presentations complete

Are You Being Heard: Speaking That Gets You What You Want

Presented by

Ariane David, PhDSenior Partner

THE VERITAS GROUP

Senior Lecturer

CALIFORNIA STATE UNIVERSITY, NORTHRIDGE

Adavid@TheVeritasGroup.com

The mind is a wonderful thing. It starts working the

minute you are born and never stops until you get

up to speak in public!

George Jessel

A Presentation About Presenting

Agenda• Preparation• Content • Creating a great PPT• Preparing to present• Delivery• Answering questions • Going after money

Preparation

• Who are they?

• What are their interests?

• What are their needs, expectations, beliefs, culture, norms, history as a group? Generation?

Tailor your message, because

one-size-fits-all fits no one.

Your Audience

What this country needs is less public speaking

and more private thinking.

Roscoe Drummond

Your Thinking

• What is the purpose/goal of the presentation?– Educate/inform– Convince– Elicit action– Be liked/entertain

• What is the purpose/goal of the presentation?– Educate/inform– Convince– Elicit action– Be liked/entertain

• What is your purpose/goal for the presentation?– Stated– Personal

Your Thinking

• What is the purpose/goal of the presentation?– Educate/inform– Convince– Elicit action– Be liked/entertain

• What is your purpose/goal for the presentation?– Stated– Personal

• What point do you want to get across?– Stated– Personal

Your Thinking

Your Knowledge: Rule of Ten

• Know ten times more than you say

• Say ten times more than your slides say

The best way to sound as though you know what you’re

talking about is to know what you're talking about.

Anonymous

Critical Thinking

• Are all my points, premises, assumptions substantiated?

• Are all my points, premises, assumptions substantiated?

• Can I show the “logic” of my conclusions?

Critical Thinking

• Are all my points, premises, assumptions substantiated?

• Can I show the “logic” of my conclusions?

• Have I played “devil’s advocate” (try to shoot yourself down, because someone else will)?

Critical Thinking

Content

Organizing Content• Decide on the most important points (5 to 7)

Organizing Content• Decide on the most important points (5 to 7)

• How many points and how deeply you delve

depends on available time

Organizing Content• Decide on the most important points (5 to 7)

• How many points and how deeply you delve

depends on available time

• Add only what directly contributes to your points

Organizing Content• Decide on the most important points (5 to 7)

• How many points and how deeply you delve

depends on available time

• Add only what directly contributes to your points

• Make an outline and stick to it

Organizing Content• Decide on the most important points (5 to 7)

• How many points and how deeply you delve

depends on available time

• Add only what directly contributes to your points

• Make an outline and stick to it

• and stay on point!

Illustrating Content• People learn best when ideas become concrete

• Give examples

• Tell short relevant stories

• Use visuals (not necessarily PPT)

Content: Three “C”s

• Clear

Content: Three “C”s

• Clear

• Concise

Content: Three “C”s

• Clear

• Concise

• Complete

Make sure you have finished speaking before your audience has finished listening.

Dorothy Sarnoff

Content: Language

Beware of:

• Acronyms, abbreviations and jargon that you

have not defined in this presentation

“ The RFP calls for the SOW on the ASP before SAP go-live. Also, need RSVP to ASE: ASAP!”

Taken from a major consulting firm’s PPT briefing to a new change management team.

Content: Language

Beware of:

• Acronyms, abbreviations and jargon that you have not defined in this presentation

• Fuzzy words

Fuzzy Words

…are judgmental in nature

…are not actionable

…carry no specific meaning

…and you’re going to be surprised what words count as “fuzzy”.

Examples of Fuzzy Words

• team player• (in)effective• (ir)responsible• doesn't listen• is overbearing• crazy• Lazy• …and soooo many more!

Creating Powerful PowerPoints

Power Point: Rules

Rule # 1: YOU are the show.

Power Point: Rules

Rule # 1: YOU are the show.

Rule # 2: Go for clarity: clean and simple

Power Point: Rules

Rule # 1: YOU are the show.

Rule # 2: Go for clarity: clean and simple

Rule # 3: Form follows function

Don’t be afraid to have fun!

