Lecture Do’s & Don’ts
810
David G. Fitzpatrick
dfitzpatrick@howard.edu
Pre-Lecture Preparation
Slide Preparation
Presentation Guidelines
810 2
Pre-Lecture Preparation
Get into “Slide Show” before class
810 3
810 4
Pre-Lecture Preparation
Get into “Slide Show” before class
Focus Projectors
Distribute Handouts
810 5
Slide Preparation
810 6
Comparing Economic Stability Across Multiple Periods
Situation: A large number of additives were procured, but a small number of them
accounted for most of the usage
Cumulative Usage, %
Cumulative additives / concentrates volume percentage
vs. cumulative number of additive / concentrate (total
additives and concentrates used = 414)
EXAMPLE
317 additives
13 MM lb
Number of plants that additive / concentrate
is run at
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
61 additives
43 MM lb
0
50
100
150
200
250
300
350
400
15 additives
8 MM lb
13 additives
6 MM lb
7 additives
3 MM lb
1additive
0.3 MM lb
3
4
5
6
450
# of Additives
1
2
Approach taken: A five step consolidation approach was taken
Review and
identify additive /
concentrate types
Exclude customer
and supplier
proprietary additives
/ concentrates
Consolidate
“similar” additives
and concentrates
Ensure customer
acceptance of alternate
formulations (if
needed)
Introduce alternate
additives and
concentrates
Results:
• 40-50% reduction in number of SKUs in certain major categories
• Significant savings achieved by consolidating SKUs and suppliers base
• Complexity of procurement process reduced
7
810 8
Purpose of Visuals
Is to:
Clarify
Aid in Visualization & Comprehension
Is not to: Awe or dazzle
Be an artistic masterpiece
Think KISS
Perform Spel Cheek (oops!)
Insure Internal Consistency
810 9
Building Plan
Build New Library for Law School
Engineering School: Improve Internet Connectivity
In-School Cafeteria for Business School
Covered shelter for bus stop in front of Crampton
Build New Library for Law School
Improve Internet Connectivity in Engineering School
Create space for Business School Cafeteria
Provide Covered Shelter for Crampton Bus Stop
810 10
Building Plan
Build New Library for Law School
Engineering School: Improve Internet Connectivity
In-School Cafeteria for Business School
Covered shelter for bus stop in front of Crampton
Law
New library
BuildSchool:
New Library
for Law School
Engineering
School:
Improved in
internet
connectivity
Improve Internet
Connectivity
Engineering
School
Business
School:
Add cafeteria
Create space
for Business
School Cafeteria
Crampton
Bus Stop:
Erectfor
covered
shelter
Provide Covered
Shelter
Crampton
Bus Stop
810 11
Purpose of Visuals
Is to:
Clarify
Aid in Visualization & Comprehension
Is not to: Awe or dazzle
Be an artistic masterpiece
Think KISS
Perform Spel Cheek (oops!)
Insure Internal Consistency
Be careful with certain Colors
810 12
Participating Schools
Alabama A&M University
Huntsville, Alabama
Clark Atlanta University
Atlanta, Georgia
Florida A&M University
Tallahassee, Florida
Howard University
Washington, DC
North Carolina A&T
Greensboro, NC
Prairie View A&M University
Prairie View, Texas
Tennessee State University
Nashville, Tennessee
Texas Southern University
Houston, Texas
Tuskegee University
Tuskegee, Alabama
810 13
Participating Schools
Alabama A&M University
Huntsville, Alabama
Clark Atlanta University
Atlanta, Georgia
Florida A&M University
Tallahassee, Florida
Howard University
Washington, DC
North Carolina A&T
Greensboro, NC
Prairie View A&M University
Prairie View, Texas
Tennessee State University
Nashville, Tennessee
Texas Southern University
Houston, Texas
Tuskegee University
Tuskegee, Alabama
Purpose of Visuals
Is to:
Clarify
Aid in Visualization & Comprehension
Is not to: Awe or dazzle
Be an artistic masterpiece
Think KISS
Perform Spel Cheek (oops!)
Insure Internal Consistency
Be careful with certain Colors
Note Preference: Words --> Bullets --> Objects & Pictures
810 15
A Very Wordy Chart
• Unparalleled financial information and education geared to help you save money.
• Assistance with credit, debt, and tax issues.
