Consulting toolkit delivering the presentation

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  • 1. CONSULTING TOOLKIT Communicating your Recommendation Delivering the Presentation© 2007-2012 IESIES Development Ltd. All Ltd. Reserved © 2007-2012 Development Rights All Rights Reserved
  • 2. You will need to think through implementation DON’T…….. DO…….. …..read notes …..maintain eye contact (with the whole audience) …..read the slides …..rehearse …..tell stories …..maintain pace …..use silence (let the chart speak) © 2007-2012 IES Development Ltd. All Rights Reserved
  • 3. Use an actor’s toolkit when you are presenting DYNAMIC POSTURE Breathe Move and interact Make eye contact Be aware of your facial expression Use deliberate gestures Send positive signals © 2007-2012 IES Development Ltd. All Rights Reserved
  • 4. Use an actor’s toolkit when you are presentingYOUR VOCAL TOOLBOX •Energy •Pitch •Clarity •Enunciation •Pace •Conviction •Emphasis •Pausing •Congruence © 2007-2012 IES Development Ltd. All Rights Reserved
  • 5. You will build your presentation skills through practice and feedbackASSIGNMENT• Prepare a 3 minute presentation on a topic of your choice (pick one you are interested in!)• Upload any ppt slides before next class (not required!)• Next class, you will deliver as many of these as we have time for• We will provide feedback on delivery (not content) © 2007-2012 IES Development Ltd. All Rights Reserved
  • 6. PRESENTATION DELIVERY FEEDBACKA gift of from feedback Presenter Body Language Words Voice Style Eye contact, posture, Knows material, clear Volume, pace, Energy, enthusiasm, gestures, movement adds life to slides pitch, pauses engages, conviction020910 Chris Doran © 2007-2012 IES Development Ltd. All Rights Reserved 5
  • 7. The purpose of the final progress review to your client is to build their commitment to acting on your recommendationYOUR ROLE IN THE FINAL PROGRESS REVIEW If the final progress review is an American courtroom drama, what is your role as a consultant?• Defendant?• Prosecuting Attorney?• Defending Attorney?• Judge?• Jury?• Policeman?• Court clerk/Stenographer?• Something else? You are an EXPERT WITNESS in the final progress review •You should have anticipated all challenges/objections (use Hypothesis tree and pre-meetings) •Stand by the quality of your work •Ask: Given these facts, is is possible to draw any other conclusion? •Help your client through the thinking process that guided you to your conclusions © 2007-2012 IES Development Ltd. All Rights Reserved
  • 8. Q&A is as important as the presentation itself, and demands greater interpersonal skillsTIPS FOR HANDLING Q&A IN YOUR FINAL PRESENTATION1) PREPARE! •Use the hypothesis tree to bullet-proof your presentation •Anticipate all likely questions •Write formal Q&A for the most challenging questions •Create a hyperlinked index page for all back-up and presentation pages, structured by type of question (need to hyperlink each page back to index too) •Agree team roles2) PERFORM! •Active listening to questions – clarify, look for underlying concerns •Quick judgement – is the question supportive/irrelevent/minor/killer? •Be brief and to the point – don’t waste your most valuable presentation time •Body language – engage with audience •Keep control – it is OK to bring in new people, ask questions back, engage in discussion •Stay calm – even the toughest questioning is not personal Q&A is your time to shine! © 2007-2012 IES Development Ltd. All Rights Reserved
  • 9. The purpose of the final progress review to your client is to build their commitment to acting on your recommendationIs it a successful final progress review if you get to the end, andthe client says: “Thank-you. Very good work. Here is your check.”Purpose of the final progress review:• Enable the client to challenge and question your conclusions• Help the client to surface the issues that will prevent them implementing your recommendation• Start the dialogue about the action they need to take © 2007-2012 IES Development Ltd. All Rights Reserved
  • 10. Handling Resistance isone of the hardest parts of consulting © 2007-2012 IES Development Ltd. All Rights Reserved
  • 11. We have the client’s best interest at heart.Our consulting has been a work of art, crafting a perfect Pyramid storyline, illustrated with artisticcharts, analysis of stunning insight. Why do they resist? Resistance is puzzling and frustrating © 2007-2012 IES Development Ltd. All Rights Reserved
  • 12. What is your attitude toResistance?© 2007-2012 IES Development Ltd. All Rights Reserved
  • 13. We can put different interpretations on resistancea) The client is stupid and irrationalb) You are incompetentc) Something else © 2007-2012 IES Development Ltd. All Rights Reserved
  • 14. Putting a strong meaning to resistance will help you handle itappropriately Resistance is a natural emotional part of the change process DON’T TAKE IT PERSONALLY: IT IS NOT ABOUT YOU! Do you welcome it or avoid it? © 2007-2012 IES Development Ltd. All Rights Reserved
  • 15. There are many ways resistance can be expressedClass Exercise:Identifying ResistanceIn your teams, 5 minutes tolist out as many ways youcan think of that a client willexpress resistance © 2007-2012 IES Development Ltd. All Rights Reserved
  • 16. There are many ways resistance can be expressed “Give me more detail “To understand “We live in the about……” this, you need to real world and…..” know…..”“This implies a larger “Those people……” don’t “Itheory….” understand……” “Lets hear solutions, not talk about the “______________” “We knew this problem……” already” “You are“You are spot on, but incompetent”the timing isn’t quite “I agree with noright……” reservations……” “The problem seems to have “Your methodology……” gone away……” © 2007-2012 IES Development Ltd. All Rights Reserved
  • 17. Trust to your instincts to identify if a question is resistance, or a genuine attempt at understanding your recommendationDoes the question trigger your defensive reflexes? © 2007-2012 IES Development Ltd. All Rights Reserved
  • 18. There are three main steps in handling resistance1) Identify it when it happens2) Welcome it – it is progress, not personal3) Support the client to express it directly Don’t fight head on Let the storm blow out © 2007-2012 IES Development Ltd. All Rights Reserved
  • 19. What does Resistance mean? Your Client is engaging in the change process DON’T TAKE IT PERSONALLY: IT IS NOT ABOUT YOU! © 2007-2012 IES Development Ltd. All Rights Reserved