Archive for the 'Deliver with Style' Category

Impact and Influence: Lessons from presenting to the Board of Directors

There is no single presentation that can make or break a person’s career as a Board level presentation. Deliver a high impact presentation and your credibility and visibility can soar in the eyes of the company’s highest level directors. Stumble, fumble or mumble your way through and you lose respect in these decision-makers eyes. So what can we do to better refine a Board level presentation? Here are some areas to consider:

  1. Be precise
  2. Be concrete
  3. Be critical
  4. Be prepared

To read more about these areas to prepare, read the article here.

Be precise in your actions

By the nature of their roles, Board Directors are under a great deal of time pressure. They are unforgiving of people who ‘waste their time’ or are perceived to waste their time through a fuzzy approach. Remember, just because your intention is not to waste their time, doesn’t mean that they will see things the same way. When facing such a group, everything you do should be conducted with precision. For example:

  • Data you show should have a precise rationale and you should be ready to swiftly run through your calculations when challenged
  • Handouts should have a specific purpose and you should think about when is exactly the right time to introduce a handout. Plus, you should allow the Directors to read a handout before you talk it through
  • Opinions should be expressed succinctly and with certainty. Do your thinking before you face the Board and have an opinion that can stand up to questioning
  • Words and language should expressed precision and certainty. Eliminate too many modifiers like ‘might’, ‘could’ and ‘maybe’. State your case and back it up

Be concrete in your requests and recommendations

A challenge facing every presenter when preparing content is what level of detail is required. With a Board, you’ll face a situation where you know more about the given area. Many presenters fall into the ‘I know too much, so I say too much’ trap. While your ideas are important, even more pressing for a Board is the decision that needs to made as a result of your ideas. You must be really specific. Remember:

  • Vague and general concepts are not looked upon favorably by a Board. What exactly do you want from the Board?
  • Your proposal can only be approved when you know what you want. Be clear in what you are asking for in terms of resources and budget
  • How much do you need? What financial resources are you requesting?
  • How will this investment pay itself back? Express the ROI (return on investment) and other benefits that may accrue as a result of the investment?
  • How will you measure success? How will you track the investment returns? What are the key metrics?

Be critical in your thinking

The Board are hiring you to help them think through the parts of the business that you are responsible for managing. At a Board level presentation, you are expected to demonstrate that you’re the right person for this role. Clarity and critical thinking are crucial skills to have. For example:

  • While you’re preparing the content, test your assumptions by asking ‘why’. Why are we assuming this to happen? Why are we suggesting this as a solution? Why do we think this will be the reaction of customers?
  • If you’re uncertain about assumptions or how actions will be received, show how you will find about quickly and effectively. Suggest pilot projects or fast surveys

Be prepared as a high performing team

Placing a Board of Directors into a room is a tremendous investment for the company. Just calculate the cost per hour of this meeting. Your role is to ensure that a positive return is made for all parties. A systematic dedicated to preparation is required from you and your team. For example:

  • Individuals know their stuff front and back
  • Data has been checked and rechecked for errors
  • For team presentations, a true rehearsal has been conducted. This needs more than reading through slides but must have a stand-up, speak-out-aloud and timed rehearsal
  • Role playing possible questions that the Board will ask and how to address them
  • A assessment of who will be attending, what they are most concerned with and how to smooth over any weaknesses in the presentation

The Board presentation is a high stakes presentation that can launch or block a promising career. These areas should help you get started. Also, below we have links to other article that could help you prepare. If you need any support, reach out to me as we offer a range of services to help business leaders increase their impact and influence at the C-level.

All the best,

Warwick

Influence your audience with data

Can introverted executives lead with executive presence?

Executive Presence for Senior Finance Executives: Five Formats to handle difficult questions

Executive Presence for CFOs in China Part 2 of 3 : Positive Image Projection

The Engaging Speaker adds burst of enthusiasm to increase energy levels

You can also read this article in PDF. Download here.

The Engaging Speaker is a performer. However, her primary purpose is not entertainment. The purpose is not for the audience to watch spellbound. The Engaging Speaker knows that every talk is a chance to educate and inform, inspire and persuade. She has a clear communication purpose alongside her ability to entertain.

What’s the main difference between a performer and an educator? A performer knows how to vary the energy levels in the audience. The Engaging Speaker knows that shifting energy levels keep the audience’s attention and increases their engagement.

The Engaging Speaker leads this change in energy with bursts of enthusiasm. She carries the audience to a higher level. By turning up her enthusiasm dial from 5 out of 10 to 7, she makes it clear to the audience that she believes in her content, she believes in her message and she wants dearly for the audience to come along for the journey.

In my very first sales job, I was given a book to read on improving sales performance. I still remember that the first lesson was that more people are moved by enthusiasm than are ever influenced by information alone. Product knowledge is important. But it’s worthless unless you can connect with your audience first. The Engaging Speaker keeps that connection by adding bursts of enthusiasm.

