Oral Presentation Manner & Style

1. Oral Presentation Manner & Style Bill Bagley Human Capital Advisor Barnes Dennig & Co.

3. Formal Oral Presentation Skills • Client Presentations • Leading Client Meetings • Business Department Presentations • Networking Meetings • Staff Meeting Presentations • Facilitating Training Sessions • Keynote Addresses • Student Presentations • Oral Proposals

4. IT’S ABOUT ‘PERCEPTION’and ‘PERSUASION’ PerceptionBecomes Reality In The Eyes Of Those Forming & Holding That IMAGE.

5. The Objective  To Prepare You To Become An Effective Oral Presenter…Enhance Your Credibility…Position You for Leadership Roles

6. What Critical Areas are Negatively Impacted by Poor Communication? • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________

7. What Critical Areas are Negatively Impacted by Poor Communication? • Thousands of people fail to get jobs. • Just as many are passed over for promotion. • Billions of dollars in sales opportunities are lost. • Hearts are broken. • Otherwise outstanding political candidates are not elected. • Innocent victims lose court cases. • Needed legislation is not passed. • Acute social ills become chronic. • Creative ideas that have the potential to enhance life remain fallow in the minds of their creators.

8. $$$$$$$$$$$ BILLIONS OF DOLLARSARE SPENT EACH YEAR BY ORGANIZATIONS & INDIVIDUALS IN AN ATTEMPT TO ADDRESS THIS DILEMMA

9. The Message • The ability to effectively communicate with others is Extremely Critical to the success of the Individualand to the Organization the individual represents. • Just as clear, unfortunately, is that the vast majority of people in this world are Poorly Equipped in the area. - 80% Below Expectation - 5% Exceptional

10. Criticalness To Success • Establish Credibility with Clients, Superiors, Peers, Subordinates, and Potential Clients • Effective Networking, Relationship Building, and Marketing • Enhance Promotability and Earning Potential • Results-oriented Meetings • Win Higher Percentage of Proposals • Effectively Sell Your Organization when Recruiting • Project a Leader Image • Positively Influence Others’ Thinking • Inspire and Motivate others toward their Personal/Professional Success

11. Venues / Forums Where You are Expected to Present Orally • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________ • _____________________________________________

12. Presentation Venues / Forums  Voice Mail  Career Fairs  Client Servicing • Staff Meetings  Brainstorming  Social Functions • Counseling  Debates  Mentoring • Networking  Board Meetings  Tutoring • Interviewing  Committee Meetings  Instructing • Receptions  Consulting  Introductions • Luncheons  Cold Calls  Q & As • Round Tables  Proposals  Advising Clients • Conversations  Business Development  Phone Conversations • Patient Discussions • Negotiating Sessions

13. What Makes A Presenter Effective ?  Think of an Outstanding Presenter (Business Leader; Politician; Motivator; Coach)  What Characteristics Stand Out ?        

14. What Makes a Presenter Effective? • Confidence • Sincerity • Knowledgeable • Engaging • Voice Projection • Articulate • Body Language • A/V Interaction • Story Telling • Passionate • Q&A Effectiveness

15. Abraham Lincoln The Gettysburg Address

16. Winston Churchill Carried the weight of a Nation on his shoulders during the air onslaught of Nazi German. Through thousands of bombings he inspired fellow-Britons via numerous radio broadcasts to ‘stay the course’… “we shall fight on the seas and oceans…and on the beaches…we shall fight in the hills and on the landing grounds… and we shall fight in the streets…and we will never surrender.”

17. “…a date which will live in infamy…” Franklin Delano Roosevelt

18. Eleanor Roosevelt “Nobody can make you feel inferior without your consent.”

19. John Fitzgerald Kennedy “Ask not what your Country can do for you… Ask what you can do for your Country.”

20. Martin Luther King Jr. “…we will be able to speed up that day when all of God's children, black men and white men, Jews and Gentiles, Protestants and Catholics, will be able to join hands and sing in the words of the old Negro spiritual, "Free at last! Free at last! Thank God Almighty, we are free at last!”

21. Margaret Thatcher ‘The Iron Lady’ “Economics is the method; the object is to change the soul.” “In politics if you want anything said, ask a man. If you want anything done, ask a woman.”

