Effective Presentations
Dr. David R. Laube
July 2014
1
Most Desirable Attributes
Of Business School Graduates
1. Communication and Interpersonal Skills
2. Ability To Work Well Within a Team
3. Personal Ethics and Integrity
4. Analytical and Problem Solving Skills
Source: Wall Street Journal/Harris Interactive Survey of Recruiters
2
Presentation Skills
Can Make Your Career
OR
Break Your Career
3
Dave’s Top Ten List
For Effective Presentations
1.Know Your Audience
•
•
•
•
Who Is the Decision Maker?
Who Has the Power?
What Is the Hierarchy in the Room?
What is the Key Person’s Social
Style?
4
Social Style Model
Controlled
Asks
Much of the material in these charts is drawn from “People
Styles at Work and Beyond”, Robert and Dorothy Grover
Bolton, American Management Association, 1996
www.ridge.com
Tells
Emotes
5
Social Style Model
Controlled
Analytical
Asks
Tells
Emotes
6
Social Style Model
Controlled
Asks
Tells
Amiable
Emotes
7
Social Style Model
Controlled
Asks
Tells
Expressive
Emotes
8
Social Style Model
Controlled
Driving
Asks
Tells
Emotes
9
Social Style Model
Controlled
Analytical
Driving
Asks
Amiable
Tells
Expressive
Emotes
10
Social Style Model
Analytical
Driving
Detail Oriented
Milestone Oriented
Exacting
Moves Quickly
Logical
Practical
Organized
Wants Control
Amiable
Expressive
Likes Consensus
Big Picture
Supportive
Forceful
Team Player
Impulsive
Avoids Conflict
Thrives on People
11
Style Demographics
Analytical
25%
Amiable
25%
Driving
25%
Expressive
25%
By Adolescence, Everyone Has Adopted Their Social Style
and It Is Set For Life. The Population is Evenly Split.
12
Backup Styles Under Pressure
Avoids
Analytical
Driving
Amiable
Expressive
13
Backup Styles Under Pressure
Avoids
Analytical
Driving
Amiable
Expressive
Acquiesces
14
Backup Styles Under Pressure
Avoids
Acquiesces
Analytical
Driving
Amiable
Expressive
Attacks
15
Backup Styles Under Pressure
Avoids
Acquiesces
Autocratic
Analytical
Driving
Amiable
Expressive
Attacks
16
Backup Styles Under Pressure
Avoids
Acquiesces
Autocratic
Analytical
Driving
Amiable
Expressive
Attacks
17
Social Style Model
Analytical
Driving
Detail Oriented
Milestone Oriented
Exacting
Moves Quickly
Logical
Practical
Organized
Wants Control
Amiable
Expressive
Likes Consensus
Big Picture
Supportive
Forceful
Team Player
Impulsive
Avoids Conflict
Thrives on People
18
Versatility
The Key to Relationships
Research Shows that:
•Social Style is Completely Uncorrelated to
Success but…
• High Versatility Is Strongly Correlated to
Success—in Relationships, In Business, In Life.¹
•Good News—High Versatility Can Be Learned.
It is Not “Locked In” Like Your Social Style.
¹“People Styles at Work”, Robert and Dorothy Grover Bolton, American Management
Association, 1996 www.ridge.com
19
Versatility
The Ability To Meet, Or Match Your
Social Style With the Style of
Others…..And To Recognize When
This is Absolutely Necessary.
20
Dave’s Top Ten List
2. What Is The Purpose of the Meeting
•
•
•
To Inform?
To Sell Them on a Project or Idea?
To Obtain a Decision?
Make This Clear Up Front
21
2. Purpose
Use a PAL
•Purpose
•Agenda
•Length
Consider Posting the PAL At the
Front of the Room
22
3. Preparation
•How Much Time?
•Stand Up vs. Sit Down?
•Paper or PowerPoint?
•Use Page Numbers
•Bring Back Ups
23
3. Preparation
•Will the Material Be Sent Out In
Advance?
•Will They Read It?
•If So, the Charts Change Dramatically
•They Become More Narrative
•It Impacts the Live Presentation
24
3. Preparation
•Accommodate Remote Attendees
•Send Out Advance Connection Info
•Distribute Charts In Advance
•“WebEx” Style or Audio Conference Call?
