The document provides tips for designing and delivering effective presentations. It recommends (1) using the PIP (Purpose, Importance, Preview) structure for introductions, (2) following the Pyramid Principle to put the recommendation first before conclusions, and (3) practicing transitions between slides and rehearsing thoroughly. The document also discusses using a From/To matrix to influence audience thinking and action.

1. Communicating the
Right Message
Design Deliver

2. 2
Don’t Let This Happen To You!
Communicating the Right Message

3. 3
4 Things We Need To Know To Design Our
Presentation
Communicating the Right Message
Following
the
Pyramid
Principle
Using PIP to
Craft our
Introduction
Crafting
our
Ending
“I don’t mind change, it’s the changing I hate.”
Using the
From-
To/Think-
Do matrix

4. 4
Using The From/To Think/Do Matrix To
Influence Our Presentation Story
Communicating the Right Message
Size
Pers
onal
ity
Typ
e
From/To
Matrix
Manage
ment
Level
FROM TO
T
H
I
N
K
What are they Thinking Now?
What should they be Thinking
After your presentation?
D
O
What are they Doing Or Not Doing
today?
What should they Start Doing
Or Not Doing after your
presentation?

5. 5
What Is The PIP?
Communicating the Right Message
What
is your
Purpose
Why
is it
Importance
P
is for
Preview
“A presentation should answer a question for the
audience”

6. 6
The PIP Used For This Presentation
Communicating the Right Message
Importance - This is important as
you start to ask for decisions based
on your presentations from upper
level management.
l Preview - In the time we have
together we’ll discuss the
techniques required to design and
deliver a successful presentation.
Purpose - My purpose this evening
is to present to you a series of skills
and techniques to help you deliver a
extraordinary presentation that
influence your audience.

7. 7
Putting The Conclusion At End Loses Impact
Communicating the Right Message

8. 8
Having The Conclusion Upfront Increases
Impact
Communicating the Right Message

9. 9
Structure The Pyramid With Recommendation
First
Communicating the Right Message
This
ima
Recommendation up front
Next is a preview of all conclusions
Conclusion
Evidence to back conclusion
This
ima
ge
This
ima
This
ima
This
ima
Summary of Conclusion/Recommendation

10. 10
At What Point Do You Now Know What The
Recommendation Is?
Communicating the Right Message
Preview of
Conclusions
1.Brazil is becoming a leading economy
2.Brazil ’s returns are excellent
Topic 1 Brazil is becoming a leading economy
Evidence A)World’s GNP share increasing rapidly
B)Enormous growth in outgoing foreign trade
C)Increasing Foreign investment
Topic 2 Brazil ’s returns are excellent
Evidence A)Low cost labor is readily available
B)Government is willing to subsidize investment
Recommendation - World Wide Wickets INC. should proceed with entering the
Brazilian market

11. 11
Recommend Directing Our Marketing Efforts
On Lapse Members
Communicating the Right Message
Percent of our Fairly Active Members that
are Lapsed in dues is high
How We Engage With Members And Its
Consequences
Categorization of Lapsed Members
Strategies for Membership Renewals

12. 12
31% Of Our Members Are Lapsed In Dues
0
2
4
6
8
10
12
14
16
18
20
Non-Engaged Fairly Active Never-Engaged Super Engaged Recently Active
The number of contacts that are
non-engaged seem to line up with
their lapsed state.
The number of contacts that are
“Fairly Active” but in a lapsed
state is concerning.
Communicating the Right Message

13. 13
How We Engage With Members And Has
Consequences
Lapsed membership may indicate gaps in how we engage with members and has
implications for our continued operation and ability to obtain new members.
Lapsed
Members
Loss of future recurring revenue
Lack of Perceived value?
Poor membership experience?
Reduced word of mouth value
articulation to prospective members
Lack of the appropriate
marketing and communications
to retain existing members?
31%
Of contacts with a
membership product
Programs don’t meet members
expectations?
External factors Consequences
Communicating the Right Message

