A presentation about presenting

Agenda• Preparation• Content • Creating a great PPT• Preparing to present• Delivery: speaking• Delivery: using your body• Answering questions • Going after money

:

Preparation

Your audience

• Who are they?

• What are their interests?

• What are their needs, expectations, beliefs, culture, norms, history as a group? As individuals?

• Is there a generational issue?

Your thinking

• What is the purpose/goal of the presentation?– Educate/inform– Convince– Elicit action– Be liked

• What is your purpose/goal for the presentation?– Stated– Personal

• What point do you want to get across?– Stated– Personal

Your knowledge

• Know ten times more than you say

• Say ten times more than your slides say

Critical thinking

• Are all my points, premises, assumptions substantiated?

• Can I show the “logic” of my conclusions?

• Play Devil’s advocate - try to shoot yourself down, because someone else will.

Content

Organizing Content

• Decide on the most important points (5 to 7)

• How many points and how deeply you delve

depends on available time

• Add only what directly contributes to your points

• Make an outline

• and stay on point!

Content: three “C”s

• Clear

• Concise

• Complete

Content: language

Beware of • Acronyms, abbreviations and jargon that you

have not defined in this presentation

“ The RFP calls for an SOW on the ASP before the SAP go-live. Also, need RSVP to ASE: ASAP!”

Taken from a major consulting firm’s PPT briefing of a new change management team

Content: language

Beware of • Acronyms, abbreviations and jargon that you

have not defined in this presentation

• Fuzzy words

Fuzzy words

…are judgmental in nature

…are not actionable

…carry no specific meaning

…and you’re going to be surprised what words count as “fuzzy”.

examples

team player

effective

responsible

…doesn't listen

…is overbearing

crazy

lazy

Creating Powerful PowerPoints

Power Point: rules

Rule # 1: YOU are the show.

Rule # 2: Go for clarity: clean and simple

Rule # 3: Form follows function

Fun is good when appropriate!

PPT slide design: DO’s

• One thought per slide

• White or light background

• Dark type - color highlights OK

• Cite your facts where possible

• Poof read

PPT slide design: DON’Ts

• Negative (white on black)• Dark on dark; light on light; red on green• Animation, graphics, cartoons, special effects• Fancy fonts and small type• Decorative or personalized background• Slides crammed with “stuff”

Note: these things might look good on your monitor but often don’t work when projected.

The Little Shop of PPT HORRORS!

MLE RFI/RFP Process XXXXXX)

MLE Service Level Agreement (SLA) Matrix

Critical Service LevelsTower - Finance and AccountingTotal Supplier At Risk - Expressed in term of percentage of the Monthly Charge 15%At Risk Pool Percentage Available For Allocation - Expressed as a % of the "At Risk" amount 350%At Risk Pool Available Unallocated -- Expressed as % of the Pool not Allocated 0%F&A Tower % of All Towers 0%

Section Ref - Accounts PayableAllocation of Pool Percentage 40% Measurement 100.00% % of

1.1 Invoice Processing and Disbursements - Performance category Eff + mos** Expected Minimum Window Allocation* Invoice1.1.1 Timely and Accurate Processing of Invoices 0 98.00% 97.00% Monthly 30.0% 0.00%1.1.2 Timely and Accurate Accounts Payable Disbursements 0 98.00% 97.00% Monthly 30.0% 0.00%1.1.3 Timely and Accurate Payment of "Urgent" Payment Requests 0 98.00% 97.00% Monthly 40.0% 0.00%

Section Ref - Travel and EntertainmentAllocation of Pool Percentage 25% Measurement 100.00% % of

1.2 T&E Report Processing and Disbursements - Performance category Eff + mos** Expected Minimum Window Allocation* Invoice1.2.1 Timely and Accurate processing of Expense Reports 0 98.00% 97.00% Monthly 50.0% 0.00%1.2.2 Expense Report Reimbursements 0 98.00% 97.00% Monthly 50.0% 0.00%

Section Ref - Treasury Support / Cash ManagementAllocation of Pool Percentage 30% Measurement 100.0% % of

1.3 Treasury Support and Cash Management Services - Performance Category Eff + mos** Expected Minimum Window Allocation* Invoice1.3.1 Bank accounts reconcile to the general ledger 0 98.00% 95.00% Monthly 100.0% 0.00%

Section Ref - Projects/Fixed Asset AccountingAllocation of Pool Percentage 25% 5.5 Measurement 100.0% % of

1.4 Projects and Fixed Asset Accounting - Performance Category Eff + mos** Expected Minimum Window Allocation* Invoice1.4.1 Timely and accurate settlements processing, internal order processing, and reconciliations 0 98.00% 95.00% Monthly 50.0% 0.00%1.4.2 Timely and accurate depreciation entry 0 98.00% 95.00% Monthly 50.0% 0.00%

