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November 4, 2010Presented by

Prof. Linda Krzykowski

Winning with

Executive Presentation Skills

Organizational Communication• Business requirements have changed• Innovation and technology are primary• Frequency and type of meetings• More people involved in decisions

– People are specialists– Generalists have less of a common base

• Amount of data has increased– But is this really information?

• Complexity of info has increased– And more people need to understand it

• Time constraints • Everything is a crisis

Introduction Preparation PowerPoint Present Q and A Next Steps

Presentation Skills: Not About Making You Look Good

• We assume great ideas.• Our goal is to ensure that

our audience hears, understands, and believes our message.

• Leaders strive for commitment, not just compliance.

• When we do that, we “win”.• An essential leadership skill.

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A bullfighter’s guide: Why business people speak like idiots

Brian Fugere, Chelsea Hardaway, & Jon Warshawsky

“After extensive analysis of the economic factors and trends facing our industry, we have concluded that a restructuring is essential to maintaining competitive position. A task force has been assembled to review the issues and opportunities, and they will report back with a work plan for implementing the mission-critical changes necessary to transform our company into a more agile, customer-focused enterprise.”

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Developing Presentations

• Preparing for your talk• The talk

– The Opening– The Body– The Closing

• Presentation techniques– Visual Aids– Do’s and Don’ts– Handling Questions and Answers

• Your questions

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The Three “P’s” of Presentation Skills

• Prepare• Practice• Present

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Presentation Preparation

Introduction Preparation PowerPoint Present Q and A Next Steps

Preparing Your Talk

• Audience Inventory– Who are they?– What do they want?– Must I alter my language, examples, etc.?– How can introductions help me?

“Them” becomes “Us”

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WIIFM?

As Architect Drew it

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As Estimating Bid it

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As Engineering Designed it

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As Shop Fabricated it

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As Field Installed it

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What the Owner Wanted

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Remember...

• It is fatal to believe that your audience is less intelligent than you;

• It is wise to expect them to be less well informed than you.

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What do you want?

Be clear on what you want your audience– To know– To think– To believe– To do

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Subject Vs. Objective• Subject

– What I am going to tell• “What the new technology can do.”

Versus• Objective

– What I want my audience to do, to think, or to believe

• “Convince management to invest more resources in the research and development program for this technology.”

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Preparing Your Talk

• Key points• Know your topic• Know your audience• Know what you want your audience to

do or think• Know your surroundings

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Presentation Structure

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Part I: The Opening

• Purpose– Gain attention of audience

• Establish credibility

– Introduce central thought, purpose or objective

– Make the subject relevant to them by relating to their needs

• “Why do they care?”

– Tell them what you are going to tell them

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Part II: The Body

• Establish a framework that works for you• Should have flow, unity, and logic • Enumerate points to help flow• Focus, focus, focus

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Heart and Head• Supporting your point

– Number people– Story people

• Be careful with statistics– Make numbers and charts meaningful

• Be clear what the payoffs are for the audience

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WIIFM?

Part III: The Closing• Purpose

– Summarizes main points– Closes the loop– Repeats the appeal to audience’s needs

• Drive home the objective

• Must:– Alert audience you are finishing– Restate points - only highlights– FINISH ON TIME – Finish with a flurry– “Close the Sale”

• Ensure understanding, commitment, agreement, next steps, etc.

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Visual Aids

What do I do

now?

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Visual Aids

• If you don’t use them your talk better be:– Short– With stimulating content– Lively style

• And perceived that way by your audience!

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9VoltBattery

250 Ω

5.1 VoltZener Diode

5.1 VoltRegulator

Output

OUT

RESET CTRL

VCC

DIS

THRSH

GND

TRIG

555 Timer

10 kΩ

10 kΩ

10 kΩ555

Timer Output

7493 Counter

VCC

NC

NC

NC

R0(2)

R0(1)

CKB

GND

QC

QB

QD

CKA

NC

QA

10 kΩ

10 kΩ

10 kΩ

VoltageRegulator

Circuit

555 Timer Circuit

7493 Counter Circuit

“PowerPoint has killed the modern day business presentation.”

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PowerPoint:The Good, The Bad, and The Ugly

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Organization OverviewIEEE PositioningStatement

IEEE is the world’s largest professional association advancing innovation and technological excellence for the benefit of humanity. IEEE and its members inspire a global community to innovate for a better tomorrow through its highly cited publications, conferences, technology standards and professional and educational activities. IEEE is the trusted voice for engineering, computing and technology information around the globe.

Too Wordy – use bullet points!

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Means Leadership

• Leadership in technological innovation and providing:– Publication– Conferences– Technology standards– Professional development and

education– Visibility to advance the field

Smart Grid Interoperability Standards Project P2030

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TX RX

• Leadership in technological innovation and providing:– Publication– Conferences– Technology standards– Professional development and

education– Visibility to advance the field

Staff Meeting Report:Staff Meeting Report:

Engineering Dept.Engineering Dept.

