This document provides guidance on effectively planning and delivering business presentations. It discusses determining objectives and considering the audience to tailor the presentation appropriately. It emphasizes the importance of timing the presentation and creating a schedule to stay within time limits. When taking questions, it recommends listening fully, understanding context, involving the whole audience, responding concisely, and providing follow up options. It also provides tips for handling difficult questions and strategies when struggling to answer. Finally, it outlines the seven key stages in planning a presentation: preparation, choosing main points, supporting information, introduction, body, conclusion, and practice.

1. Business Presentation Importance
Dr. M. S. Khan

2. Informative
u Listeners want to know core nuggets of information, such as how to overcome
obstacles, or learn tricks of the trade to improve performance or productivity.
u Good presentations leave the audience with new information that’s often
enlightening and eye-opening.
u The most useful presentations are often those that include practical information
that’s applicable to the audience such as how to make cold calls, or how to be a
better manager.
u The most effective ones are often based on the direct experiences of the
presenter because the delivery is then genuine and heartfelt.

3. Inspiring
u It's essential that a business presentation capture the audience's attention.
u A compelling presentation is anything but a lecture; it contains the elements of a story,
complete with conflicts, resolutions, anecdotes, and lessons.
u To capture the audience's attention, the presentation also needs to focus on the most
important points from the start -- rambling away from the key issues results in a loss of
impact.

4. Visually Appealing
u Using physical or visual props during a presentation also affect its impact on the
audience.
u Screen projectors, slides, handouts, colorful posters, as well as the body language of the
presenter, all add up to make a presentation stand out.
u However, the effectiveness of the props really depends on their relevance to the
presented information.
u The presenter shouldn’t make the props the focus of the presentation; he should use
them as tools to help get the point across, while keeping the focus on key issues.

5. Connecting
u Business presentations that are interactive and involve the audience -- such as question-and-answer
sessions, games, role-playing, and contests that include small prizes -- create a memorable bonding
experience between the presenter and the audience, as well as among the audience members.
u The camaraderie generated by such activities helps drive home the overall message of the presentation.
u After all, the whole point of a presentation is to inform the audience in a way that also stimulates and
uplifts them.

6. HOW TO MANAGE YOUR
TIME EFFECTIVELY
DURING YOUR NEXT
PRESENTATION

7. DETERMINE HOW MUCH TIME
YOU WILL NEED FOR SPEAKING
• YOU MAY BE GIVEN A TOTAL OF 30 MINUTES FOR YOUR PRESENTATION, BUT
THAT DOESN’T MEAN YOU WILL SPEAK FOR THE ENTIRE HALF HOUR.
• ALWAYS REMEMBER YOUR TOTAL TIME WILL BE DIFFERENT FROM YOUR
TALKING TIME FOR A COUPLE OF REASONS

8. TIME YOURSELF SPEAKING
• TIME IS ESSENTIALLY MATH, THERE ARE HARD AND FAST RULES. YOU CAN’T SPEAK FOR
63 MINUTES AND HOPE EVERYONE THINKS IT WAS ONLY 40.
• SO, TO KNOW YOU ARE ACTUALLY STICKING TO YOUR TIME LIMIT YOU MUST PRACTICE
SPEAKING, WITH A TIMER.
• IT’S IMPORTANT YOU DO THIS AT THE BEGINNING OF YOUR SPEECH PREPARATION.
• LEAVE IT TILL THE END AND YOU MIGHT BE FRUSTRATED TO LEARN YOU’VE PREPARED
FAR TOO MUCH MATERIAL.
• YOU WILL THEN BE FORCED TO SLICE AND DICE YOUR PRESENTATION THE NIGHT
BEFORE THE EVENT, AND GUESS HOW WELL IT WILL GO.

9. CREATE A SCHEDULE
• A SCHEDULE FOR YOUR PRESENTATION HELPS YOU UNDERSTAND THE PACING OF
YOUR OVERALL MESSAGE, “ONCE UPON A TIME, AND THEN, AND THEN, AND
THEN, THE END.”
• KNOWING THE FLOW AND PACE OF YOUR OWN NARRATIVE WILL GIVE YOU A
BETTER SENSE OF THE INFORMATION YOU ARE TRYING TO CONVEY AND
WHETHER OR NOT IT WILL MAKE SENSE TO YOUR AUDIENCE.