How can you add enthusiasm? Imagine your telling a good friend about a great experience you just had. Perhaps a fun time out with friends or family. Think about how you tell the story. Your voice speed. How your tone pitching up and down. The laughter and smiles that accompany a good story. The transfer of energy from you to your friend. Enthusiasm is like electrify flowing between two people. The other person can’t help but be affected too. Enthusiasm is a great safe way to connect with your audience. Look for ways to add more enthusiasm into your next talk. Entertaining personal stories are usually a good place to start.

I work with technical professionals who want to engage and influence non-technical people through public speaking and presenting.

About the Author
“Warwick helps C-level executives, working in multinational companies based in Greater China, who need to become more confident and effective in their spoken communications. Warwick helps the executive project a clear message allowing them to express their opinions powerfully and gain respect from senior managers even when under pressure.”
Warwick is the author of “The One Minute Presenter: 8 steps to successful business presentations in a short attention span world”.
Buy The One Minute Presenter here.

The Engaging Speaker is aware of the changing energy in the room

Surviving an Ironman race needs control of your energy

I’ve completed the grueling Ironman Triathlon which is a race involving a 3.8km open water swim, 180km bike ride and finishes with a marathon, back to back all on the same day. The race has a cut off time of 17 hours and I finished my last one in around 12 hours 30 mins. Needless to say, it’s a long day and your energy levels change throughout the day. Nervous excitement before the swim. Steady rhythmic effort to complete the swim. A burst of energy on the bike before settling into a long ride with ups and downs, trying to hold on to your pace in the final 60km while holding back enough for the run. The marathon starts at a lively pace. It’s the final segment and if everything falls apart, you can always walk. You hold a pace, keep it ticking over. Everything seems good until half way through, muscles start to cramp, pain comes. Your pace drops a bit, you fight it to keep going. From 30-38km, you’re in complete pain, you think about quitting or walking. Somehow you keep your body moving forward quietly encouraging yourself and feeding off the energy of the crowd’s cheers. Finally you hit 38km, you realize that in 2km it’s only 2km to go. You perk up. Your pace rises. You find a new wind. You’re going to finish. The final one kilometer, you’re hitting euphoric levels as your endorphins kick in. You finish the marathon practically sprinting, fall over the line and break down into a heap. Before standing up with a warm painful glow of completion. Success.

 

Energy levels change through a presentation

The Engaging Speaker is aware that energy levels change through a presentation. Shorter presentations are easier to plan. Longer full day sessions require more detailed mapping. Remember people are fresh in the morning so get right into the content. Keep things moving along. Set the tone for starting and ending breaks on time. Plan your afternoons particularly carefully. Participants energy levels tend to dip around an hour to two after lunch, especially if they’ve had a big hotel buffet lunch. During this time period, move towards more physical exercises. Add higher impact team activities. Move things around. Shift venues. Keep things moving, changing and adapting. Finish strong. Have a clear conclusion to the day. Keep a couple of short energizers in your pocket in case the energy plunges. Don’t be afraid to try new things. Ask the participants what they’d like to do to pick up the energy.

 

Be aware that you create the energy in the room, not the audience

If you looked at your last talk or upcoming presentation in terms of creating energy, what would your energy chart look like? Would it be high at the start and then gradually falling away to nothing? Would it be low at the beginning, peak in the middle and drift off? Or would it look like a read out of a healthy heart with regular peaks and troughs. A good presentation should start and finish strong but should allow time to reflect, time to pick things up and a time for interaction.

 

What energy map are you creating?

Map your presentation’s energy chart. Is it in line with your message? A rallying sales meeting will start high and finish higher. A senior management crisis talk will have moments of low before building up momentum towards the end. The Engaging Speaker sets the tone for the talk and creates the energy, the enthusiasm, the experience for the audience.

Stop wasting your time. Start rehearsing effectively

Rehearse Like an Actor: What Executive Presenters Can Learn from the world of theater

 Stages to move through to be well-prepared for every high stakes presentations.

 1. Script read through

2. Run – throughs

3. Tops and Tails

4. Cue-to-Cue

5. Dress rehearsal

 

One of the most common excuses that executives use before they deliver presentations is that they didn’t have enough time to prepare. Picture this scene. The board of directors are filling up the meeting room before the annual strategy review session. The financial director walks up to the front of the room, plays with some pieces of paper, coughs, looks down and then says he doesn’t think he is prepared for the presentation.

No doubt you have seen variations of this presentation opening. What impact does this have on his credibility? It immediately sows seeds of doubt in the minds of senior managers. Perhaps, after all, this director is not capable of higher positions.

Business presenters often spend hours preparing PowerPoint slides only to deliver a low-energy dull presentation in front of the people who will be deciding their promotion prospects later in the day. While you don’t have to become an actor to be a good presenter, you can certainly learn from the stages that each actor goes through to be totally ready.