•If “WebEx”, Use Colleague to Run the
Charts.
25
4. Presentation Materials
•Be Careful of “Data Rich” Charts
26
4. Presentation Materials
27
4. Presentation Materials
28
4. Presentation Materials
29
4. Presentation Materials
•Be Careful of “Data Rich” Charts
•Use Sans-Serif Fonts
•Arial or Tahoma or Corbel
30
4. Presentation Materials
•Be Careful of “Data Rich” Charts
•Use Sans-Serif Fonts
•Arial or Tahoma or Corbel
31
4. Presentation Materials
•Be Careful of “Data Rich” Charts
•Use Sans-Serif Fonts
•Arial or Tahoma or Corbel
•Blue Background with White
and Yellow Text
32
4. Presentation Materials
•Be Careful of “Data Rich” Charts
•Use Sans-Serif Fonts
•Arial or Tahoma or Corbel
•Blue Background with White
and Yellow Text.
33
4. Presentation Materials
•Be Careful of “Data Rich”
Charts
•Use Sans-Serif Fonts
•Arial or Tahoma or Corbel
•Blue Background with White
and Yellow Text
4. Presentation Materials
•Be Careful of “Data Rich” Charts
•Use Sans-Serif Fonts
•Arial or Tahoma or Corbel
•Blue Background with White
and Yellow Text
Logo Goes Here
4. Presentation Materials
•Be Careful of “Data Rich” Charts
•Use Sans-Serif Fonts
•Arial or Tahoma or Corbel
•Blue Background with White
and Yellow Text No Red
•But Printed Copies—B&W
•No Smaller Than 18 Point Fonts
36
4. Presentation Materials
•Don’t Overlay Text Onto Pictures
38
4. Presentation Materials
•Don’t Overlay Text Onto Pictures
•Handle Financials Clearly
40
Three Months Ended
June 27,
2008
Cash and cash equivalents at beginning of period
$
44,246
June 29, 2007
$
10,479
Cash flows from operating activities:
Net cash provided by (used in) operating activities
(4,126)
1,432
(17,586)
(20,898
15,042
15,449
—
(408)
(2,952)
(1,250
(1,310
(8,009
Issuance of common stock
Repurchase of common stock
Repurchase of 3¾ convertible senior notes
44
(859)
(8,342)
7,651
(136
—
Excess tax benefit from stock-based compensation
Net cash provided by (used in) financing activities
—
(9,157)
51
7,566
Cash flows from investing activities:
Purchase of short-term investments
Proceeds from sales and maturities of short-term
investments
Payment for license and development arrangement
Purchases of property and equipment
Net cash used in investing activities
Cash flows from financing activities:
Effect of exchange rate changes on cash
150
Net increase (decrease) in cash and cash equivalents
Cash and cash equivalents at end of period
212
(16,085)
$
28,161
1,201
$
11,680
41
Three Months Ended
June 27,
2008
Cash and cash equivalents at beginning of period
$
44,246
June 29, 2007
$
10,479
Cash flows from operating activities:
Net cash provided by (used in) operating activities
(4,126)
1,432
(17,586)
(20,898
15,042
15,449
—
(408)
(2,952)
(1,250
(1,310
(8,009
Issuance of common stock
Repurchase of common stock
Repurchase of 3¾ convertible senior notes
44
(859)
(8,342)
7,651
(136
—
Excess tax benefit from stock-based compensation
Net cash provided by (used in) financing activities
—
(9,157)
51
7,566
Cash flows from investing activities:
Purchase of short-term investments
Proceeds from sales and maturities of short-term
investments
Payment for license and development arrangement
Purchases of property and equipment
Net cash used in investing activities
Cash flows from financing activities:
Effect of exchange rate changes on cash
150
Net increase (decrease) in cash and cash equivalents
Cash and cash equivalents at end of period
212
(16,085)
$
28,161
1,201
$
11,680
42
Three Months Ended
June 27,
2008
Cash and cash equivalents at beginning of period
$
44,246
June 29, 2007
$
10,479
Cash flows from operating activities:
Net cash provided by (used in) operating activities
(4,126)
1,432
(17,586)
(20,898
15,042
15,449
—
(408)
(2,952)
(1,250
(1,310
(8,009
Issuance of common stock
Repurchase of common stock
Repurchase of 3¾ convertible senior notes
44
(859)
(8,342)
7,651
(136
—
Excess tax benefit from stock-based compensation
Net cash provided by (used in) financing activities
—
(9,157)
51
7,566
Cash flows from investing activities:
Purchase of short-term investments
Proceeds from sales and maturities of short-term
investments
Payment for license and development arrangement
Purchases of property and equipment
Net cash used in investing activities
Cash flows from financing activities:
Effect of exchange rate changes on cash
150
Net increase (decrease) in cash and cash equivalents
Cash and cash equivalents at end of period
212
(16,085)
$
28,161
1,201
$
11,680
43
4. Presentation Materials
•Use Video Appropriately
•But Keep It Short
44
4. Presentation Materials
•Assume 3 Minutes Per Chart
•Assume 1/3 of the Time Is For
Questions
•Prepare “Back Up” Charts For
Additional Detail
45
4. Presentation Materials
•An Ideal Structure:
•Three or Four Points
•Using partial sentences
•Or Easy To Read Charts/Visuals
Using A Take-Away Box
46
5. Set Expectations
•Introduce Yourself
•Why Is Everyone Here? (the PAL)
•Questions—During Or At End?
