1. Position

2. PSU Problem Solving Process 1. Position 2. Sense 3. Uncover 4. Solve 5. Build Build the Business Case for Your Solution 6. Achieve

3. Presenting The Business Case • KNOW your audience • Who they are • What they care about • Backgrounds and experience • Current conflicting or supporting issues • Relationships and structures

4. Presenting The Business Case • KNOW how people are persuaded • Aristotle claimed that there are three paths to persuasion: • Personal credibility - ethos • Emotional appeals - pathos • Logical arguments - logos

5. Presenting The Business Case • KNOW your argument • A proposition is just an assertion until evidence is presented to support it. • Forms of evidence: • Facts – empirically verifiable (statistics are one form) • Examples – descriptions of individual events • Testimony – authoritative opinion that interprets or judges

6. Proposal Outline • Background/Situation Analysis • Provide context for the issue or problem • Use historical perspective, where necessary • State the Problem/Issue/Question/Opportunity • Clear and concise • Why it’s worthy of attention • Supporting information, where necessary

7. Proposal Outline • The proposed solution/plan • Be precise about how it solves the problem • Support claims with logic and evidence, but don’t overwhelm with data • Describe rejected alternatives where relevant • Conclusion • Sum up the problem and the solution • Discuss outcome measurement – how will you know you’ve been successful

8. Oral Presentation Tips • Consider your audience type – are they… • Friendly? – they like you and your topic • Neutral? – they are calm and rational; their minds are made up but they think they are objective • Uninterested? – they have short attention spans; they may be there against their will • Hostile? – they want to take charge or to ridicule the speaker; they may be defensive, emotional

9. Oral Presentation Tips • Capturing attention in the introduction • A promise • Drama • Eye contact • Movement • Questions • Demonstrations • Samples/gimmicks • Visuals • Self-interest

10. Oral Presentation Tips • Building audience rapport • Effective imagery – analogies, metaphors, personal anecdotes • Verbal signposts – previewing, summarizing, switching directions • Nonverbal messages – look professional, animation, punctuate your words, get out from the podium, vary your expressions

11. PowerPoint • What’s so good about it? • Economical, flexible and easy to prepare • Good for last minute changes • Multimedia – images, animation, video • But… • Some say that PowerPoint is turning the nation’s businesspeople into a “mindless gaggle of bullet-pointed morons.”

12. Gettysburg Cemetery Dedication Abraham Lincoln

13. Agenda • Met on battlefield (great) • Dedicate portion of field - fitting! • Unfinished work (great tasks)

14. Review of Key Objectives& Critical Success Factors • What makes nation unique • Conceived in Liberty • Men are equal • Shared vision • New birth of freedom • Gov’t of/for/by the people

15. Summary • New nation • Civil war • Dedicate field • Dedicated to unfinished work • New birth of freedom • Government not perish

16. PPT is Still A Great Tool • Slides should summarize your main points • You should add value to what’s on the screen • Look at the audience, not the screen • Leave the lights bright as you can • Use a remote control • Use other formats – whiteboard, handouts • Bring backups!

17. Present Like Steve Jobs • Set the theme. • Demonstrate enthusiasm. • Provide an outline. • Make numbers meaningful. • Try for an unforgettable moment. Courtesy: Carmine Gallo, Business Week

18. Present Like Steve Jobs • Create visual slides. • Give ‘em a show. • Don’t sweat the small problems. • Sell the benefit. • Rehearse, rehearse, rehearse. Courtesy: Carmine Gallo, Business Week

22. PSU Problem Solving Process 1. Position 2. Sense 3. Uncover 4. Solve 5. Build Build the Business Case for Your Solution 6. Achieve

23. Activity 5.3 Argumentation • Evaluate the two arguments presented • Determine what makes them effective or ineffective • Craft a persuasive argument with your group.