 

 

Stage 1: Script read through

At the start of rehearsals, actors read through their scripts, first alone, and then with the other actors. Script mastery is just the first step in their performance preparation. Most business presenters struggle to complete even this stage, often unable to express coherently what their talk is all about. Every presentation must have a clear overall message with content clearly separated into distinctly different ideas. An opening that sets the context and engages the audiences by addressing their most pressing concerns. A body that divides the content into separate sections or to use a theater word “scenes”. A closing that brings all the content together into a clear outcome, reinforces the overall message and moves the audience into the next part of the meeting, often the question and answer session. An important tip to remember is that at this stage the outline does not need to be perfect. There is still opportunity to modify during the next steps. This stage is ideally done with pen and paper. It should take you no longer than 30 minutes to outline your talk.

Stage 2: Run – throughs

With an outline in hand it’s time to have a run through. This should be rehearsed until the content is memorized. Find blocks of rehearsal time. Instead of going to a restaurant at lunch, grab a sandwich and take a walk in the park. While walking around, talk through the presentation without looking at notes. Speak it out while driving into work, or book a meeting room to practice the delivery. The key here is that it should be spoken aloud as new ideas will arise while the delivery becomes smoother. Don’t use a computer or any slides at this point. The aim is to be 100% comfortable with the flow and content. Modify your outline as ideas come up. Add supporting points, rearrange sections. You should be able to stand up and deliver a speech without looking at any notes or without any supporting visuals. This stage might take a day for familiar material or up to a week for a high stakes meeting. This is the stage where you build up your confidence.

Stage 3: Tops and Tails

The two most important parts of a presentation are the opening and closing. Both parts attract the greatest audience attention and are the best opportunities to deliver a takeaway message. They are often delivered with a higher level of authority and punch. Take the opening two minutes and rehearse it as a stand-alone section. Record it and while listening to the recording, look for ways to make the delivery more impactful. Use crisper and sharper words. Make a closer connection to the audience with words they relate with. Likewise, repeat this approach with the closing. This is the final chance to convey the message and leave the audience with a positive impression. The opening and closing sections can be scripted word-for-word for very important talks, however, never read from notes. It lessens your impact. This stage should only take around 30 minutes because by this stage you are very familiar with your content and message.

Stage 4: Cue-to-Cue

The biggest stress is often caused by projectors so always plan a technology check for all your presentations. For smaller conference room presentations, go at least a couple of hours before to connect your computer to the projector, test the sound and video and ensure the mouse clicker works. For larger settings, arrive the day before and work with technicians in the venue. Spend time on the stage and walk around planning where to start, how to move on the stage and where to finish. Rehearse a couple of sections of the presentation with a microphone to hear what volume is needed to fill the room. Once you are set-up do your best not to move anything.

Stage 5: Dress rehearsal

This covers your on the day preparation. Regardless of what time the presentation is due to start, schedule a time for a dress rehearsal. Rehearse in the same room if possible using all the technology planned and microphones needed. You will speak the entire presenation aloud word-for word. This final run through boosts confidence for the live version. The second delivery of the day will be smoother and you will appear more natural.

 

CONCLUSION

90% of the executives I work with don’t know how to rehearse adequately. They waste time on inconsequential parts of the presentation while ignoring their personal impact. By going through these five stage of preparation you will feel more confident and be more relaxed to deliver a powerful presentation that influences your audience.

 

Do you or your team need help?  We work with executives on the “how tos” of more natural and influential business presenting. Feel free to contact us at any time to learn about the step-by-step approach we have taught thousands of executives around Asia. 

Deliver with Style: Making more memorable slide decks

In running The One Minute Presenter workshops around Asia, we encounter the pains and challenges of “death by PowerPoint”.  The main problem is that business presenters mis-use the tool – treating it more like a word processing tool than a visual aid software. We see slides crammed full of text because the presenter wants the crutch of being able to read the text in case they  forget what to say. In other words, they are putting their script on the slide. This is a lazy approach to business presenting. It replaces proper rehearsal with text heavy, instantly forgettable data heavy slides.

A large part of our workshop  shows how to create a message and connect it to the audience. In this article, we will cover three simple tips you can use to create more attractive and memorable slides.  We frequently work with technical presentations and financial presentations and these skills can be applied to these situations as well. Remember that the golden rule while presenting is variety.

Tip 1: Use full slide pictures

full-page-visual1

Instead of packing text onto the slide, use full screen pictures to add impact. In this example you can use it as an opening slide for a section, or as a talking point.  You show the picture and then relate how it is relevant for the message you are delivering for your audience.

Tip 2: Use metaphors and taglines

metaphor-with-tagline In this example, a picture is used as a metaphor. It conveys the meaning behind the message. The added tagline “when you connect you plug into the audience” reinforces the meaning. In this case, as a presenter you may not need to add anything further. Simply letting the audience read the slide can be effective.  Don’t fall into this trap: reading every word on the slide. Often it’s not necessary as the audience can read quicker than you can speak.

