Www.GeorgiaCenterforChildAdvocacy.org Delivering a Powerful Presentation Pitch Establishing enduring partnerships in child sexual abuse prevention Susan

www.GeorgiaCenterforChildAdvocacy.org

Delivering a Powerful Presentation Pitch

Establishing enduring partnerships in child sexual abuse

preventionSusan Duralde [email protected] 678.596.7525


Learning Objectives

• Identify powerful communication techniques and common pitfalls.

• Use your passion and tools to initiate, develop and leverage mutually beneficial relationships

• Plan and manage productive conversations with clients

• Identify and direct support resources


Powerful Pitches

• Delivery – Do’s and Don’ts

• Content – Context and Mechanics


Delivery

4


Delivery*

• Connection – not about you; a conversation• Eyes, face, body, voice* • Nerves – Breathing exercises

– Speed– White space, wisdom– Pitch, musicality, rhythm, killer cadence– Gesture

• Smiles – multiple types• Eye contact: full point connection, lighting

people up


Content

6


Content

• Mindset

• The Big Picture, the Process

• Managing the Activities

• Executing the Process


Mindset

• Nerves are natural. You are not alone. • You are not a bother. You are the only thing

standing between the executive and the front page. Be politely persistent.

• It’s not “no.” It’s: “not now.” Keep the conversation going.

• Every person, every organization is different, but not that different.

• There is a cavalry supporting you.• Think big picture: relationship, not training.


Value Proposition

• Single point of contact

–Education–Best practice policies and procedures–Intervention support

Help you do the right thing &

Keep you out of trouble

9


Relationship Lifecycle

Re

lati

on

shi

pM

an

ag

em

en

t

Exe

cut eEducate

Leadership Team

Educate Staff, Audit

Policies and

Procedures

Educate Parent

Community,Assist in reporting

issues

Be referred to other

orgs,Conduct annual review

activities, Refresh

education

Annual Review


The Targets

• Start where you have relationships, close to home• Examples:

– YMCA– Preschools, church based and for-profit– Schools, PTA– Churches, Clubs– Summer camp organizations– Sports leagues– Organizations providing music, dance, art lessons,

etc.– Neighborhood organizations


Managing Your Activity

Target Key contactHistory w

GCCA 2012 Objectives 2012 Scheduled 2012 Complete

Woodward Academy staff in 2007new staff, parents, summer camp volunteers Staff refresh

Northside Methodist Zilia Glick Director [email protected] Jean Trammell JeanT@ 'assist dir Leslie Rose Prog Dir leslieR 404.351.1107 Catholics Tatiana Matthews Speech

Ptree Presvic pense? Katrina DeCosta- La Amistad, Marnie Crumbler

one training 2007, directors of programs

preschool, sports youth ministry, volunteers

Jane Montgomery Dir [email protected] asst dir clara hackney chackney@, Patty Randall, Dir of ed practices prandall@ 404.842.5809

Trinity has started Sara Morgan Bohman, counselor Girls school Marisa Shubert staff in 2008 refresh staff,parents Suzuki School Synogogue AA


Content

• Mindset

• The Big Picture, the Process

• Managing the Activities

• Executing the Process


Initiating Contact

• Interest

• Urgency

• Investment

• Action


Conversation with a Purpose: The Structure

• Kickoff: Tone and Expectations– Personal Introduction – Context & Business Purpose – Benefits Statement (why it is important to them)

• Question for, or review of Needs, Current Activities, Concerns, Issues, Progress or Objections

• Explore Solutions, Possible Next Steps

• Agree on an Action Plan


Telephone intro: Who are you?• I am Susan Duralde, a volunteer with the

Georgia Center for Child Advocacy, committed to preventing child sexual abuse.

• The GCCA is the organization managing cases of suspected abuse in DeKalb and Fulton Counties as well as supporting the state in prevention efforts. We coordinate the teamwork of the District Attorney, police officers, DFACS case workers, psychologists, social workers, medical professionals and family members involved when abuse is suspected.


Why should I care?

• For you, this means we can be a great resource and powerful partner. We can be a single point of contact for you and your staff when you suspect abuse, helping you efficiently navigate the different reporting requirements and players who may need information from you.

• I would like to set a time to discuss how we can support your good work.


Before you hang up!

• Day, time, place

• Agree on who will be in the meeting

• Exchange of cell phone numbers in case of last minute problems

• Get their email address for confirmation and recap of meeting purpose


After you hang up –Manage your activities

Send email confirmation, copy TiffanyBook appointment in your calendarUpdate your Relationship Management

toolSecure any support resourcesPrepare materials to take with youSchedule confirming contact for day prior


Examples

• Score – Peachtree Presbyterian Preschool

• Gate Keeper – St Philips Preschool

• Handoff – Carl Sanders YMCA

Hint: When you start at the top of an organization, expect to be handed-off at some point. After the handoff, copy the

Director on all communication with subordinates. Periodically, summarize

activities for Director.


Sample email confirmation

Subject: Meeting to discuss resources to prevent child sexual abuse within the Cathedral Preschool community

From: susan duralde <[email protected]>

Date: February 16, 2012 11:19:01 AM EST

To: [email protected]

Cc: Tiffany Sawyer [email protected]

Dear Cherry,

Thank you for your call back this morning. I am looking forward to meeting with you on Friday, February 24 at 11:30.