Business PPT Slide Design: DO’s• One thought per slide

Business PPT Slide Design: DO’s• One thought per slide

• White or light background

Business PPT Slide Design: DO’s• One thought per slide

• White or light background

• Dark type - color highlights OK

Business PPT Slide Design: DO’s• One thought per slide

• White or light background

• Dark type - color highlights OK

• Cite your facts where possible

Business PPT Slide Design: DO’s• One thought per slide

• White or light background

• Dark type - color highlights OK

• Cite your facts where possible

• Poof read

Here's the details for the October Hill Country Wine & Supper Club Dinner:Date: Thursday, October 4, 2012 Time:  6:30 p.m. Where: River City Grille, Marble Falls, TXCost: $40 per person, which includes a three-course meal, three glasses of wine, and recipe booklet.  Tax and gratuity not included.Featured Winery:  Stone House VineyardOctober Hill Country Wine & Supper Club Menu Warm Artichoke & Crap Dip with Toasted Baguettes Filet of Sole Fish En Papillote with Au Gratin Potatoes Raspberry & Chocolate Cream Cheese Stuffed Cupcakes 

Business PPT Slide Design: DON’Ts

• Negative (white on black)

Business PPT Slide Design: DON’Ts

• Negative (white on black)• Dark on dark; light on light; red on green

Business PPT Slide Design: DON’Ts

• Negative (white on black)• Dark on dark; light on light; red on green

Business PPT Slide Design: DON’Ts

• Negative (white on black)• Dark on dark; light on light; red on green• Animation, graphics, cartoons, special effects

Business PPT Slide Design: DON’Ts

• Negative (white on black)• Dark on dark; light on light; red on green• Animation, graphics, cartoons, special effects

• Fancy fonts and small type

Business PPT Slide Design: DON’Ts

• Negative (white on black)• Dark on dark; light on light; red on green• Animation, graphics, cartoons, special effects

• Fancy fonts and small type

• Decorative or personalized background

Business PPT Slide Design: DON’Ts

• Negative (white on black)• Dark on dark; light on light; red on green• Animation, graphics, cartoons, special effects

• Fancy fonts and small type

• Decorative or personalized background

Business PPT Slide Design: DON’Ts

• Negative (white on black)• Dark on dark; light on light; red on green• Animation, graphics, cartoons, special effects

• Fancy fonts and small type

• Decorative or personalized background• Slides crammed with “stuff”

Note: these things might look good on your monitor but usually don’t work when projected.

Business PPT Slide Design: Exceptions

Charts, graphs and diagrams

• Clarify

• Simplify

• Add a necessary visual component

Pie Chart

• Represents a bounded/whole • Shows how the bounded whole is divided into

parts• Depicts an instant in time

Ex. Budget

50

Financials: Expenses by Category

Program Expenses, $795,536

(70%)

Personnel, $203,550

(18%)

Program and Fund

Development, $61,700 (5%)

Other Operational Expenses,

$81,726 (7%)

Bar Graph

• Unbounded –no limit to size or number of entries

• Compares or charts values of related but discrete quantities

• Can represent numerous items at one instant in time or in a small number of time frames

52

Long-term Priorities

15%

23%

23%

31%

38%

69%

0% 20% 40% 60% 80% 100%

Form Partnerships

Fundraise

Develop Board

Increase Awareness

Diversify Funding Sources

Innovate

Long-term Priorities

Percentage of BoardMembers

Note: Priorities were counted only once per board member (even if the board member mentioned it 2 or more times).

Line Graphs

• Unbounded –no limit to size or number of entries

• Each line represents the trend in one item over time

• Can show numerous lines to compare trends

The Little Shop of PPT

HORRORS!

MLE RFI/RFP Process XXXXXX)

MLE Service Level Agreement (SLA) Matrix

Critical Service LevelsTower - Finance and AccountingTotal Supplier At Risk - Expressed in term of percentage of the Monthly Charge 15%At Risk Pool Percentage Available For Allocation - Expressed as a % of the "At Risk" amount 350%At Risk Pool Available Unallocated -- Expressed as % of the Pool not Allocated 0%F&A Tower % of All Towers 0%

Section Ref - Accounts PayableAllocation of Pool Percentage 40% Measurement 100.00% % of

1.1 Invoice Processing and Disbursements - Performance category Eff + mos** Expected Minimum Window Allocation* Invoice1.1.1 Timely and Accurate Processing of Invoices 0 98.00% 97.00% Monthly 30.0% 0.00%1.1.2 Timely and Accurate Accounts Payable Disbursements 0 98.00% 97.00% Monthly 30.0% 0.00%1.1.3 Timely and Accurate Payment of "Urgent" Payment Requests 0 98.00% 97.00% Monthly 40.0% 0.00%

Section Ref - Travel and EntertainmentAllocation of Pool Percentage 25% Measurement 100.00% % of

1.2 T&E Report Processing and Disbursements - Performance category Eff + mos** Expected Minimum Window Allocation* Invoice1.2.1 Timely and Accurate processing of Expense Reports 0 98.00% 97.00% Monthly 50.0% 0.00%1.2.2 Expense Report Reimbursements 0 98.00% 97.00% Monthly 50.0% 0.00%