Tip 3: Add a summary slide

summary-page Get into the habit of recapping every section and adding a summary slide at the end of the presentation. It allows the audience to mentally catch-up and by refreshing what you said they can digest the message. This will improve memory recall rates and importantly it can be used as an opportunity for you to answer relevant questions to that section. Summary slides should be clean with key points only. No new information should be added. The purpose is to simply review the previous messages.

Summary

While this is not an exhaustive coverage of slide design, critically look at your slides and ask yourself if you are using them as your script or are they truly an aid for the audience to better understand your message. Be audience-focused not presenter focused and you will be on the road to getting your point across in an engaging and memorable way.

About the Author: Warwick J Fahy

“I work with C-level executives working for multinationals in Asia Pacific who lack the executive presence to effectively influence key stakeholders. While these executives are very smart, very knowledgeable and highly capable, a key piece is missing. These executives’ communication skills need polishing.

I help executives build a strong foundation in executive communication so that they are able to better think, act and communicate like a high performing leader. Recently, we helped a CEO turn his communication style from being nervous and uninspiring into a more engaging, confident and purposeful executive.” Learn more about who Warwick helps here.

Warwick is the author of “The One Minute Presenter: 8 steps to successful business presentations in a short attention span world”.

Now available on Amazon.com.

Sign up to “52 Tips to more confident public speaking” newsletter at www.warwickjohnfahy.com

Are you ready to sparkle with inspir-tainment?

Being a subject matter expert is often why you are called upon to deliver a speech. However, your content is not enough. You need the secret sauce of inspirtainment; an ability to both inspire and entertain your audience while delivering great content. This requires a deep source of inspirational stories and anecdotes that relate to your big idea or speech topic.

Moving people to action requires inspiration

One way to find inspiring examples is through other people. While visiting Holland, I was inspired by Richard Bottram. To raise awareness for cancer charities after he lost his wife to cancer, Richard conceived the idea of the Wheel of Energy situated next to Schipol Airport in Amsterdam. This huge wheel turned 24 hours a day for one year with people running in it at all times. Richard committed to run a marathon every single day for a year – 365 marathons. This amazing effort kept his worthy cause in the public’s mind and also engaged people around the world to come and run in the Wheel of Energy. As I listened to Richard’s story, I thought “Wow. This is amazing.” I now call this the “wow” test. Whenever I find something inspiring that makes me go “wow”, I write it down as a story for a future talk.

Use your own experience to inspire

Another way to make even deeper connections is to share your own inspirational stories. This helps you become a more authentic speaker. Your story could come from your hobby. In 2010, I completed an Ironman triathlon in 36C (97F) heat which included a 3.8km swim (2.4miles), 180km bike ride (112 miles) and finished with a marathon. It was by far the hardest physical challenge I ever faced. When I told a friend about the race, he said, “So what does triathlon mean? Tri-not-to-die?!” Although the Ironman is a tough race, I learned from the experience of training consistently for over a year and pushing through the heat and physical discomfort during the race.

Such an experience could reinforce a point in a talk. For example, I could use my 12-month training regime to illustrate the message that small consistent steps can overcome seemingly huge obstacles. Or I could use the heat as a metaphor for the challenges we all face along the way to achieving something worthwhile. Look for ways to connect your inspirational story to your big idea. Practice delivering your story in under five minutes clearly stating how it links to your big idea.

Find your “wows”. What are you doing that you take for granted but other people think is amazing? A single mother bringing up four children has a wealth of insights, experiences and wisdom that could benefit many people. Your work, family, hobbies, achievements, failures, where you spend most of your time, where you would like to spend most of your time are all sources for inspirational insights.

Be open to finding your stories.If you carry around a phone with a camera, take pictures of newspaper clippings that inspire you or capture scenes from your life that you can use in your next presentation. Use your phone’s recorder to capture ideas and re-listen to them so that you remember to work them into a talk or develop them into five minute modules.

CFOs: Do you find yourself feeling uncomfortable when asked to present to the Board of Directors?

Download this article as a PDF file.

Learn easy-to-implement strategies to communicate more effectively with your senior managers

Many technical experts find a glass ceiling prevents future promotions

While you are technically excellent and have risen through the ranks smoothly until now, you sense resistance to your future promotion prospects. Your last two performance reviews have flagged up communication skills as a development area. But to be honest, you are not entirely convinced that you need to improve – you have been successful in your career, so why change now?

You have to give opinions on complex issues to directors who may not fully understand all the technical aspects. As you are not sure how much they know about the technical issues, you have tended to explain all the basic processes in a logical fashion so that the directors will understand your conclusions. This approach often results in your presentation being interrupted and you sense that the directors get impatient the longer you speak. Although you are comfortable in one-to-one interactions, when you are standing in front of your superiors and getting asked a question, you find it difficult to find the words to adequately express your ideas concisely.