The Georgia Center for Child Advocacy is your support organization for suspected cases of child sexual abuse in Fulton and Dekalb counties. We have a number of programs that can help the staff and parent community at The Cathedral Preschool prevent, intervene, and responsibly report cases of child sexual abuse.

I look forward to discussing how we can support you and your good work at St. Philips.


Sample summary for DirectorDear Dr. Freer,

Per our conversation on March 22, I have:

•Contacted Mr. Saxby, Ms. Egan and Mr. Conner to set meetings to discuss auditing best practices, who on support staff should attend training and whether or not to include summer volunteers in training before June, respectively. •Cleared my calendar to facilitate training August 7-9 for staff hired after August 2007

The action items I have open for you are:

•Contacting Missy Dougan at Boys & Girls clubs - I will do this when I receive a green light from you. The immediate objective is to discuss training Jesse Draper staff and volunteers. The long term objective is to train staff, volunteers and parents at all locations.•Finalizing training times, locations and logistics for Aug 7-9. I will need direction from you. Clearly, input from Ms. Egan could impact your decisions here. I will keep you abreast of my discussion with her.

22


The First Meeting


Contact to Action

• Interest

• Urgency

• Investment

• Action








Meeting intro: Who are you?• As we discussed, I am Susan Duralde, a

volunteer with the Georgia Center for Child Advocacy, committed to preventing child sexual abuse.

• The GCCA is the organization managing cases of suspected abuse in DeKalb and Fulton Counties as well as supporting the state in prevention efforts. We coordinate the teamwork of the District Attorney, police officers, DFACS case workers, psychologists, social workers, medical professionals and family members involved when abuse is suspected.


Why should I care?

• For you, this means we can be a great resource and powerful partner. We can be a single point of contact for you and your staff when you suspect abuse, helping you efficiently navigate the different reporting requirements and players who may need information from you.


Why Should I Care?

• In addition, we train your staff and even your parent community on precisely how to recognize and intervene responsibly -specific Dos and Don’ts - when abuse is suspected. Our education is approved for CEU.


Full Service Partner

• Finally, we can audit your hiring practices, and, reporting policies and procedures to ensure you have best practices in place. We help you create a pedophile unfriendly environment and protect your staff from even the appearance of behaving in a suspect manner. We are happy to work with your HR and/or Risk Management group on this. Completing this will certify you a A Partner in Prevention, something which may distinguish you from similar organizations. .


Set objective

• Today, I’d like to discuss your needs and concerns so we can tailor a plan to support your good work.


Initiating Contact

Interest

• Urgency

• Investment

• Action


How People Make Decisions and Communicate*

RelationshipManagemen

t

Execute

Their ideas come to life

Speed, Standing Out,

Growth, Money

Trust, Empathy,Relationships

Avoiding Risk, Knowing steps: How to do it right

7%

18%

25%

55%

What

Where

Who

How


Meeting Kick-off• I am Susan Duralde, a volunteer with the Georgia

Center for Child Advocacy, committed to preventing child sexual abuse.

• The GCCA is the organization that manages cases of suspected abuse in DeKalb and Fulton Counties as well as supports the rest ofGeorgia in prevention and intervention efforts. The GCCA coordinates and supports the efforts of the District Attorney, police officers, DFACS case workers, psychologists, social workers, medical professionals and family members involved when abuse is suspected.


• For you, this means the GCCA can be a great resource and powerful partner. We can be a single point of contact for you and your staff when you suspect abuse, helping you efficiently navigate the different reporting requirements and players who may need information from you.

• In addition, we train your staff and even your parent community on precisely how to recognize and intervene responsibly (specific Dos and Don’ts) when abuse is suspected. Our education is approved for CEU.


• Finally, we can audit your hiring practices, and, reporting policies and procedures to ensure you have best practices in place. We help you create a pedophile unfriendly environment and protect your staff from even the appearance of behaving in a suspect manner. We are happy to work with your HR and/or Risk Management group on this. Completing this will certify you as a Partner in Prevention, something which may distinguish you from similar organizations.

• Today, I’d like to discuss your needs and concerns so we can tailor a plan to support your good work. support your good work.








Questioning

• Uncover: – Needs – Current activities– Experiences: good and bad– Concerns, fears

• Could you share a bit about what you are doing currently – what you feel good about and areas where you see the need to improve or where you could use some help?– Open ended, can’t give a yes/no answer– Gives credit for some awareness and action– Avoids putting someone on the defensive


Needs, Current Activities, Concerns and Objections

• Needs– Stay out of the newspaper– Risk management requirements for insurance coverage– Maintain confidence of parent community (source of revenue)– Meet government regulations (reporting, continuing education)

• Current Activities– RAD Kids, something home grown – Nothing (Hope is not a strategy)– Other competing or complementary programs

• Concerns, Objections– Bad experiences– Budget– Not a believer








Different, but not: Obstacles

• Money – budget cycles, competing projects

• Time, timing

• Competing needs, sense of urgency








Follow-up

• Thank you emails – Meeting recap– Itemized action plan: what/who/when

• Update your activity management tools

• Update your calendar with reminders to follow-up

• Keep Tiffany in the loop

• Call me if you need help


*Attributions

• Copyright material used by permission of Method Teaming, LLC. www.methodteaming.com

• Innovator and CEO: Marcus Harwood – [email protected]– 770.919.0200

Documents

Www.GeorgiaCenterforChildAdvocacy.org Delivering a Powerful Presentation Pitch Establishing enduring partnerships in child sexual abuse prevention Susan