it’s not enough to be brilliant – you have to be convincing, too. with lanny geffen

IT’S NOT ENOUGH TO BE BRILLIANT,YOU HAVE TO BE CONVINCING TOO.TIPS ON HOW TO SELL YOUR WORK AND BUILD GREAT RELATIONSHIPS

ANDREW DAVIES DEEPIKA MALIK LANNY GEFFEN

Monday, 22 April, 13

VINCENT VAN GOGH1853 - 1890

ONE OF THE MOST INFLUENTIAL ARTISTS OF THE MODERN ERA


SOLD 1 PAINTING IN HIS LIFE


THIS ISN’T ABOUT ART


IT’S ABOUT YOUR SUCCESS


IT’S ABOUT ARTICULATING VALUE


IN A WAY THAT IS PERSUASIVEAND CONVINCING


SOFT SKILLS GROW OUR CAREERS AND OPPORTUNITIES


Novice

Junior

Intermediate

Senior

Expert

Student


Novice

Junior

Intermediate

Senior

Expert

Student

Core Skills


Novice

Junior

Intermediate

Senior

Expert

Student

Core Skills Professional Skills


SKEPTICAL


SKEPTICALRUDE


SKEPTICALRUDE

DISTRACTED


SKEPTICALRUDE

DISTRACTED

IMPATIENT


SKEPTICALRUDE

DISTRACTED

IMPATIENT

JUDGEMENTAL


SKEPTICALRUDE

DISTRACTED

IMPATIENT

JUDGEMENTAL FORCEFUL


SKEPTICALRUDE

DISTRACTED

IMPATIENT


SELF CONVINCED


SKEPTICALRUDE

DISTRACTED

IMPATIENT


SELF CONVINCED

CAUSTICMonday, 22 April, 13

SKEPTICALRUDE

DISTRACTED

IMPATIENT


SELF CONVINCED

CAUSTIC

DIFFICULT


SHOW ME WHAT

YOU’VE GOT


WE WANT TO HELP


ANDREWMANAGER OF CREATIVE,

SHAW MEDIA

DEEPIKASENIOR MANAGER, USER

EXPERIENCE DESIGN & NEW PRODUCT DEVELOPMENT,

ROGERS COMMUNICATIONS

LANNYCREATIVE DIRECTOR(UX STORYTELLER)

DIGIFLARE


http://www.linkedin.com/search?search=&title=Senior+Manager%2C+User+Experience+Design%2C+New+Product+Development&sortCriteria=R&keepFacets=true&currentTitle=CP&goback=%2Efps_PBCK_deepika+malik_*1_*1_*1_*1_*1_*1_*2_*1_Y_*1_*1_*1_false_1_R_*1_*51_*1_*51_true_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2_*2&trk=prof-exp-title













THERE IS NO MAGIC BULLET


IT’S PROCESS AND TECHNIQUEMonday, 22 April, 13

LET’S UNDERSTAND EXECS BETTER



Exec



ExecYou


TALENT IS IMPORTANT TO EXECUTIVES


MOST OF AN EXECUTIVES WORK IS DONE THROUGH THE PEOPLE THEY HIRE


THEIR SUCCESS DEPENDS ON FINDING PEOPLE:✓THEY CAN TRUST

✓HIT DEADLINES

✓AVOID PROBLEMS


THEY JUDGE YOU WHEN YOU PRESENT:

✓ CAN YOU HANDLE THE PRESSURE

✓ DO YOU KNOW YOUR BUSINESS

✓ ARE YOU CREDIBLE

✓ ARE YOU AUTHORITATIVE

✓ ARE YOU TRUSTWORTHY


LET’S UNDERSTAND YOU BETTER


THERE’S A DIFFERENCE BETWEEN WHAT YOU DO AND WHAT’S YOUR JOB ?


YOUR REAL JOB IS:CUSTOMER SERVICE


QUALITYEFFICIENCY

SERVICERELIABILITY


QUALITYEFFICIENCY

SERVICERELIABILITY

User


QUALITYEFFICIENCY

SERVICERELIABILITY

User

}Monday, 22 April, 13

QUALITYEFFICIENCY

SERVICERELIABILITY

User

}Experience


PRESENTING IS ABOUT GIVING WORK TO YOUR CLIENT


PACKAGED SO THEY WILL APPRECIATE IT’S QUALITIES AND VALUE YOUR EFFORT


BUT FIRST, YOU NEED TO UNDERSTAND WHAT THEY NEED AND WANT


PART 1: DISCOVERY


FROM THE FIRST MEETING ...