You are not always fully certain that you understand the motivations of the people in the meeting or on the conference call. Some directors you only see once a year and others you have never met before. It’s difficult to know how to prepare a presentation for people you don’t know well and who may have different expectations. The result is that you sense a lot of frustration and tension when communicating with your senior managers. It doesn’t have to be that way. You don’t need to be stuck here forever.

Finance executives who switch their mindset can become valued business partners

Imagine a situation where you are able to engage with your directors on an equal footing. Shatter the glass ceiling that is preventing your promotion by grasping the essentials of executive communication. Switch your mindset from a technical expert to an effective executive by understanding how future leaders all have superior communication skills. Adapt to how top executives think so that you layer your presentation and deliver just the right amount of technical detail. Handle question and answer sessions with confidence and use a framework to manage unexpected questions. Anticipate the motivations of senior executives and how to deliver on these expectations to a diverse audience.

You are not alone.

Advance your career by learning how to speak like an executive

If any of the above sounds familiar, don’t worry, you are not alone. In fact, you are in good company. Most senior finance people have similar issues. Being technical experts means that you are excellent with process, procedure, the integrity of data, and especially paying attention to very small details. All of which is essential – and desirable – in finance executives. However, when you reach a certain level in the organisation, these technical skills become less important as the core task of an executive is to make decisions and communicate them throughout the organisation. All highly effective executives are superb communicators and presenters and they set the benchmark for others to follow. Today, when decisions are made on who to hire as a CFO, CEO or other key role -the ability to engage with internal and external stakeholders is one of the top two or three competencies.

With the right support you can become a confident presenter

However, as a finance expert, you can’t be expected to automatically know what it takes to be an engaging and confident presenter – you are not an executive speech coach – and with the demands on finance executives already very much more than they were a few years ago, your time is squeezed so that executive communication skills has probably been relegated to only a couple days of training if at all. The good news is that help is here.

To take a step away from being a technical expert and learning the craft of an effective executive communicator, here are five things you need to do and a couple of things not to do:

Tip 1: Always stand up to deliver a speech of importance.

An engaging speaking voice is very relevant today, as many business presentations are given through teleconferences. The lack of visual cues makes it harder for listeners to catch the message and tougher for speakers to read the audience. Standing up places you in an assertive posture and allows deeper breathing from your diaphragm which aids better vocal quality projection. Opera singers could not deliver with such a wide range while sitting. Strengthening your abdominal muscles enables you to better fill your lungs with air. So you now have another reason to get to the gym.

Tip 2: Gradually expand your ability to project your voice.

Adding strength and authority starts with becoming comfortable with the sound of your own voice. Before I became a professional speaker, I was incredibly shy and self-conscious when speaking to groups. Partly this is because I am a natural introvert like many professionals in finance, IT and engineering. This can’t be changed overnight but like any skill can be developed. Practise your presentation out aloud, ideally in a meeting room, and project your voice so that someone at the back of the room would hear. While you don’t need to sing out your windows, find fun excuses to raise your voice, like playing sports or refereeing a football match at your children’s school.

Tip 3: Great speakers are made, not born.

No infant starts with a fear of public speaking. Conversely, no one is born a natural public speaker. Circumstances, experiences and environment all play a key part in how people develop. I had a bad experience in a school drama class that put me off public speaking for decades. The good news is that these fears can be overcome. Hard work and determination to improve are the greatest success factors in becoming an effective public speaker. Many presenters do not allocate any time to rehearse their speech. If you have three weeks to prepare a totally new 20 minute presentation allow between 30 minutes and 1 hour a day for preparation and time-block it in your calendar. You wouldn’t expect to become a better swimmer if you never went to the pool, so find the time to practice your speaking skills.

Tip 4: Learn to self-evaluate

You don’t learn by doing, you learn by re-doing. Accelerate your learning by listening to your presentation on a video or audio recorder. This highly effective way makes you more aware of the areas you need to focus on – if you can get over the embarrassment of looking or listening to yourself! After watching a recording, take a piece of paper and divide it into two halves. Write down all your strengths on one side and areas that you would like to improve on the other. You will be surprised after this exercise, sometimes you sound better than you imagined. Most audiences don’t judge us as harshly as we critique ourselves.

Tip 5: Visit the venue for larger conference speaking

For important talks, consider simulating the environment or actually visiting the venue where you will speak. This is important for all presenters because by walking on the stage you get a feel for the microphone, the seat arrangements and the acoustics. Every room is different, so the best business presenters, like Steve Jobs, work live rehearsals at the venue into their preparations.

Don’t do this…

The Oscar winning film, The King’s Speech showed some bizarre therapies to improve public speaking. Best to avoid things like:

  • Relaxing your throat by smoking deeply into your lungs! Voice care is important so drink plenty of water and add lemon or honey. You can also lightly massage your vocal chords before you start presenting.

