1. Use the table below to select TRUE or FALSE for each statement and explain the reasons for your choice

2. It is likely that you will have to take a different approach to presenting your case, depending on the context. How will you present a case effectively in the examples below?

In addition to good planning and preparation, presenting a case requires courage and an awareness of the challenges you face in having your case accepted. This worksheet, based on the Spotlight ‘Presenting a Case,’ focuses on challenging yourself and others when presenting your case.

One of The Institute’s worksheets series, to help you improve your leadership skills and capability, making you a better leader

Challenging: Presenting a Case

True or False Why?

Your boss has the final say; if your proposal is ruled out you need to let it go and move on

Time and place are secondary considerations when presenting a case

Presenting a case is a simple matter of using your authority to get people to accept your point

You may not like the case being presented to you, but you should acknowledge any positive points

Present your case by telling your colleague what the problem is and that you want it put right immediately

A workplace that is positive about challenge

A workplace where challenge may be viewed with suspicion

A workplace where challenge is seen as threatening or toxic

You should take approximately two hours to complete this worksheet and read the accompanying Spotlight

Authenticity - Challenging - Presenting a Case Published by The Institute of Leadership & Management 2018 © The Institute of Leadership & Management

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WorksheetChallenging: Presenting a Case

3. Explain the rationale for each of the following behaviours you might use for presenting an effective case:

4. Churchill used the metaphor of challenge being like putting your head in a Lion’s mouth. Write a suitably humorous metaphor or meme to describe the challenge of presenting a case in your organisation:

Behaviour

Sell your idea

Rationale

Behaviour

Demonstrate a willingness to work with resistance

Rationale

Behaviour

Demonstrate evidence

Rationale

Behaviour

Allow space for criticism

Rationale

Behaviour

Present your case clearly and well

Rationale

Behaviour

Allow time for ideas to gel

Rationale

All references are cited in The Institute of Leadership & Management (2018) ‘Spotlight on Presenting a Case’