Business Opportunity Presentation
When you have to make a business presentation or pitch to group of senior executives it’s often the case that you might be just one of many presenters that they have seen that day. So it’s important to start strong and capture their attention from the get go. One way of doing this is to let them set the agenda.
I’ve just finished watching the first in a new series of the British X-Factor. It was obvious that by the time the final few performers were due to sing that Simon Cowell had had enough of average acts. When the last singer came on to the stage, Simon was distracted, bored and angry. But then Daniel, a teacher from England started singing, and he lit up the room. He was brilliant, but seemed even more so because he was such a contrast to those that had gone before.
We had data on exactly how long it took to repair the road, the number of roads that were under repair, those running late, and the number of uncompleted tasks e.g. replacing signs associated with each job. The senior management looked disinterested, “tell us something we don’t know” they said. So I did. I told them this story.
Here’s a unique way of doing it. What you do is open with a question that allows the audience to tell you exactly what they want, and then you use what they say to set the agenda. This is exactly how go about it.
2. Answer by making a short point that summarises your position. For example if the question was “please clarify why we shouldn’t outsource our call centre to India?” You could make your point like this: “You shouldn’t outsource to India because, contrary to popular belief, it’s more expensive.”
3. Use a transition to link to your evidence. What you say is “The reason I say that is…”
4. Provide your evidence. “The reason I say that, is because my analysis shows that 50% of your incoming demand is failure demand; outsourcing won’t solve this problem, in-fact it would make the problem worse.”
So here’s how to tell embed a story within your data.
1. Make the point e.g. “Your roads take too long to complete.”
2. Share the data e.g. “Last year every road refurbishment ran late by around 250 days.”
3. Embed the story e.g. “Here’s how that data affects real people…”
4. Make a call to action e.g. “We need to change our project management methods”
5. Tell them what to do differently e.g. “What I’d recommend instead is…”
6. Explain the benefits e.g. “If you accept my recommendations what you will get is…”
Just because your presentation includes data, technical information or analysis does not mean that it must lack emotion and excitement. Combining stories with data can make presentations come to life, change attitudes, and deeply rooted opinions. And every so often it can helps you do something so powerful that it changes lives, like getting a much needed parking space for a disabled child
Resource Author Francisco R. Higueras
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