10. SPEND TIME PREPARING YOUR
MESSAGE
• EVEN SPEAKERS WHO MANAGE THEIR TIME WISELY, SET SCHEDULES AND PRACTICE WITH A
TIMER CAN GO OVER.
• HERE’S WHY: THEY DIDN’T PREPARE THEIR OVERALL MESSAGE BEFOREHAND. WHAT HAPPENS
THEN IS, DURING THEIR SPEECH, THEY SEE THEIR AUDIENCE ISN’T QUITE ENGAGED.
• IN FACT, MOST PEOPLE ARE SITTING THEIR STARING WITH COMPLETELY BLANK EXPRESSIONS
ON THEIR FACES.
• THIS CAUSES THE SPEAKER TO PANIC A LITTLE AND START ELABORATING… THEN
ELABORATING SOME MORE… AND SOME MORE.
• BEFORE YOU KNOW IT, THEY’VE ADDED ALMOST 10 MINUTES TO THEIR TIME.

11. USE A TIMER ONSTAGE
• IT’S ALWAYS A GOOD IDEA TO BE ABLE TO ACTUALLY SEE A CLOCK SOMEWHERE
IN THE ROOM.
• SOME CONFERENCE ROOMS HAVE A CLOCK, OTHERS DON’T, SO ASK AHEAD OF
TIME AND BRING YOUR OWN LITTLE TRAVEL CLOCK THAT YOU CAN KEEP ON
THE PODIUM OR IN FRONT OF YOU ON THE STAGE.
• JUST MAKE SURE YOU CAN READ IT AT A DISTANCE.

12. Handling questions and queries after presentation
The questions at the end of a presentation can be terrifying for many speakers as they
can’t be controlled and are hard to prepare for. However, questions form an important
part of the presentation for the whole audience as they allow for clarification and
consolidation of learning.
The presenter can enhance the usefulness of the question and answer session by treating it
as a formal part of the presentation that requires as much careful planning and control as
the delivery of the core material.
Identify possible questions and scope in your preparation
The background work that you undertook whilst planning your presentation is the key to
handling questions effectively and understanding what type of audience you'll be faced
with. If you have defined a focus for your presentation and have explored this thoroughly
in your research and planning, you are more likely to be able to confidently respond to
questions.
When planning your presentation, you will need to prepare prompts for questions that are
open and straightforward, for example saying “That’s the end of my presentation. I’ll be
taking questions for the next 10 minutes”.
You might also want to define topics for discussion before taking questions, by stating the
areas you’re willing to field questions in. Your preparation will help you identify topics you
are not confident with and want to avoid in the questioning.
Set some rules for asking questions
At the start of your presentation, make it clear when you would prefer to deal with
questions - as you go along or at the end of the presentation.
Some speakers prefer questions to be raised as they arise during the presentation. The
advantage of this approach is that any misunderstandings can be dealt with immediately.
However, there is also a danger that the question will disrupt or distract the speaker, or
that questions are raised that would have been covered later in the presentation.
If you leave questions until the end, plan to leave plenty of time for questions so that the
audience doesn’t feel rushed.

13. Framework for responding to questions
Answering questions under pressure can make you say things you shouldn’t have - the
nerves can force you to give an inappropriate response. In your panic you might have
misinterpreted the question or given away company information that was sensitive. Use
the following framework to help you respond effectively to your audience.
1. Listen to the whole question
You don’t have to answer a question immediately. Pause for a few seconds, actively
listen to all parts of the question and think about the best way to answer.
Frequently questions can change direction at the last moment, particularly if the
questioner is thinking on their feet. This can throw you if you have already started to
prepare an answer. Remember that questioners will frequently try to make a point whilst
asking their question – it’s therefore important to both hear the content of the question
and try to decipher the questioner’s intention.
2. Understand the context
If you are worried that you haven’t understood a question, ask them to clarify what they
mean. Check for confirmation by paraphrasing the question back to the questioner - “You
want me to list the improvements of X?”.
3. Involve the whole audience
It is important to remember that even though you are taking a question from one member
of the audience, you are still responsible for the interest of the other audience members.
This is particularly important in large groups as the audience will become bored if the
presentation descends into a series of one-to-one discussions.
To involve the rest of the audience, make sure the whole audience has heard and
understood the question by repeating it or paraphrasing it to the audience.
4. Respond concisely
When you reply to a question, direct your answer to both the questioner and other
members of the audience. Try to keep your responses as focused as possible, leaving
space for other questions. To avoid going into too much detail, check back with the
questioner to see if you have answered their query – “Does that answer your question in
enough detail?”.