22. Angela Merkle “For a few years, more people have been leaving our country than entering it. Wherever it is possible, we must lower the entry hurdles for those who bring the country forward.”

23. The OPEN UP Concept O = Organized: Poised, Polished, Prepared, Defined, Entertaining, Enlightening P = Passionate: Conviction, Enthusiasm, Persuasion E = Engaging: Connect with Audience N = Natural: Comfortable, Confident, Conversational U = Understand Audience: Learn About Them and Connect Early P = Practice: Early and Often

24. Rate Yourself As A Presenter Scale: 1 to 5(One Being Highest) • Confident: _____ • Comfortable: _____ • Organized: _____ • Natural: _____ • Persuasive: _____ • Engaging: _____ • Conversational: _____ • Effective Visual Aids: _____ • Effective Q&A Facilitator: _____ Areas of Greatest Development Need: • ___________________________________________________________________ • ___________________________________________________________________ • ___________________________________________________________________

25. The Fundamentals

26. Organization Begin With A Purpose I want my audience to take away three (3) ideas from my presentation, and they are:  Importance of Serving Clients effectively.  The value of Growing Business.  Gain an appreciation of how to Lead Others toward Success. This exercise crystallizes definition and sets forth developing conviction/passion.

27. Organization Frame Your PresentationANDOpening  My (Objective/Purpose/Mission/Goal) is to… ________________________________________________________  Our current (Position/Situation/Issue) dictates… ________________________________________________________  The (End Result/Benefit/Consequence) to (accepting our proposal / not accepting our proposal)… ________________________________________________________  I fervently believe the (Next Step/Action Plan) should be to… ________________________________________________________

28. Organization Framing Your Presentation - and Opening - Ensures You Will:  State Your Objective  Cover All Relevant Material  Transition from Topic to Topic  Finish Strong

29. Organization Develop Structure Around The Frame  Opening: Tell them what you are going to tell them  Body: Tell them  Close: Tell them what you told them

30. Organization Opening – Tell Them What You Are Going To Tell Them (60 Seconds)  “The purpose of my presentation is to help each of you become comfortable with the critical factors of success in the business world…and my defined role in that context.”  “The current business environment has placed great demands on us all. The most significant personal and professional challenges are around:  Serving Clients  Growing Business  Leading Others toward Success.”  “The benefits to addressing these three (3) areas directly impact my ability to successfully serve the firm in technical and advisory roles, and at the same time assure my personal happiness and career satisfaction.”  “ My goal is to become a leader within the firm and to the external and internal clients I engage. I appreciate the opportunity afforded me through my education and by firm leadership. I will take every opportunity to become an effective strategic partner within the firm.” Objective Situation/Issues Benefits Goal

31. Organization Body - Tell Them (10 Minutes) • “My years with the firm have been witness to my involvement and success related to (Use personal success stories to match your involvement and achievements with your opening statement around):  Serving Clients  Growing Business  Leading Others toward Success

32. Organization Close - Tell Them What You Told Them (60 Seconds) • “To recap, my goal is to be successful in this firm. I hope I have made you comfortable that my style and focus is right to bring immediate value to the firm. I know my past achievements, in what I feel are the three most critical current challenges for the firm (Serving Clients…Growing Business…Leading Others), are good benchmarks for my dedication to this organization. However, I also know continued personal growth and enhanced contribution will be the expectation. I am committed to this. Thank you for this opportunity and your consideration of me.”

33. “The secret of a good sermon is to have a good beginning and a good ending; and to have the two of them as close together as possible.” -- George Burns

34. Organization  Open and Close with IMPACT  How you OPEN dictates who will listen  What you say LAST, is most remembered  Openings  Quote  Extended Pause  Prediction  Statistic  Question to the audience / “Write this down.”  Current event item  Humor  In the Body  Sound Bites (1 or 2)  “Impact” Vocabulary (1 or 2)

35. The ‘Sound Bite’ • “Four score and seven years ago…conceived in liberty and dedicated to the proposition that allmen are created equal.” • “…a date that will live in infamy…” • “Ask not what your Country can do for you…Ask what you can do for your Country.” • “Military-Industrial Complex.” • “…will not be judged by the color of their skin, but by the content of their character.”

