Randall Blum seminar 8, Executive Presentations

1. Randall Blum Presentations – Seminar #8
“Executive Presentations”

2. Announcements
Next Week Lecture: None (Fall Break)
Next Week Labs: None (Fall Break)
Lecture #9: “Facilitation – Logistics Management”
Labs #9: Duo CEO Presentations (Group I)
Lecture #10: “Feedback – Skill Evaluation”
Labs #10: Duo CEO Presentations (Group II)

3. Review
I. The Visual Delivery
II. The Vocal Delivery
III. The Verbal Delivery
IV. Variety In Delivery

4. Seminar #8
Executive Presentations

5. “Executives Focus On Today
and Protect Tomorrow”
50%
50% 1. True
2. False

6. Hillary Clinton Is An Example
Of Which Executive Personality?
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

7. “Executive Presentations Are The Toughest
You’ll Ever Make”
50%
50% 1. True
2. False

8. This Executive Personality Seldom
Makes Quick Decisions
17%
17%
17%
17%
17%
17% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller
6. All Of The Above

9. Which Of The Following Is A Perfect
Organizational Format For Executives?
17%
17%
17%
17%
17%
17% 1. Introduction-Body-Conclusion
2. Problem-Solution-Risk-Cost
3. Situation-Solution-Support-Investment
4. Current Reality-Opportunity-Cost
5. Strengths-Weaknesses-Opportunities-Threats
6. None Of The Above

10. ‘Anticipate, Listen, Answer, Probe’
Refers To Which of The Following?
20%
20%
20%
20%
20% 1. Research For Executive Presentation
2. Style During Executive Presentation
3. Questions In Executive Presentation
4. Follow-Up After Executive Presentation
5. None Of The Above

11. What Does The Word ‘Synchronize’
Refer To In An Executive Presentation?
17%
17%
17%
17%
17%
17% 1. Dress Similar To The Executive(s)
2. Adopt Voice Pattern Of Executive(s)
3. Copy Enthusiasm Of Executive(s)
4. Read Body Language Of Executive(s)
5. All Of The Above
6. None Of The Above

12. “Never Assume The Decision-Maker
Is The CEO”
50%
50% 1. True
2. False

13. The ‘Gatekeeper’ Refers To Which Of The
Following In An Executive Presentation?
20%
20%
20%
20%
20% 1. Your Supervising Manager
2. Your Teammate Who Scheduled It
3. The Senior-Most Executive
4. The Administrative Assistant
5. None Of The Above

14. ‘The Credibility Factor’ Refers
To Which Of The Following Questions?
17%
17%
17%
17%
17%
17% 1. Does Presentation Help Us Reach Our Goals?
2. Does Presentation Help Me Reach My Goals?
3. Is Presentation Accurate, Timely, Professional?
4. Do I Trust This Presenter?
5. All Of The Above
6. None Of The Above

15. Executive Presentations
I. Overview
II. Executive Profiles
III. Executive Expectations
IV. Preparation
V. Content & Style
VI. Tips And Tragedies

16. I. Executive Presentation Overview
A Career-Defining Opportunity
A Guaranteed High Anxiety Event
And Just A Sale Pitch!
- About Your Proposal
- About Your Future

17. II. Executive Profiles
Power To Make Decisions
Superiors To Please
Focus On Tomorrow; Protect Today
Overwhelmed With Information
Extraordinarily Busy; Quick and Impatient

18. Common Truths About All Executives
They Have Careers…
They Want To Win…
So It’s All About Them!

19. “The Toughest Crowd You’ll Ever Present To”
Board of Directors
CEO
Senior Managers
Significant Customers

20. Executive Personalities
Charismatics – 25% (Mark Cuban, Michelle Obama)
Thinkers – 11% (Bill Gates, Angelina Jolie)
Skeptics – 19% (Ted Turner, Hillary Clinton)
Worriers – 36% (Peter Coors, Oprah Winfrey)
Controllers – 9% (Donald Trump, Martha Stewart)

21. “You Can’t Ever Get Him
To Change His Mind”
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

22. “She Is Far More Concerned With Costs
Than Potential Opportunities”
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

23. “If You Have A Good Idea And Present It Well
Then She Is Both Excited And Supportive”
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

24. “He Just Never Seems To Trust Anyone”
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

25. “She Truly Needs Other Opinions Before
Making Up Her Own”
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

26. “He Has Trouble Understanding The Opinion
Of Anyone Who Is Not An Authority”
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

27. “She Needs To ‘Own” The Idea”
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

28. “He Can Make A Complex Decision On The
Spot”
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

29. “Her Knee-Jerk Reaction Is To Say ‘No’ To
Everything Because Of Some Potential Risk”
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

30. Managing Executive Personalities
Charismatic Management
Thinker Management
Skeptic Management
Worrier Management
Controller Management

31. III. Executive Expectations
Content
Situation
- Problem
- Opportunity
Solution
- Risk
- Implementation
Support
- Benefits
Investment
Style
Professional
Respectful
Organized
Brief
Honest; Straightforward
Executive Perspective
Concise, Clear, Precise

32. ‘The Credibility Factor’
“Does this presentation help us reach our goals?”
“Does this presentation help me reach my goals?”
“Is the presentation accurate, timely, and professional?”
“Do I trust this presenter?”