  • A piece of bad advice is “always start with a joke”. While humour can connect with your audience, it’s such a high risk approach. You might offend, not deliver it with the best timing or just not tell a funny joke. Not the best way to start your presentation.

  • Another bizarre technique in the film saw a speech therapist ask King George to fill his mouth with marbles and start speaking. This was supposed to improve his articulation. While I wouldn’t recommend this technique, clear articulation is an important aspect of a good speaking voice. Instead find some private space and practice reading your script or a book out aloud at half your normal speed taking care to pronounce every single syllable in every single word. This exercise brings attention to clear pronunciation and will help you deliver your speech more crisply when you return to normal speed.

In addition to the above tips, remember these two key lessons. Firstly, only you can change you. If you don’t want to improve or if you don’t think it’s that important then your progress will reflect that. Secondly, being consistent and realistic about changing an engrained behaviour is essential. Put some time aside to rehearse and the improvements will follow.

Case study: Many CFOs have benefited from The One Minute Presenter coaching

I work with many CFOs from multinationals around Greater China. Here is a case study of a typical challenge we face:

Background

Chinese national, 15 year veteran from a Big 4 consulting firm, now an in-house tax specialist with a high end real estate investor and project manager. Project-based with high pressure from commercial directors based all across China and a global CFO in New York.

One big difference that affects executives when they change companies and industries is the change in working style. The main different in working style was that John was used to provide advice to the client and then the client would choose to use it or not. Either way, John was not usually involved in the implementation. In his new role, he was expected to not only provide advice, but to do so in grey areas where there were no clear mandates from tax authorities, then supply a recommendation and once the commercial director had made a decision, drive this plan forward.

A common issue inside multinationals based in China is that executives are not proactive enough. This is due to a mixture of reasons ranging from personality, culture, education and previous working environments. When working with senior executives who have already obtained a measure of success in their careers, it can be diffficult to switch their mindset. A common reaction is “why should I change? I have already reached a high position in the company and am happy with my compensation.” this is true and with the current talent situation in China, qualified executives can easily find a new position. However, most executives are still driven to improve and do better and this is the hook that needs to be found to make the change stick. As Marshall Goldsmith says, “what got you here, won’t get you there”. Once executives make the mindset switch, they are more open to work with.

The pain

Although everyone regarded John as a subject matter expert, frustrations emerged in meetings and telephone calls with the business directors. John used his consultant’s approach to give detailed, sometimes rambling presentations that went into tax legislations in great depth. This is a common symptom when the presenter feels that they need to continually establish their credentials as an expert. In this situation, his audience just wished he would get to the point quickly and directly. With millions of dollars investment on the line and time-pressure a major factor, they needed to get the best advice, make a decision and make it happen.

The lack of face to face contact of teleconferences adds more stress on executives who are operating in their second language. In face to face settings, they can pick up more meaning from non verbal cues like facial gestures and more clearly hearing tone of voice. Down the line this information is lost and executives are less reluctant to commit themselves.

What we did?

After a few coaching sessions, John realised that he needed to find a new approach. We introduced a framework – a structure in which John could slot in his content. We work with about 12 presentation frames and we selected one that enabled him to cut out the technical details which his audience didn’t want, and complete his presentation with a firm recommendation.

A major point was the change in mindset that took place when John realised that even seemingly simple engagements like conference calls needed a great deal of preparation – far more than he had previously thought necessary. The “ah-ha” moment came when John said “This really needs a lot of preparation!” After he ‘got it’, we could then work on the techniques to help him prepared more effectively.

Outcome

His commercial directors appreciated this approach as their meetings were shorter, they didn’t have to drag the information out of him and they could focus their efforts on driving their project forward.

An important take-away is that often executives underestimate the preparation time required to have a masterful grasp of their content. This is a basic entry point before you can start applying tools and techniques to arrange, express and deliver a clear message.

So what now?

If you are ready to take a step up in your career, contact us for a initial complimentary strategy session where we can outline approaches to help you starting speaking like an executive.

About Warwick J Fahy

Warwick is passionate about helping executives, working in multinational companies based in Greater China, speak out with executive presence so they can think, speak and act like a leader. I help executives turn the complex into compellingly simple message that are understood, passed on and acted on.”

Learn more about who I help here.

Download the Speak like an Executive Executive Communication White Paper here (PDF, 237kb)

Warwick is the author of “The One Minute Presenter: 8 steps to successful business presentations in a short attention span world”.  Now available on Amazon.com.

New: Read “The One Minute Presenter” as an e-book. Available in all maor e-book formats here.

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©2011 Warwick John Fahy

Unplanned speaking made easy with the Open your Mind framework: Slideshare Presentation

You can watch and follow along with this audio training speech on “Open Your Mind: How to always be ready for any unplanned speech” at slideshare. The link is here.

While this presentation was delivered in a Toastmasters club, it is relevant for many business presenters who need to speak without much preparation time.

Please comment and let me know if there are other topics you would like to see covered.