22xxxxi Confidential & Proprietary

Copyright © 2009 xxxxxxi U.S. LLC -- All rights reserved

Spend Analysis Module• A comprehensive view of spend

across all categories business units, suppliers, and systems

• Rapid, cost effective and repeatable visibility

• Natural language processing to classify free form text descriptions

• Rich granular, normalized spend detail

- Supplier name normalization

- Parent / subsidiary relationship

- Commodity category assessment

eSourcing Module • Template driven on-line RFP/RFQ• Repeatable formats and content• Enables knowledge transfer through deep knowledge

base• Formatted supplier responses for easier comparison• On-line reverse auctions Category Management Module• Single dashboard with multiple views – single project

status – all projects • Document repository • Module where all sourcing project specific steps are

built• Provides e-mail warnings or updates on events or steps

of an event

A R I B A

iProcurement Module• Provides intuitive web-based screens with the look and feel of a commercial shopping site• Catalogs channel requisitioner to approved suppliers

O R A C L E

PROCESS / TECHNOLOGY: ARIBA AND ORACLE

23xxxx Confidential & Proprietary

Copyright © 2008 xxxxU.S. LLC -- All rights reserved

Other Key Stakeholders & Business Units

Design

Marketing

Manufacturing

Engineering

Legal

Finance

Produ

ct

Promotion

Price

Distrib

ution

Customers

Accounts Payable

IT

HR

Through Consolidated Sourcing Groups (CSG), Global Procurement will collaborate with cross-functional teams of all relevant stakeholders to drive results, meet requirements and

achieve savings.

CSG: CONSOLIDATED SOURCING GROUPS

24xxxx Confidential & Proprietary

Copyright © 2008 xxxxU.S. LLC -- All rights reserved

Other Key Stakeholders & Business Units

Design

Marketing

Manufacturing

Engineering

Legal

Finance Accounts Payable

IT

HR

Global Procurement will collaborate with cross-functional teams of all relevant stakeholders to drive results.

CSG: CONSOLIDATED SOURCING GROUPS

25

Generalized Process for User Engagement Research

- Consider user pain points

- Consider user mental models & metaphors

- Consider leading practices & standards

- Generate design ideas

- Document design ideas in UCD logs- Develop

prototype scenarios / task

flows- Whiteboard /

storyboard interaction and UI designs

- Design templates for prototype

1Research & Analysis

2Synthesis

3Rapid Design /Visualization

& User Testing

Gather Contextual Research

Plan & Perform User Research

DevelopDesignInsights

Document Findings

- Create Research Plan

- Prep interview

guides based on process maps (if available)

- Site visits: - Observe & interview users - Record all w/ audio or video

- Take pictures

- Collect artifacts

- Capture notes for requirements

- Initial design ideas

- Capture profile data- Use other

specific methods as needed,

- Label tapes- Tag artifacts- Review tapes

to fill in notes

- Update process flows as needed- Log research

observations in UCD ob log

- Create initial user personas

- Create initial scenarios of use

- Create initial data maps

- Refine personas and scenarios

- Identify associated data points required in scenario tasks

- Distill user requirements from all

- Filter against existing user & business reqs

- Load new reqs to requirements database

- Industry: Benchmark leaders & best practices

- Company bkgrnd- Company’s

products, services, markets, audiences

- Company’s business processes

- Company’s business, marketing & strategies

- Research competitors: site audits, case studies

Generate Requirements Iterative

4Specificatio

n

- Create high-level information architecture

- Build out sample scenarios in either low- or high-fidelity- Validate with

internal experts

- Create question guide for user design reviews

- Validate with external users

- Create test plan for usability test

- Create detailed information architecture & interaction flows- Prototype addtl

scenarios & screens if needed

- Create addtl wireframes if needed

- Create Style Guide & all screen & UI

specifications- Create all

production graphics

Create Specs for Production

Delivery

Preparing the show

• Know exactly what you want to say

(clear and concise)

• Rehearse, rehearse, rehearse

• Send out pre-reads where possible

Speaking

• Stay on point

• Say it once the best way

• Big words don’t make you look smart

• Neither do filler words (white space)

• Abide by time limits

Using your body

• Use the space in the room – move around• Use your voice: less is more• Make eye contact

– Small group: look each person in the eye– Larger group: pan the room – OK to speak to particular people

• Look for dead spots in the room

Taking questions

• If the questions are about your PPT special effects…you’ve failed

• Anticipate questions

• Be your own devil’s advocate

• Take a full breath before speaking

• Understand the question before answering - ask

• Keep answers short (3 Cs)• Be on point

Going After Money

The Law of Giving

Law : People give because they are moved (their emotions are engaged)

Corollary: People are NOT moved by the thought of writing a check.

How to engage emotions

Make them care

– What moves them? Why are you talking to them?

– Tell a story; avoid emotionally loaded words.

– Provide moving facts• ex., “50% of kids in Los Angeles County drop out of

school.” • ex.,“6000 violent crimes a year can be traced to the high

school dropout rate.”

Let them become excited and when they are…

ask them.

Questions/Comments/Feedback?

Ariane David

adavid@TheVeritasGroup.com

Additional InformationThe Veritas Group

www.TheVeritasGroup.com