• Assistance with savings and budgeting issues.
• A personalized written step-by-step plan to make you a homeowner soon.
• Guidance to help you make wise financial decisions.
• Learn essential dos and don'ts from experienced professionals and
homeowners who have both failed and succeeded.
• An outline of options so you can easily determine the best mortgage for you.
• Get financial information that will leave you debt free for life.
• An easy to follow step-by-step mortgage process.
• A fast link to available government money programs.
• Mortgage approval guaranteed where your interests are protected.
• Access to special mortgage programs designed to save you thousands.
• Information most lenders don't want you to know.
• Options to allow you to move faster.
810 16
A Very Wordy Chart
• Unparalleled financial information and education geared to help you save money.
• Assistance with credit, debt, and tax issues.
• Assistance with savings and budgeting issues.
• A personalized written step-by-step plan to make you a homeowner soon.
• Guidance to help you make wise financial decisions.
• Learn essential dos and don'ts from experienced professionals and
•
homeowners who have both failed and succeeded.
• An outline of options so you can easily determine the best mortgage for you.
• Get financial information that will leave you debt free for life.
• An easy to follow step-by-step mortgage process.
• A fast link to available government money programs.
• Mortgage approval guaranteed where your interests are protected.
• Access to special mortgage programs designed to save you thousands.
810 17
A Bullet Chart
Information
• Financial
• Educational
Assistance
• Credit / Debt / Tax
• Savings / Budgeting
Guidance
• Wise financial decisions
• Do’s & don’ts
• Debt free life
• Mortgage process & programs
- Government
- Special
Guaranteed mortgage approval
810 18
A Comparison Chart
• Unparalleled financial information and education geared to help you save money.
• Assistance with credit, debt, and tax issues.
• Assistance with savings and budgeting issues.
• A personalized written step-by-step plan to make you a homeowner soon.
• Guidance to help you make wise financial decisions.
• Learn essential dos and don'ts from experienced professionals and
homeowners who have both failed and succeeded.
• An outline of options so you can easily determine the best mortgage for you.
• Get financial information that will leave you debt free for life.
• An easy to follow step-by-step mortgage process.
• A fast link to available government money programs.
• Mortgage approval guaranteed where your interests are protected.
• Access to special mortgage programs designed to save you thousands.
• Information most lenders don't want you to know.
• Options to allow you to move faster.
Information
• Financial
• Educational
Assistance
• Credit / Debt / Tax
• Savings / Budgeting
Guidance
• Wise financial decisions
• Do’s & don’ts
• Debt free life
• Mortgage process & programs
- Government
- Special
Guaranteed mortgage approval
810 19
Never
Better
Combating Nervousness
Combating Nervousness
There are many ways to
address nervousness when
anticipating presenting to a
large audience. Some of the
techniques are the use of
cue cards, teleprompters,
laptops and other techniques.
The the best known means of
combating and controlling
nervousness is through smart
practice.
Best
Techniques:
- Cue cards
- Teleprompter
Combating Nervousness
- Laptop
- Practice
810 20
Payroll
$20,000
$17,000
$15,000
$18,000
Numbers
Graphs
NFC East
• St. Louis
• Wash., DC
• Dallas
• New York
• Philadelphia
Bullets
Charts
e + p = .76 a
+ w (r -y)
Complex Expressions
Flow Charts
Pictures
Org Charts
810
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Brazil Economy
2000 GDP growth (4.4%) driven by the Industrial Sector, Foreign Direct Investments (BUS$ 29) and
Privatization.
2001 GDP (+1,51%) impacted by energy crisis and "real "devaluation (19% YTY)
Economic stabilization scenario.
Assessment of IMF, foreign investment banks
Standard & Poor's 2001 rate: BB-
Population
10
162 164 170 172 175 177
7.8
7.9
8
6.8
6
4
50
2
0
0
1 9 9 8 1 9 9 9 2 0 0 0 2 0 0 12 0 0 2 2 0 0 3
1998 1999 2000 2001 2002 2003
Population
Unemploy ment rate
Total C ountry Inv es tments
as a % of GD P
"R eal D ev aluation" %
60
21
19.1
19
12
10
30
18.7
20
10
8.3
9.3
15
0
18
1998 1999 2000 2001 2002 2003
Inv es tments as a % of GDP
8.9
8
%
19.4 19.4 19.5
Inflation %
40
20
2 0 19.6
40
35
3 0 28.9 25.6
25
17.4 17.3 18.2 15.6
20
15
10
5
0
1998 1999 2000 2001 2002 2003
Interes t Rate
50
48
50
%
%
8.3
8
150
100
8.3
%
200
Interes t R ate %
U nemploy ment R ate %
%
Millions of inhabitants
2002 :Increase exports ,presidential elections and 1.2% to 1.4% projected GDP growth.