•Reconfirm the Time Available
•Give Ground Rules for Conference
Calls
47
6. Presentation Skills
•Eye Contact With Audience
•Don’t Overly Refer to Notes
•Vary Voice, Tone, Pitch, Volume
•Use Your Hands
•Wear Appropriate Clothes
Touch, Turn, Then Talk
48
7. Be Flexible
•Be Prepared to Jump Around
•Be Prepared to Cut It Short
•Skip Some Charts, If Necessary
•Don’t Read the Charts
•Don’t Make the Charts “Cute”
49
7. Be Flexible
•Be Prepared to Jump Around
•Be Prepared to Cut It Short
•Skip Some Charts, If Necessary
•Don’t Read the Charts
•Don’t Make the Charts “Cute”
50
7. Be Flexible
•Be Prepared to Jump Around
•Be Prepared to Cut It Short
•Skip Some Charts, If Necessary
•Don’t Read the Charts
•Don’t Make the Charts “Cute”
•Use the “Blank” Button
51
8. Time Management
•Rehearse To Determine the Time
•Have a Colleague Keep Time
•Have a Visible Clock Or Watch
•Start Within 3 Minutes of Schedule
•Stay On Topic, If You Can
•Be Careful About Questions
•Use “Parking Lot” to Table Issues
52
9. Q&A – The Ultimate Test
•Q&A Will Demonstrate:
•Your Knowledge of the Subject
•Your Personality
•Your Ability to Think on Your Feet
•Your Flexibility
•Your Time Management
Q&A May Determine Success or Failure
53
9. Q&A – The Ultimate Test
•Anticipate Questions
•Role Play in Rehearsal
•Bring Backup Material
•Watch the Time
•Try to Address the Whole Audience
54
9. Q&A – The Ultimate Test
Three Useful Words
Don’t Be Afraid to Say—
“I Don’t Know”…..
“But I’ll Get You the Answer By _____”.
55
10. Do A Good Close
•Always Close
•Refer Back to the “Purpose”
•Use a One Slide Finish….
56
Next Steps?
57
Follow These Ten Rules……
And Your Presentations Will:
1. Improve Your Organization
and
2. Improve Your Career
58
Resources
Social Styles
•“People Styles At Work and Beyond”, Robert Bolton and Dorothy
Grover Bolton, Amacom
•http://www.tracomcorp.com many resources including assessments
Effective Presentations
• “Beyond Bullet Points”, Cliff Atkinson, Microsoft
•“The Exceptional Presenter, Timothy J. Koegel, Greenleaf Book
•“Knockout Presentations”, Diane DiResta, Chandler House Press
•“Maximize Your Presentation Skills”, Ellen A. Kaye, Three River Press
•“Solving the PowerPoint Predicament”, Tom Bunzel, Que Publishing,
includes CD
•“Speaking Effectively”, John A. Kline, Prentice Hall
•“Why Most PowerPoint Presentations Suck”, Rick Altman, Harvest
Books
Software
•http://www.presentationpro.com For PowerPoint add-on software
59