Section Ref - Treasury Support / Cash ManagementAllocation of Pool Percentage 30% Measurement 100.0% % of

1.3 Treasury Support and Cash Management Services - Performance Category Eff + mos** Expected Minimum Window Allocation* Invoice1.3.1 Bank accounts reconcile to the general ledger 0 98.00% 95.00% Monthly 100.0% 0.00%

Section Ref - Projects/Fixed Asset AccountingAllocation of Pool Percentage 25% 5.5 Measurement 100.0% % of

1.4 Projects and Fixed Asset Accounting - Performance Category Eff + mos** Expected Minimum Window Allocation* Invoice1.4.1 Timely and accurate settlements processing, internal order processing, and reconciliations 0 98.00% 95.00% Monthly 50.0% 0.00%1.4.2 Timely and accurate depreciation entry 0 98.00% 95.00% Monthly 50.0% 0.00%

Spend Analysis Module• A comprehensive view of spend

across all categories business units, suppliers, and systems

• Rapid, cost effective and repeatable visibility

• Natural language processing to classify free form text descriptions

• Rich granular, normalized spend detail

- Supplier name normalization

- Parent / subsidiary relationship

- Commodity category assessment

eSourcing Module • Template driven on-line RFP/RFQ• Repeatable formats and content• Enables knowledge transfer through deep knowledge

base• Formatted supplier responses for easier comparison• On-line reverse auctions Category Management Module• Single dashboard with multiple views – single project

status – all projects • Document repository • Module where all sourcing project specific steps are

built• Provides e-mail warnings or updates on events or steps

of an event

A R I B A

iProcurement Module• Provides intuitive web-based screens with the look and feel of a commercial shopping site• Catalogs channel requisitioner to approved suppliers

O R A C L E

PROCESS / TECHNOLOGY

58

Generalized Process for User Engagement Research

- Consider user pain points

- Consider user mental models & metaphors

- Consider leading practices & standards

- Generate design ideas

- Document design ideas in UCD logs- Develop

prototype scenarios / task

flows- Whiteboard /

storyboard interaction and UI designs

- Design templates for prototype

1Research & Analysis

2Synthesis

3Rapid Design /Visualization

& User Testing

Gather Contextual Research

Plan & Perform User Research

DevelopDesignInsights

Document Findings

- Create Research Plan

- Prep interview

guides based on process maps (if available)

- Site visits: - Observe & interview users - Record all w/ audio or video

- Take pictures

- Collect artifacts

- Capture notes for requirements

- Initial design ideas

- Capture profile data- Use other

specific methods as needed,

- Label tapes- Tag artifacts- Review tapes

to fill in notes

- Update process flows as needed- Log research

observations in UCD ob log

- Create initial user personas

- Create initial scenarios of use

- Create initial data maps

- Refine personas and scenarios

- Identify associated data points required in scenario tasks

- Distill user requirements from all

- Filter against existing user & business reqs

- Load new reqs to requirements database

- Industry: Benchmark leaders & best practices

- Company bkgrnd- Company’s

products, services, markets, audiences

- Company’s business processes

- Company’s business, marketing & strategies

- Research competitors: site audits, case studies

Generate Requirements Iterative

4Specificatio

n

- Create high-level information architecture

- Build out sample scenarios in either low- or high-fidelity- Validate with

internal experts

- Create question guide for user design reviews

- Validate with external users

- Create test plan for usability test

- Create detailed information architecture & interaction flows- Prototype addtl

scenarios & screens if needed

- Create addtl wireframes if needed

- Create Style Guide & all screen & UI

specifications- Create all

production graphics

Create Specs for Production

Evidence of the Leadership LabyrinthEvidence of the Leadership LabyrinthEducational and Work AttainmentEducational and Work Attainment

16.816.8%% 83.2%83.2%

Members of U.S. CongressMembers of U.S. Congress

15.215.2%% 84.8%84.8%

Holding Board Seats in Fortune 500 CompaniesHolding Board Seats in Fortune 500 Companies

33%% 97%97%

CEOs in Fortune 500 CompaniesCEOs in Fortune 500 Companies

WomenWomen MenMen

The Leadership GapThe Leadership Gap

57.557.5%% 42.5%42.5%

Earning BachelorEarning Bachelor’’s Degreess Degrees

46.746.7%% 53.3%53.3%

In U.S. Labor ForceIn U.S. Labor Force

50.850.8%% 49.2%49.2%

In Managerial/Professional PositionsIn Managerial/Professional Positions

WomenWomen MenMen

Real Property Lien

Automation Generates

Traditionally Record Lien

“E-Record” Real Property Lien

Notice of SupportJudgment

County RecorderOffice

Enter RecordingInfo

Local CSP Generates

Notice of Support Judgment

Local Agency Professional

Title Company

Request for Demand

OR

Example: Support Order terms are entered in System - Pay $300 per month on behalf of Johnny effective 1/1/11 and $150 per month towards arrears.”