2003 : New government in place; investments continuity and 2.5% to 3.0% projected GDP growth.
7.7
6
6
6.8
4.9
4
2
1.7
0
1998 1999 2000 2001 2002 2003
Ex c rate % inc reas e YTY - Dec /Dec
1998 1999 2000 2001 2002 2003
Inflation (IPCA-IBGE)
Economic Progress During Market Upswings Can Lead to
Double Digit Job Growth in the Public Sector
Application example
Collaborative Cost Reduction
-Automotive application -
11.00
10.50
10.00
Price/
unit
- 18%
9.50
9.00
8.00
7.50
7.00 Supplier's
margin
6.00
Duration 2002
Key elements
• Creative ideas generation internally and by the
supplier
• New supplier relationship : Win Win strategy
with clear rules mutually acknowledged, open
book approach
• Total cost approach
• Supplier by supplier approach instead of by
category
2003
CCR
process
2004
Change
Negotiated life time conditions
Actually paid price
2005
2006
Budget effective
realization of potential
Clients savings potential
Supplier's share of savings potential
10% to 30% savings
6-18 months
How often do you use this approach? How significant have the benefits been?
25
Job growth has correlated to economic development over the
last 12 accounting periods
Advanced Sourcing Levers
Job Growth
Cost Analysis
Trans
Pacific
Best Shoring
Description
• Systematic search for competitive suppliers in low costs countries
• Focus on each value chain step leveraging competitive advantages of geography
Mega-Supplier
Strategy
• Bundled negotiation with each major supplier
• Cross-categories approach to leverage bargaining power on locked categories
Collaborative
Sourcing
• Volume consolidation leveraging primary suppliers volumes
• Negotiated contracts passed to primary suppliers to get cost advantage
Statistical Cost
Analysis
Procurement
driven
• Cost drivers modeling of the pieces/systems
• Statistical cost analysis to evaluate should cost
Supplier Pricing
Model / Target
Pricing
• Cost modeling based on key cost drivers for non-recurring purchases
• Validation and negotiation with suppliers of cost drivers parameters
Total Value
Approach
• Joint optimization of complexity, price and total cost (warranty, …)
• Total life cycle approach along the whole value chain
Supplier Tiering
• Value chain restructuring aiming at bundling/unbundling value added stages
• Transfer of responsibility for tier 2/3 suppliers from/to tier 1 supplier
Collaborative
Cost Reduction
• Joint-generation with suppliers of cost improvement ideas
• Pro-active implementation process with risk and savings sharing with suppliers
Design-toCost / Lean
Design
Price
optimization
• Systematic analysis for over specification/ over quality
• Part/sub systems design optimization / standardization
Specification
optimization
Crossfunctional,
cross value
chain
26
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Areas of implementation responsibility
Operational CRM
Analytical CRM
Business Operations Mgmt
Business Performance Mgmt
Supply Chain
Mgmt
ERP / ERM
Order Mgmt
Sales Automation,
e.g., Lead Mgmt.,
Oppty. Mgmt.
Mobile Sales Configurator
Field/Product
Service
Data
Warehouse
Closed Loop Processing
Office
ERP - Back
Marketing
Automation
e-commerce
engines
Legacy
Systems
Order Promising
Customer
Service
Blackboard
Data Base
SSI
Information
Warehouse
Customer
Interaction
Market Planning
Category Mgmt
Product
Data Mart
Marketing
Automation Campaign Mgmt
Front Office
Mobile and
Request Management
eCare
TeleWeb Int.
