SBDi Storytelling PMI Westchester 061208


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Presentation on using storytelling to engage business users.

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SBDi Storytelling PMI Westchester 061208

  1. 1. I find my greatest pleasure, and so my reward, in the work that precedes what the world calls success. ~ Thomas A. Edison
  2. 2. Self Evaluation <ul><li>How good are you with </li></ul><ul><li>Engaging the Business </li></ul><ul><li>Community? </li></ul><ul><li>Part 1: Your Attitude </li></ul><ul><li>Part 2: Your Business Relationship </li></ul>
  3. 3. How Are Your Engaging Skills? <ul><li>135 - 150 = You’re extremely valuable to the business community. Business will continue to seek you out for great assignments. Management will select you to be a continual part of the team. </li></ul><ul><li>120 – 134 = The business community sees potential in you. You’ve got a good understanding of what it takes to engage the business community. You understand and are working on areas to keep learning, thinking, and developing. </li></ul><ul><li>75 – 119 = You’re in the club where people think they have a good relationship with the business community. The business may know you but good assignments will go to those with higher scores. You need to open your eyes and learn more skills that will help you and your career. </li></ul><ul><li>50 – 74 = Business people probably view you as arrogant. You are limited in your ability to move the business (and your career) forward. You need to change your work and personal habits as part of your skill building. Don’t panic. Help is available. </li></ul><ul><li>29 – 49 = Time to wake up and smell the coffee. The business community sees little value in your services. They use you only because they have to. If you don’t change your ways soon, your job will be outsourced. They are looking for a replacement! Technical skills are available anywhere. </li></ul>
  4. 4. Your Improvement Plan <ul><li>If you want to improve your </li></ul><ul><li>standing with the business community, </li></ul><ul><li>start working on your </li></ul><ul><li>engaging skills. </li></ul><ul><li>Check the box next to the statement with a score of 1, 2, or 3. </li></ul><ul><li>Take one a month and work on those skills first. </li></ul><ul><li>Put learning engaging skills on the top of your training list for the next 12 months. </li></ul>
  5. 5. Storytelling <ul><li>Good storytellers connect with the business community. </li></ul><ul><li>Storytelling builds a relationship bond that lasts longer than the project at hand. </li></ul><ul><li>Good storytellers create and tell their own stories. </li></ul><ul><li>Storytelling gives of yourself but is about the listener. </li></ul><ul><li>Bonding stories are short and to the point. </li></ul><ul><li>Short story endings create an ah-ha emotional connection , something the listener wasn’t expecting but will remember. </li></ul>
  6. 6. What’s the Point <ul><li>It’s about building a personal relationship </li></ul><ul><li>Has a meaningful message for the listener </li></ul><ul><li>Continually Builds Rapport: </li></ul><ul><ul><li>Personal conviction (reputation) </li></ul></ul><ul><ul><li>Being believable (character) </li></ul></ul><ul><ul><li>Telling the truth (credibility) </li></ul></ul><ul><ul><li>Providing value (stature) </li></ul></ul><ul><li>Conveys: </li></ul><ul><ul><li>Understanding </li></ul></ul><ul><ul><li>Empathy </li></ul></ul><ul><ul><li>Respect </li></ul></ul><ul><ul><li>Value </li></ul></ul>
  7. 7. Jeffrey Gitomer’s Truth <ul><li>All things being equal, </li></ul><ul><li>people want to do business with their friends. </li></ul>
  8. 8. Jeffrey Gitomer’s Reality <ul><li>All things not quite so equal, </li></ul><ul><li>people STILL </li></ul><ul><li>want to do business </li></ul><ul><li>with their friends. </li></ul>
