What did your last presentation die of?

Martin Sykes ARC214

Centre of Excellence

Let me tell you a story…

Al Noel, previously 101st Airborne DivisionNow a Principal Consultant, Microsoft US

Stories separate the best Stanford graduates from the rest.

Why stories? 10% Tell

65% Retention

MYTH

• 13

“One of the worst things about knowing a lot, or having access to a lot of information, is that we're tempted to share it all”

Made to Stick, Chip and Dan Heath

Why change?

Drivers Objectives

IssueWhat’s in it for me? Alternatives

Start Stop Do differently Leave alone

What to change?

Transformations Sequence Agreements

Work in progress

Why – What - How • 71

• 89

Bruce Lee

It is not the daily increase but the daily decrease. Hack away at the unessential.

Who

J.K. Rowling

No story lives unless someone wants to listen.

Audience context

Antoine de Saint Exupery

If you want to build a ship, don't drum up the men to gather wood, divide the work, and give orders. Instead, teach them to yearn for the vast and endless sea.

Basic Plot Structure

Act I: Setup

Act II: Confrontation

Act III: Resolution

ResolutionEquilibrium Disruption Reaction Struggle

ExpositionIntroduce characters, relationships, and the current situation.

ClimaxDoes the hero succeed or fail?

All Seems LostEverything is in the balance, so the

hero has to commit everything.

Inciting IncidentThe hero comes across the issue that will force him to act.

The Point of No ReturnThe tension or conflict builds from the inciting incident to a point where the hero must act.

Tension

False Hope Often, but not always, the hero makes

initial progress but then finds greater resistance as the tension escalates.

THE END

Classic characters

Story

GoalHero

Donor

False Hero

Villain

Helper

Dispatcher

Princess

YOUare

NOT the

HERO

Paul Zak – Empathy, Chemistry and the Dramatic Arc

http://aka.ms/Zak

How do you feel?

Haulage Services Situation• 68% of professional freight drivers

spend more than 3 nights per week in their trucks.

• There is an estimated shortfall of 28,400 truck parking spaces in the USA.

• The average lorry driver may spend 40 minutes each day finding parking for the night and services for toilet, hygiene and food.

Bill’s storyBill’s story

Bill’s story

Work from the specific to the general.

68% > 3 Nights in the cab

28,400

The embedded stories and whiteboard trick

Task focused device

Nurse

Mobile line of business

Clinical Staff

Director of Operations

Mobile information worker

Why will your audience listen? Why will they care?

www.StoriesThatMoveMountains.com www.facebook.com/StoriesThatMoveMountainsLinkedIn – Stories That Move Mountains group

Related contentARC210 – Cui Bono. Using the Benefits Dependency Network to bring technology and business changes together ?http://StoriesThatMoveMountains.com

Find Me Later At...www.facebook.com/StoriesThatMoveMountainsMartin.Sykes@Microsoft.com

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