Effective Presentations Effective Presentations Dr. David R. Laube July 2014 1

Effective Presentations

Dr. David R. LaubeJuly 2014

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Most Desirable AttributesOf 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 SkillsSource: Wall Street Journal/Harris Interactive Survey of Recruiters

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Presentation Skills

Can Make Your Career

OR

Break Your Career

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Dave’s Top Ten ListFor 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

TellsAsks

Controlled

Emotes

Social Style Model

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

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TellsAsks

Controlled

Emotes

Social Style Model

Analytical

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TellsAsks

Controlled

Emotes

Social Style Model

Amiable

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TellsAsks

Controlled

Emotes

Social Style Model

Expressive

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TellsAsks

Controlled

Emotes

Social Style Model

Driving

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TellsAsks

Controlled

Emotes

Social Style Model

Analytical Driving

Amiable Expressive

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Social Style Model

Analytical Driving

Amiable Expressive

Detail Oriented

Exacting

Logical

Organized

Likes Consensus

Supportive

Team Player

Avoids Conflict

Big Picture

Forceful

Impulsive

Thrives on People

Milestone Oriented

Moves Quickly

Practical

Wants Control

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Style DemographicsAnalytical Driving

Amiable Expressive

25% 25%

25% 25%

By Adolescence, Everyone Has Adopted Their Social Style and It Is Set For Life. The Population is Evenly Split.

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Analytical Driving

Amiable Expressive

Backup Styles Under Pressure

Avoids

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Analytical Driving

Amiable Expressive

Backup Styles Under Pressure

Avoids

Acquiesces

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Analytical Driving

Amiable Expressive

Backup Styles Under Pressure

Avoids

Acquiesces

Attacks

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Analytical Driving

Amiable Expressive

Avoids Autocratic

Acquiesces

Attacks

Backup Styles Under Pressure

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Analytical Driving

Amiable Expressive

Backup Styles Under Pressure

Avoids Autocratic

Acquiesces

Attacks

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Social Style Model

Analytical Driving

Amiable Expressive

Detail Oriented

Exacting

Logical

Organized

Likes Consensus

Supportive

Team Player

Avoids Conflict

Big Picture

Forceful

Impulsive

Thrives on People

Milestone Oriented

Moves Quickly

Practical

Wants Control

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VersatilityThe 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.com19

Versatility

The Ability To Meet, Or Match Your Social Style With the Style of Others…..And To Recognize When This is Absolutely Necessary.

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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

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2. Purpose

Use a PAL•Purpose•Agenda•Length

Consider Posting the PAL At the Front of the Room

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3. Preparation

•How Much Time?•Stand Up vs. Sit Down?•Paper or PowerPoint?•Use Page Numbers•Bring Back Ups

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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 Presentation24

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

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4. Presentation Materials

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4. Presentation Materials

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4. Presentation Materials

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4. Presentation Materials

•Be Careful of “Data Rich” Charts•Use Sans-Serif Fonts•Arial or Tahoma or Corbel

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4. Presentation Materials

•Be Careful of “Data Rich” Charts•Use Sans-Serif Fonts•Arial or Tahoma or Corbel

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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

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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.

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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 Fonts36

4. Presentation Materials

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•Don’t Overlay Text Onto Pictures

4. Presentation Materials

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•Don’t Overlay Text Onto Pictures•Handle Financials Clearly

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Three Months Ended

June 27, 2008 June 29, 2007

Cash and cash equivalents at beginning of period $ 44,246 $ 10,479

Cash flows from operating activities:  

Net cash provided by (used in) operating activities   (4,126)   1,432

Cash flows from investing activities:    

Purchase of short-term investments (17,586)   (20,898Proceeds from sales and maturities of short-term

investments 15,042 15,449

Payment for license and development arrangement — (1,250

Purchases of property and equipment (408) (1,310

Net cash used in investing activities   (2,952)   (8,009

Cash flows from financing activities:  

Issuance of common stock   44 7,651

Repurchase of common stock (859) (136

Repurchase of 3¾ convertible senior notes (8,342) —

Excess tax benefit from stock-based compensation — 51

Net cash provided by (used in) financing activities   (9,157) 7,566

Effect of exchange rate changes on cash   150 212

Net increase (decrease) in cash and cash equivalents   (16,085) 1,201

Cash and cash equivalents at end of period $ 28,161 $ 11,680

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Three Months Ended

June 27, 2008 June 29, 2007

Cash and cash equivalents at beginning of period $ 44,246 $ 10,479

Cash flows from operating activities:  

Net cash provided by (used in) operating activities   (4,126)   1,432

Cash flows from investing activities:    

Purchase of short-term investments (17,586)   (20,898Proceeds from sales and maturities of short-term

investments 15,042 15,449

Payment for license and development arrangement — (1,250

Purchases of property and equipment (408) (1,310

Net cash used in investing activities   (2,952)   (8,009

Cash flows from financing activities:  

Issuance of common stock   44 7,651

Repurchase of common stock (859) (136

Repurchase of 3¾ convertible senior notes (8,342) —

Excess tax benefit from stock-based compensation — 51

Net cash provided by (used in) financing activities   (9,157) 7,566

Effect of exchange rate changes on cash   150 212

Net increase (decrease) in cash and cash equivalents   (16,085) 1,201

Cash and cash equivalents at end of period $ 28,161 $ 11,680

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Three Months Ended

June 27, 2008 June 29, 2007

Cash and cash equivalents at beginning of period $ 44,246 $ 10,479

Cash flows from operating activities:  

Net cash provided by (used in) operating activities   (4,126)   1,432

Cash flows from investing activities:    

Purchase of short-term investments (17,586)   (20,898Proceeds from sales and maturities of short-term

investments 15,042 15,449

Payment for license and development arrangement — (1,250

Purchases of property and equipment (408) (1,310

Net cash used in investing activities   (2,952)   (8,009

Cash flows from financing activities:  

Issuance of common stock   44 7,651

Repurchase of common stock (859) (136

Repurchase of 3¾ convertible senior notes (8,342) —

Excess tax benefit from stock-based compensation — 51

Net cash provided by (used in) financing activities   (9,157) 7,566

Effect of exchange rate changes on cash   150 212

Net increase (decrease) in cash and cash equivalents   (16,085) 1,201

Cash and cash equivalents at end of period $ 28,161 $ 11,680

4. Presentation Materials

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•Use Video Appropriately

•But Keep It Short

4. Presentation Materials

•Assume 3 Minutes Per Chart•Assume 1/3 of the Time Is For Questions•Prepare “Back Up” Charts For Additional Detail

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4. Presentation Materials

•An Ideal Structure:•Three or Four Points•Using partial sentences•Or Easy To Read Charts/Visuals

Using A Take-Away Box46

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

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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 Talk48

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”

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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”

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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

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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

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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

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Q&A May Determine Success or Failure

9. Q&A – The Ultimate Test

•Anticipate Questions•Role Play in Rehearsal•Bring Backup Material•Watch the Time•Try to Address the Whole Audience

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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 _____”.

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10. Do A Good Close

•Always Close

•Refer Back to the “Purpose”

•Use a One Slide Finish….

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Next Steps?

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Follow These Ten Rules……

And Your Presentations Will:

1. Improve Your Organization and

2. Improve Your Career

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ResourcesSocial 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

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