About the Author

Warwick J Fahy

Warwick helps C-level executives, working in multinational companies based in Greater China, who struggle to get their point across and influence their key stakeholders. Warwick helps the executive project their message with confidence allowing them to express their opinions powerfully and gain respect from senior managers even when under pressure.”  Learn more about who I help here.

Warwick is the author of “The One Minute Presenter: 8 steps to successful business presentations in a short attention span world”.

Now available on Amazon.com.

Sign up to “52 Tips to more confident public speaking” newsletter at www.warwickjohnfahy.com

Speech Analysis by The One Minute Presenter on Sir Ken Robinson’s Feb 2010 TED speech: Bring on the learning revolution

In this follow up to his famous 2006 TED talk, Sir Ken Robinson makes the case for a radical shift from standardized schools to personalized learning — creating conditions where kids’ natural talents can flourish.

Sir Ken Robinson is a creativity expert and in this talks asks the question, “Why don’t we get the best out of people?” He argues that it’s because we’ve been educated to become good workers, rather than creative thinkers. Students with restless minds and bodies — far from being cultivated for their energy and curiosity — are ignored or even stigmatized, with terrible consequences. “We are educating people out of their creativity,” Robinson says. [Source: TED.com]

Here is my breakdown of the speech. The things that are great about the speech are:

  • Metaphors help make your big ideas easier to grasp

  • Crafting taglines is a discipline in finding simplicity in your (complex) ideas

  • Telling a story that engages is an advanced skill

  • Closing quote can make your message stick

The areas that could be improved include:

  • Making humour work is a funny thing

  • Do you lose credibility if you use shaky facts?

  • Audience interaction is not only about a show of hands

Type of presentation

This is a follow up talk from his highly acclaimed 2006 TED speech and as such the expectations are higher. While well received by the audience, it is hard to imagine that this talk will have as much impact, as the message is lost among the jokes. Well written taglines are the highlight and although the closing quotation is beautifully chosen and delivered it is not exactly related to the idea of creating a learning revolution.

Metaphors help make your big ideas easier to grasp

Robinson uses three major metaphors in this talk, and they all work well.

1. Compares crisis in natural resource with the crisis in human resources (starts 02:30)

although the set up to this metaphor was not accurately made. Robinson says there is a “second climate crisis” when he actually means “ a second crisis”.

This metaphor is followed up later by saying “Human resource like natural resources are buried deep, you have to go looking for them” (04:15). Good analogy.

2. Comparing the education system with fast food. Results are a similar depleting of spirits and energies as fast food depletes the body. (13:00). This really hits home it’s point.

3. Education is like manufacturing (conformity and batching people) (14:35)

What we need now is one based on agriculture … an “organic process” (14:55)

This is a nice comparison and one that is not only easily understood it catches the zeitgeist as organic food is becoming a growing trend, especially among the typical TED talks viewer.

Warwick’s coaching tip: Finding a metaphor or model to frame your ideas on can be an excellent way to convey your message. Vivid metaphors will help the audience remember your big ideas and overall message.

Crafting taglines is a discipline in finding simplicity in your (complex) ideas

Warwick’s coaching tip: Robinson is a thoughtful speaker (in between the jokes) and this reflects the deeper thinking he has done on his topic. A good tip for every speaker is to leave the audience with the feeling that you know a lot more on your subject that you could possibly cover in your talk.

This depth is shown in the clarity and concisely of his taglines or sound bites. Robinson has helped the audience do the thinking by making the complex really rather simple to understand – a significant asset for everyone who wishes to be influential.

Good examples of taglines include:

this is not a crisis of natural resources…but a crisis of human resources” (02:23)

we make very poor use of our talents” (02:30)

that’s simply improving a broken model” (04:40)

what we need is not an evolution, but a revolution in education. This has to be transformed into something else.” (04:50)

it’s a single function device” (when talking about a watch) (08:15)

life is not linear, it’s organic” (08:55)

we are obsessed about getting people to college\” (09:15)

human communities depend upon a diversity of talent, not a singular conception of ability” (10:50)

college begins in kindergarten….[pause]… no it doesn’t” (11:15)

a friend of mine once said a 3 year old is not half a six year old” (11:40)

we have built our education system on the model of fast food” (12:45)

Telling a story that engages is an advanced skill

The fireman story (starts 09:20 – 10:40) makes a strong point on the value of having diverse talent in a community.

The example of three year old children being interviewed by “unimpressed panels” with resumes (12:00) hilariously brings out the ludicrous nature of how competitive early education has become.

Warwick’s coaching tip: When selecting appropriate stories and anecdotes ask yourself does the impact part (memorable) of the story align with the main message you want the audience to takeaway.

Closing quote can make your message stick

Choosing a quotation that sums up your message can be powerful technique. Like every tool, it can be misused. The trick is to find as close a match as possible to the quotation’s message and your overall speech message. Robinson chose a WB Yeats quotation (starts 16:40) which was beautifully connected to a powerful closing thought of “tread softly on our children’s dreams”. While a lovely closing, it is a little out of synch with the message of creating a learning revolution.