33. IV. Preparation
Research
Time & Time Allotted
Location
Attendees
Executive Personality
Gatekeeper
Soft-Start
Handshake
Rapport
Pre-Meeting Activity
Early Arrival
‘Business Attire’
Materials Ready
Technology ‘Live’
Gatekeeper Rapport
Hard-Start
Thank-You
Go!

34. V. Content And Style
Introduction
Body (SSSI Method)
- Situation (Problem or Opportunity)
- Solution (Details, Risk, Implementation)
- Support (Benefits & Business Case)
- Investment
Conclusion
Discussion (Anticipate, Listen, Answer, Probe)
(Do Your Homework!)

35. Content and Style
Build Rapport-Building
Start Strong!
Maintain Respectful/Professional Tone
Balance The Power (Physically and Verbally)
Present Persuasively
Synchronize Body Language Throughout
Negotiate Carefully
Recognize ‘Ending Cues’; End With Rapport-Building
Follow-Up

36. VI. Executive Presentation Tips
Connect Ideas To People
Build Relationships
Respect Their Beliefs
Give Them Incentives To Say ‘Yes’
Always Be Strong!
Sell You!

37. Executive Presentation Tragedies
Sit Before They Do
Start Before They Invite You To
Say “I Know”
Argue…Ever!
Show Off Or Condescend
Interrupt
Assume The Decision-Maker
Display Sexism
Go Beyond Allotted Time
“Does this presentation help me reach my
goals?”

41. Summary
Executive Presentations
I. Overview
II. Executive Profiles
III. Executive Expectations
IV. Preparation
V. Content & Style
VI. Tips And Tragedies

42. Final Comments
“The Heart Of Any Presentation Is YOU…
The Most Important Idea You Sell Is Yourself”

43. Hillary Clinton Is An Example
Of Which Executive Personality?
20%
20%
20%
20%
20% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller

44. This Executive Personality Seldom Makes
Quick Decisions
17%
17%
17%
17%
17%
17% 1. Charismatic
2. Thinker
3. Skeptic
4. Worrier
5. Controller
6. All Of The Above

45. “Executive Presentations Are The Toughest
You’ll Ever Make”
50%
50% 1. True
2. False

46. Which Of The Following Is A Perfect
Organizational Format For Executives?
17%
17%
17%
17%
17%
17% 1. Introduction-Body-Conclusion
2. Problem-Solution-Risk-Cost
3. Situation-Solution-Support-Investment
4. Current Reality-Opportunity-Cost
5. Strengths-Weaknesses-Opportunities-Threats
6. None Of The Above

47. ‘Anticipate, Listen, Answer, Probe’ Refers
To Which of The Following?
20%
20%
20%
20%
20% 1. Research For Executive Presentation
2. Style During Executive Presentation
3. Questions In Executive Presentation
4. Follow-Up After Executive Presentation
5. None Of The Above

48. What Does The Word ‘Synchronize’
Refer To In An Executive Presentation?
17%
17%
17%
17%
17%
17% 1. Dress Similar To The Executive(s)
2. Adopt Voice Pattern Of Executive(s)
3. Copy Enthusiasm Of Executive(s)
4. Read Body Language Of Executive(s)
5. All Of The Above
6. None Of The Above

49. “Never Assume The Decision-Maker
Is The CEO”
50%
50% 1. True
2. False

50. The ‘Gatekeeper’ Refers
To Which Of The Following?
20%
20%
20%
20%
20% 1. Your Supervising Manager
2. Your Teammate Who Scheduled The Presentation
3. The Senior-Most Executive
4. The Administrative Assistant
5. None Of The Above

51. ‘The Credibility Factor’ Refers
To Which Of The Following Questions?
17%
17%
17%
17%
17%
17% 1. Does Presentation Help Us Reach Our Goals?
2. Does Presentation Help Me Reach My Goals?
3. Is Presentation Accurate, Timely, Professional?
4. Do I Trust This Presenter?
5. All Of The Above
6. None Of The Above

52. Thank you to YouTube for your contribution to this lecture