Linda KrzykowskiLinda Krzykowski

Does this gain attention or tell us why we should care?

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Linda Krzykowski

Engineering: Engineering: Innovation forInnovation for

New ProductsNew Products

New MarketsNew Markets

New FuturesNew Futures

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Local Scour

Does your PPT have to “stand on its own” after the presentation?

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Can you make it real to the audience? Can you make them “feel”?

Local Face of Scour

I-90 Thruway Bridge Schoharie, NY 1987

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• Measure of kinetic energy of molecules

• Thermometer• Fahrenheit• Celsius• Kelvin

Be careful how you use animation

Sound rarely works

Clip art has been over used

Industry Drivers

Wal*Mart Strategy Analysis

Global Retail

DriversWal*Mart Business

Market Expansion

Consumer Spending

Operating Costs

Public Opinion

Analysis Analysis Analysis Analysis

Recommendations

Questions & Answers

Market Expansion

Driver: Market Expansion

Need to Diversify Revenues

Availability of Acquisition or Partner

Nearly Saturated U.S. Market

Leverage:

Promoting Free Trade

Multi-Format Store Approach

“Acres for America” Program

Joint Ventures

Acquisitions

Consumer Spending

Operating Costs

Public Opinion

Market Expansion

How much do you put on a slide?

• Depends on message• Depends on

presenter’s style• Depends on audience• Watch time on slide• Depends on the slide

take-away

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G3 Partnering OrganizationsG3 Partnering Organizations

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Renewable Energy Resources

Resource Potential

SOLAR ENERGY WIND POWER

GEOTHERMAL BIOMASS

How long will the slide be on screen? When do you need to re-engage the

audience?

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RULES OF THUMB:

6 – 8 bullets per slide

6 – 8 words per bullet

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Product LineThe world demands a reliable supply of clean and dependable power. Fuel choices for conversion to power can vary driven by economics, availability and environmental factors. There is no one technology that can ideally meet the power needs of every situation. To help meet these challenges, GE offers one of the most comprehensive portfolios of products for the energy industry. GE offers technology for oil and gas, fossil, nuclear, solar and wind applications. From increasing the efficiency of traditional energy systems to developing leading-edge renewable energy sources, we are hard at work, seeking innovative ways to produce efficient and reliable power.

Can you categorize to make the point?

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Product Line

Wind Turbines

Solar Power

Capacitors

Gas Turbines

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Questions?

Thank you!Need a conclusion – then you can transition to Q and A

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Looking Forward; Moving Forward

"Change is the law of life. And those who look only to the past or present are certain to miss the future.“ - John F. Kennedy

Through engineering innovation we will:– Develop better products– Develop more markets– Develop enhanced revenue streams– Change our future

Use of repetition

Tran

sition

into

Q an

d A

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PowerPoint:Questions to ask yourself

What is the overarching message?

How can your slides help you deliver that message?

What is the ONE takeaway from this slide?

Can a picture do more than words?

Can this be more memorable?

Can this be of higher impact?

How can your slides help with presentations movement?

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More than just PowerPoint

• Desktop Presentations • Slides• Overheads• Handouts• Flip Charts, Blackboards• Video

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Presentation Delivery

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Remember...

“Talent without technique is merely a bad habit”

Pablo Picasso

Q and AIntroduction Preparation PowerPoint Present Next Steps

Technique Tips• Speak with people

• Not at them • Not down to them

• Feel good about yourself and your topic• Project your enthusiasm to your audience

• Be animated • But be yourself

• Connect with your audience• Eye contact, intonation, volume, • Stories, visual aids, facts• They should be comfortable with you

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Technique Tips• Can work from outlines or cards but-

• Don’t read• Don’t memorize

• Stay away from “I” except-• When you tell a personal story

• Customize to audience needs & wants• Remember: “Why do they care?”

• Be yourself• Accented speakers need

1. A little more volume2. A little less pace3. Excellent eye contact

Develop smooth transitionsBuild a complete “bridge”

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Questions and Answers

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We WANT questions!• Q & A are necessary part of most business

presentations• Allows you to understand and engage the

audience– Listen– Agree - with something– Respond

• Two parts to every answer– Answer question– Tie back to message

• Final restatement of appeal and next step(s)

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Plan & Anticipate

• Plan – For objections and questions– For your success

• Anticipate– What does your audience want?

• What is their agenda?

– What is your objective?

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Which brings us right back to Planning for Presentations.

The Three “P’s” of Presentation Skills

• Prepare• Practice• Present

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Believe that effective communication is an essential leadership skill for your success!

Practice that skill to become successful!

Questions ??

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