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{"id":1998,"date":"2010-01-27T21:43:48","date_gmt":"2010-01-28T01:43:48","guid":{"rendered":"http:\/\/www.simswyeth.com\/?p=1998"},"modified":"2021-04-12T09:04:13","modified_gmt":"2021-04-12T13:04:13","slug":"presentation-skills-presenting-to-senior-executives","status":"publish","type":"post","link":"https:\/\/www.simswyeth.com\/20100127-presentation-skills-presenting-to-senior-executives\/","title":{"rendered":"Presentation Skills: Presenting to Senior Executives"},"content":{"rendered":"

A report to a senior executive group<\/strong> is not a conversation, although it should sound conversational.\u00a0 It is a communication designed to facilitate a prediction or a decision<\/a><\/strong>.<\/p>\n

In order to sound conversational you need to be relaxed.\u00a0 Ironically, relaxation comes from the tension of hard rehearsal.<\/p>\n

Get to your recommendations as soon as possible. Don\u2019t make them wait to find out why you are there.<\/p>\n

Describe the benefits of your recommendations, preferably in quantitative terms\u2014such as gross margin, time to ROI, or % of market share. Best case, base case, and worse case scenarios also add clarity and credibility.<\/p>\n

Describe the costs, positioning them as reasonable compared to other similar projects that you can identify.<\/p>\n

Include the downside if they decide not to follow your recommendation.\u00a0 A favorable statistical confidence interval on your estimates of upside and downside will help.<\/p>\n

As usual, occasionally get out of the abstract and into the concrete.\u00a0 Illustrate the benefits of your recommendation with stories about other companies.\u00a0 Likewise, dramatize the cost of not accepting your recommendations.<\/p>\n

Senior executives tend to be big picture people.\u00a0 Keep your remarks as short as possible.\u00a0 They probably have to listen to a number of presentations at one sitting.\u00a0 If you tell them everything they\u2019ll remember nothing.<\/p>\n

Don\u2019t read bullet point slides<\/a><\/strong>. It\u2019s the #1 thing people hate.\u00a0 After all, why go to the trouble of a meeting if all the speaker does is read.\u00a0 The senior people need to see you bring your idea to life, and demonstrate the character traits<\/strong> necessary to make it happen.<\/p>\n

In terms of delivery, this is not the time to display your wild passion.\u00a0 Just be extremely clear about what you want to do, why it\u2019s a good idea, and how you plan to get it done.<\/p>\n

Take away:\u00a0 help them make a decision or a prediction.\u00a0 In the fewest words possible.<\/p>\n

<\/em>
\n<\/em><\/em><\/div>\n","protected":false},"excerpt":{"rendered":"

A report to a senior executive group is not a conversation, although it should sound conversational.\u00a0 It is a communication designed to facilitate a prediction or a decision. In order to sound conversational you need to be relaxed.\u00a0 Ironically, relaxation comes from the tension of hard rehearsal. 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