hi

1. 5-step Communication Plan
DEVELOPING A POTENTIAL
WAY FORWARD
Presented By:
George
John
Mansi
Serap

2. >> 0 >> 1 >> 2 >> 3 >> 4 >>
“The single biggest problem in
Communication is the illusion that it
has taken place.”
- George Bernard Shaw

3. 3

4. Getting SLEEPLESS
Nights?

5. Thinking about this…

7. SO YOU GOT THIS JOB…
 What did you do right?
 In first 4 months accelerated roll-out of kiosks and software
upgrades for major client
 Several informal meetings with McDonald
 Developed unique insights into the market
 Great rapport with clients

8.  What does the job entail?
 Identifying industry trends
 Evaluating new business opportunities
 Establishing sales goals
 Developing general market and specific client sales strategies
 Supervising two regional market specialists
 Spending significant time preparing for client meetings
 Developing supporting details of proposals
SO YOU GOT THIS JOB… CONT.

9.  Communication with management
 Updating of Outlook Calendar
 Backing up presentations with data
 Presentation media not well used
 Enthusiasm/positivity not communicated at work
WHAT WENT WRONG?

10. DEVELOPING A 5 STEP
COMMUNICATION PLAN

11. HOW ARE WE GOING TO HELP?
 A 5 Step Communication Plan
 What’s your COMMUNICATOR Strategy?
 Who is your AUDIENCE?
 How to organize your MESSAGE?
 What CHANNELS to adopt?
 How to blend in Corporate CULTURE?
 Action Plan
 Conclusion

12. 1. Define Communication Objective
Establish relationships
WHAT’S YOUR COMMUNICATOR STRATEGY?
Issues Solutions
Failed to update Management Consult Management, Update Outlook
Failed to support Manager’s projections Do not confront publicly, Do not
undermine set projections
Failed to back up strategies with data Use facts & figures to make goals look
tangible

13. 2. Change Communication Style
WHAT’S YOUR COMMUNICATOR STRATEGY?
(CONTD.)
Issues Solutions
Focused on Oral communication Adopt good mix of communication
channels
Focused on SELL STYLE Adopt JOIN/CONSULT Style
Focused on One way Communication direction Adopt bilateral communication approach
Evolve from Sales to Management

14. 3. Build Credibility
WHAT’S YOUR COMMUNICATOR STRATEGY?
(CONTD.)
Issues Solutions
Failed to build upon Initial Credibility Establish goodwill with Management and
find common ground
Failed to acquire new credibility Adopt pre-established Management work
styles
Leverage your rank, image and
expertise

15. Who are they?
WHO IS YOUR AUDIENCE?
Issues Solutions
Failed to recognize Management as
Audience
Keep Management updated about activities
& strategies
Failed to upgrade communication strategies
based on new level of clients
Use updated selling tools – data,
PowerPoint, facts & figures
Failed to recognize sales force as Audience Hold sales seminars, training sessions &
introduce new sales techniques
Management SubordinatesClients

16. 1. Indirect vs. Direct Approach
HOW TO BUILD YOUR MESSAGE?
Issues Solutions
Focused primarily on Indirect Approach Diversify approach according to audience
Made confrontation with Manager publicly Be more prudent and tactful while
addressing conflicts
Storytelling
Flexibility
Change your approach
according to situation

17. 2. Organization of Message
HOW TO BUILD YOUR MESSAGE?
(CONTD.)
Issues Solutions
Failed to use visual aids Engage audience and provide permanent
record
Failed to back up ideas with Data Use facts & figures to support position
Data establishes facts and
context

18. Focused only on Oral Channels Adopt Blended Channels
• Incorporate written communication
CHANNEL STRATEGY
Importance of written channels

19. Issues Solutions
Overlooked the importance of adhering to
Corporate Culture
Understand corporate processes such as
updating Outlook calendar
Failed to demonstrate positivity inside and
outside the company
Understand that you are representing overall
company values at all times
Failed to understand the importance of
corporate hierarchy
Respect the authority and experience of
Senior Management
CULTURAL STRATEGY

20.  Taking the time to acknowledge errors made
 Lack of communication
 Insubordination towards Davis
 Poor presentation techniques
 Lack of status updates
 Taking first steps towards reconciliation with superiors
 Set up meeting with Davis to apologize for recent conduct and assure
him of your commitment
 Set up meeting with McDonald to reassure her of your commitment
 Inform Davis and McDonald of the corrective measures you plan to
take
ACTION PLAN/CONCLUSION

21.  Making an effort to fix the errors acknowledged
 Keep Davis well informed and updated
 Follow Company procedure and protocol
 Back client meetings with data
 Adopt acceptable presentation techniques
 Avoid public confrontation with superiors
 Set up monthly or fortnightly meetings with Davis to keep him
in the loop
 Meet McDonald more often and keep her updated on new
plans and strategy
ACTION PLAN/CONCLUSION CONT’D