14. 14
Categorization Of Lapsed Members
Non-Engaged
Fairly Active
Recently Active
Never Engaged
Super Engaged
Analyzed our contacts to determine if
there were behavioral similarities or
groupings…
…5 groupings were identified,
representative of a behavioral funnel
for our contacts.
0 event registrations within the last 2 years or only 1
over the last 4 years
At least 1 event registration with in the last 2 years or a total of
more than 3 over the last 3 years
At least 1 event registration in 2016
over 13 event registrations over the last 4 years or an existing
member of the board.
No event registration ever captured
17
47
77
172
235
0 100 200 300
Super Engaged
Fairly Active
Recently Active
Non-Engaged
Never-Engaged
Contact DB Behavioral Segment Totals
Communicating the Right Message

15. 15
Strategies For Membership Renewal
Behavioral Segment Members Chance of
Recovery
Other Alternatives
Non-Engaged 18 L • What’s new with the chapter communications
• Specifically call out new benefits as the result of recent
partnerships
• Survey with pointed questions about their relationship with the
chapter
• Personal call
Fairly Active 11 M • Personalized reminder email (call out event’s they’ve been too.
Ask them how their job is going)
• Reminder of chapter benefits
• Invite for lunch or coffee
Never-Engaged 3 L • Reminder of chapter benefits
• Specifically call out new benefits as the result of recent
partnerships
• Direct email asking them if they want to remain a chapter
members
Super Engaged 2 H • Personalized reminder email
Recently Active 1 H • Reminder email
Communicating the Right Message

16. 16
Recommend Directing Our Marketing Efforts
On Lapsed Members
Communicating the Right Message
Percent of our fairly active members that
are lapsed in dues is high
We must better engage with our
members or suffer the consequences.
We need to implement strategies for
membership renewals.
Approved ?

17. 17
Crafting Our Ending
Communicating the Right Message
The Ending Is
Where The
Audiences
Attention Is The
Highest
Summarize The Major Points
Spell Out The Recommendations Again
Present The Action Plan
Ask Specifically For Agreement
Close Off With Next Steps

18. 18
Asking For What You Want At The Beginning
Communicating the Right Message

19. 19Communicating the Right Message
Always
Ask “So
What”?
Make
Sure to
Transition
Use the PIP
for Our
Introduction
Rehearse!
Rehearse!
Rehearse!
4 Things We Need To Know To Deliver Our
Presentation

20. 20
For Our Introduction Use The Pip
Communicating the Right Message
What
is your
Purpose
Why
is it
Importance
P
is for
Preview

21. 21
Always Ask “So What”?
Communicating the Right Message
What’s my
takeaway?
Where are
the Root
Causes?
Tell me
about the
Implications!

22. 22
Make Sure To Transition Between Slides
Communicating the Right Message
Leads from one visual to the next
Draws the audience’s attention to the next
visual
Explains what the next visual will be
about

23. 23
Rehearse! Rehearse! Rehearse!
1. Practice the presentation out loud and improvise
2. Write a script
3. Repeat practicing, working on length, simplifying language
4. Revise the presentation, eliminating or combining slide ideas
5. Present to someone else to solicit feedback
6. Practice with the script and then toss the script
7. Get a good night’s sleep
8. Review just before the presentation
Communicating the Right Message

24. 24
And One More Thing
Communicating the Right Message
l Resources
- The Pyramid Principle book by Barbara
Minto
- Say it with Charts by Gene Zelazny

25. 25
Takeaways
l Introduce you presentation with PIP
l Use the Pyramid Principle to put your recommendation up front
and structure you conclusions.
l Use the from/to matrix to lead your audience to thinking and
doing.
l Always Ask “So What”?
l Make Sure To Transition Between Slides
l Rehearse! Rehearse! Rehearse!
Communicating the Right Message