UNDERSTAND YOUR CLIENT & THEIR NEEDS✓ Strategy✓ Goals✓ Requirements✓ Competitors✓ Constraints✓ Audience


RESPECT YOUR CLIENTSKNOWLEDGE AND OUTLOOK


DON’T BE AFRAID OF THEM

“EXECUPHOBIA”


FEAR FOR THEMUnderstand their fears so you can

help them more.


100% OF YOUR TIME


MAY BE THE 10% OF TIME THEY HAVE FOR A SOLUTION


IT’S ESSENTIAL TO DEFINE THEIR NEEDS, AND DELIVER A SOLUTION IN

THE TIME THEY HAVEMonday, 22 April, 13

ALL TYPES OF STAKE HOLDERS ON THE PROJECT

VISUAL

DATACENTRIC

DETAILORIENTEDCRITICAL


BUILD UNDERSTANDINGMonday, 22 April, 13

IT’S A POWER TOOL FOR YOU


BRIDGE TO THE EXPECTATIONSTHEY WILL HAVE OF YOU


LISTEN TWICE AS MUCH AS YOU SPEAK


DON’T GET AHEAD OF YOURSELF


PART II: PROCESS(Mostly another topic... )


INCREMENTAL AND CONCENTRIC


PARTICIPATORY DESIGN& COLLABORATION

Include the client early on.


MAKE CHOICES TOGETHER, TO MAINTAIN ALIGNMENT AND CREATE PARTNERSHIP


PART III: DELIVERY


YOU DO GREAT WORK


XMonday, 22 April, 13

DON’T LEAVE CLIENTS TOTHEIR OWN DEVICES


CAUTION


SHOW THEM THE MAGIC


#1: BE PREPARED AND READY


KNOW YOUR AUDIENCE WELL


WHO SETS UP? WHO PRESENTS?Work it out before hand


COME TO THE TABLEON THE SAME PAGE


USE AN AGENDAMonday, 22 April, 13

LEAVE TIME FOR CONVERSATIONMonday, 22 April, 13

#2: USE A STORY TO GET EVERYONEON THE SAME PAGE


SET A VISION BEFORE DETAILS


WALK YOUR CLIENTS DOWN A USER’S PATHMonday, 22 April, 13

USE A LINEAR NARRATIVE


USER PERSONAS & CONCEPT FLOWSMonday, 22 April, 13

BEFORE DROPPING THEM INTOTHE MEAT OF A DESIGN


#3: THEY DON’T NEED TOUNDERSTAND YOUR FIELD


BUT YOU NEED TO SHOW THAT YOU UNDERSTAND THEIR BUSINESS


DON’T OVER-EXPLAIN YOUR DISCIPLINE


DEMONSTRATE THE VALUE OF THE CHOICES YOU’VE MADE


ALWAYS, ALWAYS TIE BACK TO THE BUSINESS


EXPLAIN HOW YOURSOLUTION FITS THEIR NEEDS


LEVERAGE THE KEY POINTS YOU HEARD EARLIER


#4: MANAGE APRODUCTIVE CONVERSATION


DON’T BE DEFENSIVE:RESPECT THE FEEDBACK YOU HEAR


EXPECT FEEDBACK & CHANGESMonday, 22 April, 13

TAKE NOTES


ASK A LOT OF QUESTIONS


DON’T ASSUME YOUR CLIENTS KNOW HOW TO GIVE FEEDBACK ON DESIGN

You’ve been to design school, they haven’t.Try telling them what you want feedback on for starters.


#5 SUMMARIZE OUTCOMES AND NEXT STEPS


IT’S THE END OF A (HOT) DATE, BUT THE RELATIONSHIP CONTINUES...


AIM FOR LONGEVITY BY BUILDING TRUST AND GOING FOR BUY-IN


YOU ARE ROCK STARS!


THANK YOUQuestions are welcome...

@[email protected]


ATTRIBUTIONS

• “5 Tips for Presenting to Executives”, Bruce Gabrielle, speakingppt.com


it’s not enough to be brilliant – you have to be convincing, too. with lanny geffen

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