Voice
(IVR, CTI, ACD)
Conferencing
Mail
Web conferencing
eResp Mgmt
Interaction
Customer
CRM
Call Centre
BTCIO and IPD
EWM
Corp Mktg
IGS / PSS
Portal /
Extranet
Direct
Interaction
Other, e.g., Fulfillment, Supply Chain, Finance, HR
SAS
Dotted boxes are IBM additions to Meta Architecture
Presentation Delivery
810 29
1. Remember Speaker’s Credo
2. Be “Audience Centric”
3. Listen from the Student’s Perspective
4. Change modes after 15-20 minutes
5. Stick to 3-5 Concepts/Messages
6. Minimize use of notes/script
810 30
Speaker’s Credo
Tell them what you are going to tell them
Tell them
Tell them what you told them
810 31
1. Remember Speaker’s Credo
2. Be “Audience Centric”
3. Listen from the Student’s Perspective
4. Change modes after 15-20 minutes
5. Stick to 3-5 Concepts/Messages
810 32
6. Be careful with laser pointers
7. Explain the chart!
810 33
Keep more for yourself!
Monthly
Rent
($)
5
Years
10
Years
15
Years
20
Years
600
$36,000
$72,000
$108,000
$144,000
700
$42,000
$84,000
$126,000
$168,000
800
$48,000
$96,000
$144,000
$192,000
900
$54,000
$108,000
$162,000
$216,000
1,000
$60,000
$120,000
$180,000
$240,000
810 34
6. Be careful with laser pointers
7. Explain the chart!
8. Maximize use of Body Visual
810 35
Everybody Should Know
The Eyes have it!
- Audience facing 98%
- Slide facing
2%
Spread your attention
- Stop to connect
- Embrace every section
- Avoid ‘chief honcho’ bias
810 36
Everybody Should Know
Voice your opinion
- Increase the volume
- Decrease the pace
- Project
- Enunciate
- Inflect
- Emphasize
- Eliminate verbal fillers (“you know”)
Avoid idioms, technical jargon, slang
Pause for think time
- Audience
- Students
810 37
Everybody Should Know
Hand out the message
- Nature’s visual aids
- To be used consciously
Use as a maestro’s baton
- Orchestrate certain passages
- Harmonize with key words
Position for success
- Near body at rest
- Above waist when used
- Never
In pockets
On face
With a Prop
810 38
Everybody Should Know
DeFeat Bad Habits
- Anxious Pacing
- Nervous Tapping
- Nomadic Wandering
- One leg balancing
- Slide eclipsing
810 39
6. Be careful with laser pointers
7. Explain the chart!
8. Maximize use of Body Visual
9. Use “Build” slides when possible
810 40
Common Distractions*
• Rattling keys or coins in pocket
• Playing with watch
• Ring twisting
• Pushing bridge of glasses
• Stoking a beard
• Drumming figures
• Lip Licking
• Bouncing a pencil on it eraser
• Tugging an ear
• Blowing hair out of eyes
• Cracking knuckles
• Popping top of magic marker
• Lip biting
• Extending/retracting telescopic pointer
• Playing with beads, gold chains, jewelry
* Excerpted from “Presentation Plus”, 2nd Edition, David Peoples, Wiley, pg 188
810 41
Common Distractions*
• Rattling keys or coins in pocket
• Playing with watch
• Ring twisting
• Pushing bridge of glasses
• Stoking a beard
• Drumming figures
• Lip Licking
• Bouncing a pencil on it eraser
• Tugging an ear
• Blowing hair out of eyes
• Cracking knuckles
• Popping top of magic marker
• Lip biting
• Extending/retracting telescopic pointer
• Playing with beads, gold chains, jewelry
* Excerpted from “Presentation Plus”, 2nd Edition, David Peoples, Wiley, pg 188
810 42
Common Distractions*
• Rattling keys or coins in pocket
• Ring twisting
• Stoking a beard
• Lip Licking
• Tugging an ear
• Cracking knuckles
• Lip biting
* Excerpted from “Presentation Plus”, 2nd Edition, David Peoples, Wiley, pg 188
810 43
Positive Signs
+ Affirmative head nods
+ Knowing smiles
+ Active listening
+ Note taking
+ Positive questions
+ Endorsing testimonials
Reaction
+ More of same
Negative Signs
- Restlessness
- Looks of:
- Apathy
- Preoccupation
- Blank stares
- Little eye contact
- Sleepers
- Empty chairs
Reaction
- Abandon script/slides
- Ask questions
- Give stretch break
- Consider using humor
- Get personal
810 44
810 45