14. 5. Allow follow-up questions via email
You can also encourage your audience to ask questions after the event has finished by
providing your email address. This shows a high level of respect for your audience and
implies that the topic still has much further scope for enquiry.
Options for answering the question
There are five possible choices depending on how well you understand and can answer
the question. It’s okay to say that you don’t know the answer to something. This can add
to your credibility instead of trying to waffle through an answer you don’t really know.
Answer
If you have a good answer for the question from the audience, go ahead and answer it in a
short and clear message.
Reflect
Ask a question back the audience member, such as “Can you clarify what you mean by
that”. You can also attack the question if it is not related to the issue, factually inaccurate,
personal or based on false assumptions. Be careful with this method.
Deflect
Ask the question back to the audience or pass it to another panel member if possible. If
suitable, another technique is to imply the question has been asked already, with you
stating you don’t want to cover old ground.
Defer
Tell the audience member you will talk to them after the event. This gives you more time
to think of a good answer and there is less pressure to give a perfect answer.
Or mention that that point is coming up in a slide.
Scope
This involves answering the question but changing the subject. You can also give a partial
answer or give a negative answer, saying that something else will happen instead.

15. Avoid answering questions that fall outside of the remit of your talk: “I’m afraid that
really falls outside of my objectives for today’s presentation. Perhaps we can resume
discussion of that particular point later?”
Strategies to use when struggling to answer
Here are some strategies to use when you are struggling to answer the question posed to
you.
· Acknowledge the question without answering it - “That’s a good question, let’s
consider the impact by looking at...”
· Attack the question, on the basis of:
o The question fails to tackle the important issue.
o The question is based on a false assumption.
o The question is factually inaccurate.
o The question is too personal or objectionable.
· Decline to answer. Refuse to answer on the basis that it is not your area of
responsibility or it is sensitive company information - “You will have to ask
[name] because I wasn’t involved in that particular project.
· Give an incomplete answer
o Partial answer
o Start to answer but change the subject
o Negative answer. You state what won’t happen instead of what will happen
o Answer a similar question
· State or imply the question has already been answered - “We’ve already covered
that topic”
Things to avoid
When handling questions and answers, you will still need to be as professional as you
have been for the main delivery of your presentation. There are some common dangers to
avoid.

16. Answering the question you wished you’d been asked
A common trick played by politicians, this strategy ignores the precise nature of the
question and uses a predetermined answer to the broad topic area. If handled poorly, this
technique is very obvious to the audience and frustrating to the questioner.
Giving a lengthy response
This is the process whereby you make a lengthy response, including all the information
you’d left out in planning the main presentation. Your unplanned response will be
unstructured and rambling, so keep things focused and brief. If you find yourself
rambling, ask them to talk to you after.
Passing the blame
Passing the blame to others comes across as weak and evasive. If an idea from the
audience is a good one, acknowledge its value. If it isn’t, make a polite rebuttal and move
on.
Defensive answers
Occasionally, questions can really put you on the spot, but it is important to remain calm
and in control. An aggressive or defensive reply will be seen as weakness on your part
and will spoil the effect of an otherwise successful presentation.
Handling difficult questions
It is important not to start responding to a difficult question before you have thought
about the answer. Repeating the question and asking for clarification will help create
some space for your thoughts.
Sometimes you will need to think about a question for a moment before responding. You
may be able to buy a little bit of thinking time to help focus your response. Useful
strategies include searching for an appropriate visual aid to help focus your response or
simply pausing for a moment or two to think. For even more time, suggest that you’ll
come back to the topic later (but don’t forget to do this).
Sometimes questions are too difficult to answer. Don’t worry about admitting that you
don’t know something or haven’t considered an alternative approach. An enthusiastic
“That’s an interesting idea, I’d not thought of that” is much more positive than a
mumbled “I don’t know ”. Remember that a presentation is a two-way process and it is
important to show that you are learning from your audience as well.

17. Finally, you can come across a questioner who disagrees strongly with your argument.
Although this can feel very awkward, remember that you are still responsible for the
whole audience and that you cannot allocate all of your question time to one individual.
If you feel that you have answered the initial question, announce that you will move on and
suggest that you might continue discussion after the presentation. If the questioner persists,
assert your position calmly by saying “I’m afraid I need to move on”.

