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technical requirement or technicality?
Denise LoudenMBC Final ProjectMay 2006
Persuasive Presentations
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The Challenge
In this industry, technical professionals
must sell.
Few are trained or skilled
Therefore, persuasive presentational skills
are necessary to achieve new business.
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Leo A Daly’s remedy
An internal training program was rolled
out last year (2005).
However, no formal evaluation was
conducted.
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Research question
Does Leo A Daly’s persuasive presentation
training workshop improve the skills of
those who participate?
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Methodology
Web-based questionnaire Asked 102 workshop participants 25 questions, 1 open ended
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Question categories
Technical professionals’ relationship to
persuasive presentations
Assessment of training workshop
Desire for future training
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Response
66 responses (65% response rate)
34 responses to open ended question
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How important are persuasive presentations in acquiring business in your market sector?
8%
92%
0%
20%
40%
60%
80%
100%
Somewhat Important Very Important
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How often do you deliver persuasive presentations for the firm?
42%
15%20%
14%9%
0%5%
10%15%20%25%30%35%40%45%
Less thanonce/month
Once/month Once/week Once/day More thanonce/day
58%
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How much persuasive presentation training have you had?
12%
42%
28%
11%8%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
Never 1-2 3-6 7-11 12 or more
Number of sessions
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My persuasive presentation skills have improved as a result of the workshop.
Unsure 28%
Strongly Agree 9%Agree
63%
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How would you assess your performance in front of clients since completing the training?
8%
53%
22%17%
0%
10%
20%
30%
40%
50%
60%
Very muchimproved
Somewhatimproved
No change Have not metwith client since
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My colleagues persuasive presentation skills have improved as a result of the workshop.
Unsure52%
Strongly Agree5%
Agree42%
Disagree2%
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If further training were available, how often would you be willing to attend?
51%
33%
16%
0%
10%
20%
30%
40%
50%
60%
1-2 times/year 3-5 times/year 6+ times/year
100% want more training!
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Research answer
Does LEO A DALY’S persuasive presentation
skills training workshop improve the skills of
those who participate?
YES
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What we’ve discovered
Majority view these skills very important. Majority have little prior training. Majority deliver more than once/month. Majority perceive improvement after just 1
session Majority perceive improvement in front of
clients 100% want more training
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Recommendations
Provide more frequent training:quarterly
or bi-monthly. Develop training program in each office;
appoint leader. Determine best training approach for
each office Develop formal evaluation process.
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Questions