Thomas Green Presentation
5-step Communication Plan
Developing a Potential Way Forward
Presented By:GeorgeJohnMansiSerap
The single biggest problem in Communication is the illusion that
it has taken place.
- George Bernard Shaw
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Getting SLEEPLESS Nights?
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Thinking about this
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So You got this jobWhat did you do right?
In first 4 months accelerated roll-out of kiosks and software
upgrades for major client
Several informal meetings with McDonald
Developed unique insights into the market
Great rapport with clients
What does the job entail?
Identifying industry trendsEvaluating new business
opportunitiesEstablishing sales goalsDeveloping general market and
specific client sales strategiesSupervising two regional market
specialistsSpending significant time preparing for client
meetingsDeveloping supporting details of proposals
So you got this job cont.
Communication with management
Updating of Outlook Calendar
Backing up presentations with data
Presentation media not well used
Enthusiasm/positivity not communicated at workWhat went
wrong?
Developing a 5 Step Communication Plan
How are we going to Help? A 5 Step Communication PlanWhats your
COMMUNICATOR Strategy?Who is your AUDIENCE?How to organize your
MESSAGE?What CHANNELS to adopt?How to blend in Corporate
CULTURE?Action PlanConclusion
Define Communication Objective
Establish relationships Whats Your Communicator Strategy?
IssuesSolutionsFailed to update ManagementConsult Management,
Update Outlook
Failed to support Managers projectionsDo not confront publicly,
Do not undermine set projections
Failed to back up strategies with dataUse facts & figures to
make goals look tangible
2. Change Communication Style
Whats Your Communicator Strategy?(Contd.)
IssuesSolutionsFocused on Oral communicationAdopt good mix of
communication channelsFocused on SELL STYLE Adopt JOIN/CONSULT
StyleFocused on One way Communication directionAdopt bilateral
communication approach
Evolve from Sales to Management
Low Credibility/new positionNew networks
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3. Build Credibility
Whats Your Communicator Strategy?(Contd.)IssuesSolutionsFailed
to build upon Initial CredibilityEstablish goodwill with Management
and find common groundFailed to acquire new credibilityAdopt
pre-established Management work styles
Leverage your rank, image and expertise
Had rank, image, expertise to leverage upon& put management
expectation before personal goals
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Who are they?
Who is your Audience?IssuesSolutionsFailed to recognize
Management as AudienceKeep Management updated about activities
& strategiesFailed to upgrade communication strategies based on
new level of clientsUse updated selling tools data, PowerPoint,
facts & figuresFailed to recognize sales force as AudienceHold
sales seminars, training sessions & introduce new sales
techniques
ManagementSubordinatesClients
All three groups can be categorized as Primary AudienceShift
focus depending upon the circumstances Management will always be
Key InfluencersFactor in the expectations of Management
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Indirect vs. Direct Approach
How to build your message?IssuesSolutionsFocused primarily on
Indirect ApproachDiversify approach according to audienceMade
confrontation with Manager publiclyBe more prudent and tactful
while addressing conflicts
Change your approach according to situation
Used indirect approach inappropriately16
2. Organization of Message
How to build your message?(Contd.)IssuesSolutionsFailed to use
visual aidsEngage audience and provide permanent recordFailed to
back up ideas with DataUse facts & figures to support
position
Data establishes facts and context
Prevents audience from day dreamingData establishes facts and
context
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Focused only on Oral ChannelsAdopt Blended Channels Incorporate
written communication
Channel StrategyImportance of written channels
IssuesSolutionsOverlooked the importance of adhering to
Corporate CultureUnderstand corporate processes such as updating
Outlook calendar
Failed to demonstrate positivity inside and outside the
companyUnderstand that you are representing overall company values
at all times
Failed to understand the importance of corporate
hierarchyRespect the authority and experience of Senior
Management
Cultural Strategy
Taking the time to acknowledge errors madeLack of
communicationInsubordination towards DavisPoor presentation
techniquesLack of status updatesTaking first steps towards
reconciliation with superiorsSet up meeting with Davis to apologize
for recent conduct and assure him of your commitmentSet up meeting
with McDonald to reassure her of your commitmentInform Davis and
McDonald of the corrective measures you plan to take
Action plan/conclusion
Making an effort to fix the errors acknowledgedKeep Davis well
informed and updatedFollow Company procedure and protocolBack
client meetings with dataAdopt acceptable presentation
techniquesAvoid public confrontation with superiorsSet up monthly
or fortnightly meetings with Davis to keep him in the loopMeet
McDonald more often and keep her updated on new plans and
strategyActION plan/Conclusion contd
