing Answers

What are the areas of decision?

What are the areas of disagreement?

What evidence is lacking?

What analysis is shaky?

What conclusions can be contested?

Control the Questioning

Offer the first question yourself. Clarify questions in your favor. Kill questioners with politeness. Keep answers focused on your goal. Refer the question to others. Decline to answer a question. Involve the whole audience. Summarize point of questions.

Focus on the Big Picture

Im p lem en ta tion C os ts

S o lu tion s

C au se

P rob lem