Consulting toolkit delivering the presentation

CONSULTING TOOLKIT

Communicating your Recommendation

Delivering the Presentation

© 2007-2012 IESIES Development Ltd. All Ltd. Reserved
© 2007-2012 Development Rights All Rights Reserved

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

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


Use an actor’s toolkit when you are presenting

YOUR VOCAL TOOLBOX

•Energy
•Pitch •Clarity
•Enunciation
•Pace •Conviction
•Emphasis
•Pausing •Congruence


You will build your presentation skills through practice and
feedback

ASSIGNMENT

• 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)


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, conviction

020910 Chris Doran
© 2007-2012 IES Development Ltd. All Rights Reserved 5

The purpose of the final progress review to your client is to build
their commitment to acting on your recommendation
YOUR 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


Q&A is as important as the presentation itself, and demands
greater interpersonal skills
TIPS FOR HANDLING Q&A IN YOUR FINAL PRESENTATION
1) 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 roles

2) 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!

The purpose of the final progress review to your client is to build
their commitment to acting on your recommendation

Is it a successful final progress review if you get to the end, and
the 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


Handling Resistance is
one of the hardest parts of
consulting


We have the client’s best
interest at heart.

Our consulting has been a work of
art, crafting a perfect Pyramid
storyline, illustrated with artistic
charts, analysis of stunning insight.

Why do they resist?

Resistance is puzzling and
frustrating

What is your
attitude to
Resistance?


We can put different interpretations on resistance

a) The client is stupid and irrational

b) You are incompetent

c) Something else


Putting a strong meaning to resistance will help you handle it
appropriately

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?

There are many ways resistance can be expressed

Class Exercise:
Identifying Resistance

In your teams, 5 minutes to
list out as many ways you
can think of that a client will
express resistance


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
“I
theory….”
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 no
right……” reservations……”
“The problem seems to have “Your methodology……”
gone away……”

Trust to your instincts to identify if a question is resistance, or a
genuine attempt at understanding your recommendation

Does the question trigger your defensive reflexes?


There are three main steps in handling resistance

1) Identify it when it happens

2) Welcome it – it is progress, not personal

3) Support the client to express it directly
Don’t fight head on

Let the storm blow out

What does Resistance mean?

Your Client is engaging in the
change process

DON’T TAKE IT PERSONALLY:

IT IS NOT ABOUT YOU!


Consulting toolkit delivering the presentation

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Viewers also liked

Viewers also liked (20)

Similar to Consulting toolkit delivering the presentation

Similar to Consulting toolkit delivering the presentation (20)

More from chrisdoran

More from chrisdoran (6)

Recently uploaded

Recently uploaded (20)

Consulting toolkit delivering the presentation