18. Seven stages in planning a presentation
1. Preparation
Many factors affect the design of your presentation. A powerful presenter will acknowledge and address
each of the following:
· objectives;
· audience;
· venue;
· remit.
Objectives
Why you are making your presentation? Bear in mind what you want to achieve and what you want your
audience to take away with them. Once you have decided upon your objectives, you are in a much better
position to make strategic decisions about the design and tone of your presentation. For example, a
presentation to a seminar group might require a balanced
argument, whereas a charity appeal might require a more creative approach. Ask yourself:
· what do you want your audience to have understood?
· what action do you want your audience to take following your presentation?
· how can you best design your presentation to meet your objectives?
Audience
Your audience will have a variety of different experiences, interests and levels of knowledge. A powerful
presenter will need to acknowledge these and prepare for and respond to them accordingly. Ask yourself:
· how much will your audience already know about your topic?
· how can you link new material to things they might already understand?
· will you need to win them over to a particular point of view?
You may not be able to answer these questions for each member of your audience but you should have
enough information to ensure that you have targeted your material at the right level for their needs. This
might involve avoiding technical jargon or explaining abstract concepts with clear practical examples. If you
fail to consider your audience’s needs, you will fail to appeal to their interest and imagination.

19. Venue
Where will you be making your presentation? What will the room be like? What
atmosphere will the physical conditions create? A large lecture theatre might create a formal atmosphere.
Similarly, a seminar room might create a less formal tone. Ask yourself:
· what kind of atmosphere do you wish to create?
· how might the room arrangement affect your relationship with the audience?
· can you do anything to change the arrangement of the room to suit your
objectives?
· what audio-visual aids can you use?
Remit
You may well have been given a remit for your presentation; you will need to stick to this. For example, you
may have been asked to present a paper at a conference in a certain style or meet certain assessment
criteria on your course. Ask yourself:
· how much time have you been allocated?
· are you required to stick to a common format or style?
· have any guidelines been set regarding the content of your presentation (i.e. a predetermined title, or a
fixed number of overhead transparencies)?
2. Choosing your main points
Once you have thought about the design of your presentation, you can define your main points. Try
presenting no more than three main points in a ten minute presentation. Always allow time for an adequate
introduction and conclusion. It is difficult for an audience to follow a more complex argument without
significant help from the presenter. A powerful presentation delivers information in a logical, structured
manner, building on the previous point and avoiding large jumps in sequence. Ask yourself:
· what are the main points you wish to make?
· are these points structured in a logical, coherent way?
· do these main points reflect your own objectives and take account of the needs of your audience?

20. 3. Choosing your supporting information
The supporting information helps your audience understand, believe in and agree with your main points.
This evidence might take the form of factual data, points of detail or an explanation of process. It might be
presented in imaginative ways using diagrams, pictures or video segments. Think about:
· what will add clarity to your argument (explaining complex terms, reminding your audience of any
supporting theories)?
· what will add authority to your argument (making connections with other
people's work, quoting experts, offering evidence from your own research)?
· what will add colour to your argument (showing a video clip or a slide, using a
practical example or a vibrant analogy)?
4. Establishing linking statements
The next stage is to develop the linear flow of your presentation. This can be achieved by using linking
statements to show clearly how your main points fit together. Common linking statements include:
· “The next stage in our project was to …”;
· “Another important issue of consideration was …”;
· “By following this argument we can now see that …”.
Linking statements send signals to your audience, highlighting the next point in your argument, linking to
earlier ideas or clarifying the stage you have reached in your argument overall. This may be of particular
importance in a lengthy presentation where even the most effective presenter has to work hard to keep an
audience involved.
5. Developing an opening
The introduction to your presentation is crucial. It is your first point of contact with your audience; you can
either capture or lose your audience’s interest in a matter of seconds. Use your introduction to lay a clear
foundation for the presentation to follow. Try using the following structure:
· introduce yourself;
· state what you will be talking about (a title or subject area);
· state how you will be talking about it (e.g. by comparing test results or reviewing the supporting literature);
· state what you intend to be the outcome of your presentation (an informed
group, a lively discussion);
· state what you expect your audience to do (listen, take notes, read a handout, ask questions
before/during/after).
Always give your audience a moment to absorb this information before moving into your first main point.

21. 6. Developing a conclusion
Your conclusion is another important stage in your presentation. You can use it to remind your audience of
your main points, draw these points to a stimulating conclusion and leave your audience with a lasting
impression of the quality of your presentation. The following structure provides a powerful conclusion:
· a review of your title or subject area
“In this presentation I wanted to explore the relationship between X and Y.”;
· a summary of your main points
“We have discussed the following points…”;
· a summary of the process you have been through
“By looking at X we have found that Y …”;
· a conclusion clearly drawn from your main points (this must be supported by the detail of your
presentation)
“It is clear that there can be no substantive relationship between X and Y”;
· a parting statement to stimulate your audience’s thoughts (this might be a
question or a bold comment).
7. Reviewing your presentation
Once you have written your presentation make sure that you review its content. Ask yourself:
· does the presentation meet your objectives?
· is it logically structured?
· have you targeted the material at the right level for your audience?
· is the presentation too long or too short?