SDU

1

Demand2 3

Release4

FormsGeneration

LienInfo

NCP Address & NCP’s Parents’ Address

Recording Info

Recording Info

Notice of Support Judgment Conditions Are Met

Task

- OR -

90 Day

Task

Responding Case

CP Source Notification

Interstate Notice of Lien

90 Day

Task

Recording InfoRecording Info

Task

Other State Agency

Liens Process

CSG: CONSOLIDATED SOURCING GROUPS

Other Key Stakeholders & Business Units

Design

Marketing

Manufacturing

Engineering

Legal

Finance

Produ

ct

Promotion

Price

Distrib

ution

Customers

Accounts Payable

IT

HR

Through Consolidated Sourcing Groups (CSG), Global Procurement will collaborate with cross-functional teams of all relevant stakeholders to drive results, meet requirements and

achieve savings.

CSG: CONSOLIDATED SOURCING GROUPS

Other Key Stakeholders & Business Units

Design

Marketing

Manufacturing

Engineering

Legal

Finance Accounts Payable

IT

HR

Global Procurement will collaborate with cross-functional teams of all relevant stakeholders to drive

results.

GlobalProcurement

Delivery

Preparing The Show

• Know exactly what you want to say

(clear and concise)

Preparing The Show

• Know exactly what you want to say

(clear and concise)

• Rehearse, rehearse, rehearse

Preparing The Show

• Know exactly what you want to say

(clear and concise)

• Rehearse, rehearse, rehearse

• Send out “pre-reads” where possible

Grasp the subject, the words will follow. Cato the Elder

Speaking

• Start powerfully!

Speaking

• Start powerfully!

• Stay on point

Speaking

• Start powerfully!

• Stay on point

• Say it once the best way

Speaking

• Start powerfully!

• Stay on point

• Say it once the best way

• Big words don’t make you look smart

Speaking

• Start powerfully!

• Stay on point

• Say it once the best way

• Big words don’t make you look smart

• Neither do filler words (white space)

Speaking

• Start powerfully!

• Stay on point

• Say it once the best way

• Big words don’t make you look smart

• Neither do filler words (white space)

• Stay on time

A good speech should be like a woman's skirt: long enough

to cover the subject, but short enough to hold interest. Winston Churchill

Using Your Body

• Use the space in the room – move around

• Use your voice: less is more

• Make eye contact– Small group: look each person in the eye– Larger group: pan the room – OK to speak to particular people

• Look for dead spots in the room

Taking Questions

If the questions are about how you created your

PPT special effects…you’ve failed!

Taking Questions

• Anticipate questions

Taking Questions

• Anticipate questions

• Be your own devil’s advocate

Taking Questions

• Anticipate questions

• Be your own devil’s advocate

• Take a full breath before speaking

Taking Questions

• Anticipate questions

• Be your own devil’s advocate

• Take a full breath before speaking

• Understand the question before answering -

ask

Taking Questions

• Anticipate questions

• Be your own devil’s advocate

• Take a full breath before speaking

• Understand the question before answering -

ask

• Keep answers short (3 Cs)

Taking Questions

• Anticipate questions

• Be your own devil’s advocate

• Take a full breath before speaking

• Understand the question before answering -

ask

• Keep answers short (3 Cs)

• Be on point

Taking Questions

• Anticipate questions

• Be your own devil’s advocate

• Take a full breath before speaking

• Understand the question before answering -

ask

• Keep answers short (3 Cs)

• Be on point

• Stay cool

Going After Money

The Law of Giving

Law : People give because they are moved i.e., their emotions are engaged.

The Law of Giving

Law : People give because they are moved i.e., their emotions are engaged.

Corollary: People are NOT moved by the thought of writing a check.

How to Engage Emotions

Make them care.

– What moves them? Why are you talking to them?

– Tell a story; avoid emotionally loaded words.

– Provide moving facts• ex., “50% of kids in Los Angeles County drop out of

high school.” • ex.,“6000 violent crimes a year can be traced to the

high school dropout rate.”

Let them become excited and when they are…

give them the opportunity to participate by giving money.

Every speaker has a mouth;An arrangement rather neat.

Sometimes it's filled with wisdom.Sometimes it's filled with feet.

— Robert Orben

Are You Being Heard: Speaking That Gets You What You Want

Questions/Comments/Feedback?

Ariane David

adavid@TheVeritasGroup.com

Additional Information

The Veritas Group

TheVeritasGroup.com

818-704-6718