  9. 9. Story Criteria <ul><li>They must be your stories. </li></ul><ul><li>They are about you but </li></ul><ul><li>it isn’t about you . </li></ul><ul><li>They must be positive . </li></ul><ul><li>It’s not a competition ! </li></ul><ul><li>They must be organized with a headline, overview, and details. </li></ul><ul><li>Capture the listener with the right tempo and vocal variety . </li></ul>
  10. 10. Investigation <ul><li>Finding an appropriate topic </li></ul><ul><ul><li>What do you know about your business partner? </li></ul></ul><ul><ul><li>What occasions would work? </li></ul></ul><ul><li>Identifying commonality </li></ul><ul><ul><li>What stories do you know that have common interest? </li></ul></ul><ul><li>Finding the right time to share </li></ul><ul><ul><li>What value is it to the business person? </li></ul></ul>
  11. 11. Three Time Checks <ul><li>Introduction or story headline: </li></ul><ul><li>less than 30 seconds. </li></ul><ul><li>Story overview: </li></ul><ul><li>less than 2 minutes. </li></ul><ul><li>Details: </li></ul><ul><li>less than 5 minutes. </li></ul>
  12. 12. Avoid Garbage <ul><li>Gossip and jokes </li></ul><ul><li>Sensitive topics </li></ul><ul><li>Large audiences </li></ul><ul><li>Repeats </li></ul><ul><li>Setting the wrong stage: </li></ul><ul><ul><li>“ I’m not a very good at telling stories...” </li></ul></ul><ul><ul><li>“ Stop me if I’ve told you this story already...” </li></ul></ul><ul><ul><li>“ A funny thing happened on the way...” </li></ul></ul><ul><ul><li>“ Did you hear the one about…” </li></ul></ul>
  13. 13. Your Story File <ul><li>Category: When the story can be told </li></ul><ul><li>Occasion: Why tell the story </li></ul><ul><li>Value: Why will the listener want to hear </li></ul><ul><li>Emotional connection: The ah-ha bridge </li></ul><ul><li>The Story: </li></ul><ul><ul><li>Topic: Your heading </li></ul></ul><ul><ul><li>Points: Your overview </li></ul></ul><ul><ul><li>Story: Your detail, in outline form </li></ul></ul><ul><li>Who Heard This Story: </li></ul><ul><ul><li>Repeats bore people </li></ul></ul><ul><ul><li>How was the story received </li></ul></ul><ul><ul><li>Suggested tweaks and/or variations </li></ul></ul>
  14. 14. <ul><li>Use Storytelling </li></ul><ul><li>to improve YOUR </li></ul><ul><li>career options! </li></ul>
  15. 15. Find Out More <ul><li>Engaging the Business Community Bi-weekly eZine. </li></ul><ul><li>Signup: </li></ul><ul><li>Rules of Engagement, Project Management, and Requirements Engineering Articles </li></ul><ul><li>Visit: </li></ul><ul><li>Recommended Reading & Listening </li></ul><ul><li>Visit: </li></ul><ul><li>Discuss Engagement Ideas with your Peers. </li></ul><ul><li>Blog: </li></ul><ul><li>Practice … Practice … Practice </li></ul><ul><li>Find a Toastmaster’s Near You: </li></ul><ul><li>Hire a Coach / Mentor / Speaker </li></ul><ul><li> </li></ul><ul><li>BECOME SUCCESSFUL </li></ul><ul><li>BY BUILDING SUCCESSFUL RELATIONSHIPS </li></ul>
  16. 16. <ul><li>It isn’t about </li></ul><ul><li>who you know... </li></ul>
  17. 17. <ul><li>It’s about </li></ul><ul><li>who knows you! </li></ul>
  18. 18. <ul><li>And how they </li></ul><ul><li>F E E L </li></ul><ul><li>about you. </li></ul>
  19. 19. Your Storytelling To Do’s <ul><li>Put relationship building skills on equal footing as your technical and process skills. </li></ul><ul><li>Build lasting relationships with the business community. </li></ul><ul><li>Have your own personal connections with individual business contacts. </li></ul><ul><li>Improve networking skills with storytelling. </li></ul><ul><li>Improve observation skills to find storytelling opportunities. </li></ul><ul><li>Become a great storyteller day by day. </li></ul>
  20. 20. Find something new to learn. Listen, think about it, use it, and share it! ~ Pat Ferdinandi Find something new to learn. Listen, think about it, and share it! ~ Pat Ferdinandi