24. BA 301 Week 8 - Achieve

25. PSU Problem Solving Process 1. Position 2. Sense 3. Uncover 4. Solve 5. Build 6. Achieve

26. The Last Step • PLAN • IMPLEMENT • EVALUATE

27. The Last Step • PLAN • IMPLEMENT • EVALUATE Project Management How does a project get one year late? …One day at a time. -Frederic P. Brooks

28. Project Management Questions • What is the total time to complete the project? • What individual activities are required to complete the project? • What are the scheduled start and finish dates for each activity? • What activities are “critical” and must be completed exactly as planned in order to keep on schedule? • How long can we delay other activities before they increase the length of the overall project?

29. Project Management Tools • Modern project management tools can help answer these questions: • Critical Path Method (CPM) scheduling • PERT (Program Evaluation & Review Technique) for task analysis • GANTT charts for evaluation and control • Programs like Microsoft Project combine these techniques so that projects can be more predictable and managed more proactively.

30. CPM (Critical Path Method) • An approach that helps you organize and control a project. • Identify the tasks/activities • Determine activity sequence • Calculate task lengths • Graphically present an overview • And most importantly… • Work out the critical path

31. Modernize A Shopping Center Total Time = 51 weeks

32. Now you can see which task can be done concurrently E F A D G Start C H I Finish B Viewing The Plan Visually

33. E F A D G Start C H I Finish B Critical Path • Figure out the Critical Path – the longest path through the project • Total time can be reduced from 51 weeks to 26 weeks by working concurrently

34. Estimated Time = [(Optimistic x 1) + (Best Guess x 4) + (Pessimistic x1)]/6 Best Guess = 10 weeks Pessimistic = 14 weeks Optimistic = 8 weeks Estimated Time = 10.2 weeks PERT • It lets you make an optimistic, pessimistic and “best guess” estimate of the time it will take for each task and the entire project • Use a weighted average and a formula • Plug this timing into the Project Management Software

35. GANNT Charts • Another way of looking at the relationships between activities and manipulating dependencies.

36. Many Types Of GANNT Charts

37. Microsoft Project

38. Resources • You must also allocate resources to each of the activities. • Who will do it? • How much will it cost? • Materials and labor • Many software packages will allow you to track progress against budget and manage resource allocation.

39. Managing Project Meetings • DO produce an agenda and provide it before the meeting. • DON’T ignore what your team members have to say. • DO make a note of who is following up on each course of action. • DON’T let deadlines drift – keep a tight rein on them. • DO review any action planned at a meeting • DON’T neglect to prepare properly for each meeting. • DO face up to change if it proves necessary.

40. 1. Position Sense 2. Sense Uncover 3. Uncover Solve 4. Solve 5. Build PSU Problem Solving Process 6. Achieve

41. PSU Problem Solving Process 1. Position Explore the problem-solving context. 2. Sense 3. Uncover 4. Solve 5. Build 6. Achieve

42. PSU Problem Solving Process 1. Position 2. Sense Find and prioritize problems 3. Uncover 4. Solve 5. Build 6. Achieve

43. PSU Problem Solving Process 1. Position 2. Sense 3. Uncover • Research Causes of the Problem • and Develop Alternative • Solutions 4. Solve 5. Build 6. Achieve

44. PSU Problem Solving Process 1. Position 2. Sense 3. Uncover 4. Solve Analyze Data, Evaluate the Alternatives and Choose the Best Solution. 5. Build 6. Achieve

45. PSU Problem Solving Process 1. Position 2. Sense 3. Uncover 4. Solve 5. Build Build the Business Case for Your Solution 6. Achieve

46. PSU Problem Solving Process 1. Position 2. Sense 3. Uncover 4. Solve 5. Build Implement and Evaluate Your Solution 6. Achieve

47. Position Sense Uncover Solve Build PSU Problem Solving Process PSU SBA Achieve

48. Unique Aspects of PSU SBA • More work on the front end of the process. • Proactive problem finding. • Focus on enhancing creativity. • Execution depends on presenting a good case. • It’s not over until you evaluate.