36. Vocabulary Quiz • ACUMEN • ADAMANT • ENGENDER • EPHEMERAL • LETHARGIC • LUGUBRIOUS • PROTOTYPICAL • ABJECT • NEBULOUS • VACILLATE • ABHORRENCE • JUXTAPOSE • LABYRINTH • MACHIAVELLIAN • MELLIFLUOUS • INANE • RETICENT • RECALCITRANT • ONEROUS • GRAVITAS • EXASPERATE versus EXACERBATE • HONE versus HOME

37. Organization  Arrive Early (60 Minutes)  Get Comfortable with Surroundings and Room Layout  Check All Equipment You Will be Using  Greet People as They Arrive. Introduce Yourself.

38. Passion Delivering The Message With Conviction • There is a difference between Feeling conviction and Conveying conviction • Conveyors of conviction when presenting  Body Language  Facial Expressions  Movement  Gestures  Voice Delivery

39. Passion Power Of Delivery  7% Impact Words  38% Impact Voice Comfort & Confidence  55% Impact Non-Verbal (Appearance, Posture, Gestures, Movement, Eye Contact, Facial Expressions)

40. Passion Delivering The Message With Conviction Posture (Refer to The Exceptional Presenter, pp 52 – 93)  “Squaring Up”  The Podium  Eye Contact  Smile  Move With Purpose  Lose The ‘Fidgets’

41. Passion Delivering The Message With Conviction Gestures  “The Claw”  Numbers  Comparisons - 10%  30%  Defined and Deliberate - Do Not Rush

42. Passion Delivering The Message With Conviction Voice  Volume  Inflection  Pace / Tempo  Eliminate ‘Filler’  Eliminate ‘Qualifiers’

43. Engaging The Audience How to Connect  Speak to the interests of the audience  Use stories, examples, anecdotes… ‘Story Telling’  Eye Contact… Sincere, Friendly, Confident  Lock onto one…Connect to a group  Smile  “Sweetest Sound”…Someone’s name  Current Events  Humor  Quotes  Sound Bites  Vocab

44. Naturalness Remaining Yourself While Assuming An Effective Oral Presenting Manner & Style 1. The ability to speak well is not a skill reserved for a select few - it is a Learned Behavior 2. “Natural Life Sequence” - Just like Walking, Listening, Eating 3. Storehouse of Knowledge………..Interests and Specialty 4. 15Minute Presentation = 60 Minutes of Information Stored 5. Great Works of Literature……………………Appreciation for Words & Style (Lincoln was a student of The Bible)

45. Naturalness 6. View the Style of Great Presenters …….Modeling 7. Aspire toward a style… Do Not Imitate another 8. Enthusiasm - Enthusiasts Will Not Be Denied 9. Speak for Practical Impact on Matters of Deep Conviction ….Controlled Passion  Lincoln & Gettysburg Address 10. Have the Listeners’ Best Interestsat Heart 11. Choose Words Carefully - Use Them Precisely  Vocab 1 Per Day

46. Understand the Audience • Demographics • Gender • Age • Race • Ethnicity • Religion • Economics • Health • Psychographics • Interests • Values • Motivators • Political Perspective

47. Practice • Voice Mail  Career Fairs  Client Servicing • Staff Meetings  Brainstorming  Social Functions • Counseling  Debates  Mentoring • Networking  Board Meetings  Tutoring • Interviewing  Committee Meetings  Instructing • Receptions  Consulting  Introductions • Luncheons  Cold Calls  Q & As • Round Tables  Proposals  Advising Clients • Conversations  Business Development  Phone Interaction • Negotiating Sessions • Alone in front of a Mirror

48. Stress Related To Presenting • Rates Right Up There with Flying and Death • #1 Fear in The Book Of Lists • Puts Us at Risk ? YES • Standing Before a Group and Presenting Impacts Us from a Psychological Perspective • We Unnerve Ourselves and Cripple Our Ability to Effectively Present

49. Establish A Commitment Goal • What are the Upsides ? Downsides ? • My Related Strengths ? • Areas for Improvement ? • Method of Learning:Coach ? Trainer ? Self ? Toastmasters ? • When Will I Be Able to Make My First Presentation ? • Establish a Calendar for Practice Sessions and Real Opportunities • Self Evaluate

50. OUTSIDE READING • THE EXCEPTIONAL PRESENTER -- TIM KOEGEL