Overall this was a well received presentation, but there were a few areas which could have been improved.

Making humour work is a funny thing

While some of these jokes got an audience reaction, I did not like them as I felt they were often a shallow attempt at humour that did not develop or carry his ideas forward. Toward the end of the talk, the reaction from the audience dropped.

Example: ‘there is a hunger for videos of me’ (01:00) got a good laugh but really is too self indulgent for my tastes, especially when the set up used shaky facts (see below).

I only had 18 minutes frankly..” – audience did not react, perhaps because all speakers have 18 minutes. (01:38)

so as I was saying” (01:40)- again the audience laughed but it comes across as a little self-indulgent when being invited back to TED was an honour not made to many other speakers.

if you don’t believe there is a major climate crisis, you should get out more” – audience did not react perhaps because the point is not really clear (01:50)

I divide the world into two groups” (02:55) – while this got a good laugh, his follow up point did not come out so clearly. His point was that there are two groups of people in the world, those that “endure” and those that “enjoy” (03:30)

The joke about American history not being taught in Britain (05:50) while getting a laugh does not really add any impact to this message. And the set up referring to his lack of knowledge of what was happening in American at that time could have been cut out.

it’s difficult to know what it is you take for granted. And the reason is you take it for granted” (07:10). Not that funny.

The anecdote about receiving his first guitar at the same time that Eric Clapton did worked well, “…it wouldn’t work no matter how hard I blew into it” (13:30)

This uses the element of surprise, self-deprecating humour and exaggeration to get a good audience response.

Do you lose credibility if you use shaky facts?

In the opening to the talk, Robinson explained that 4 million downloads of his 2006 talk had been made, so if you multiply that by 20 you get the number of people who had seen his previous talk. It seems hard to believe that such large groups of people are sitting around watching online TED videos. This multiplier is a rule of thumb often applied to print media which for example if a newspaper or magazine is placed in a library or office would be read multiple times by different people. I am not so convinced it applies to a world of individual downloads.

Warwick’s coaching tip: The opening of a speech should be about building credibility, and Robinson was doing this by sharing how many people had seen his previous talk. Instead of his comment “there is a hunger for videos of me” which seems bizarre, perhaps a better retort would have been to express surprise, shock or amazement. By bringing in some humbleness he would have come across as credible and not self-aggrandizing.

Audience interaction is not only about a show of hands

In this attempt at audience interaction – always a tricky part to navigate in any large conference talk – Robinson uses the “put your hands up” technique. A trusted – if rather overused staple of conference speakers. The problem with this type of interaction is that it comes across as superficial and many people don’t like engaging in this type of interaction due to its overuse.

The interaction starts by asking who was over the age of 25, and wearing a wristwatch. (07:20). The underlying premise is that people under 25 won’t wear a watch because it is a “single function device” [great tagline] and that everyone over 25 wears a watch to tell the time. But do they? Personally I don’t always wear a watch but when I do its more because I like the feeling of being “dressed up” and other people will wear watches for aesthetic reasons or – if you have spent thousands of dollars on a luxury watch– as a status statement. People over the age of 25 wear watches for many different reasons.

Warwick’s coaching tip: A better approach would have been to ask the audience what they thought his daughter called a watch. The answer of a “single function device” would have got a good laugh (as it did when he used it after this interaction) and would have made a clear point on how younger people view the world differently.

Conclusion

This was a well delivered and generally well received talk. While there are very strong aspects to the talk notably the metaphors and taglines used, a greater impact could have been made by making the big idea more visible. What is the learning revolution that is needed? Besides from being organic, how can it be created? Even high level, inspirational speeches need to suggest a direction for the audience to go following the talk. Not as impactful as the 2006 talk. I think this was a 5 out of 10.

To see Warwick’s analysis of Sir Ken Robinson’s 2006 TED Talk speech, click here.

About the Author

Warwick J Fahy

Warwick helps C-level executives, working in multinational companies based in Greater China, who struggle to get their point across and influence their key stakeholders. Warwick helps the executive project their message with confidence allowing them to express their opinions powerfully and gain respect from senior managers even when under pressure.”  Learn more about who I help here.

Warwick is the author of “The One Minute Presenter: 8 steps to successful business presentations in a short attention span world”.

Now available on Amazon.com.

Sign up to “52 Tips to more confident public speaking” newsletter at www.warwickjohnfahy.com

The King-Size Fears of Public Speaking

Tips to improve your next presentation

Is the fear of public speaking really such a big fear? The uncomfortable moments in the Oscar winning The King’s Speech, probably felt painfully familiar to many who have been under pressure while presenting. It certainly did for me and as someone who went to a speech therapist for elocution lessons as a child it made me think what we can take away from watching a movie about a man learning to manage his stammer. This article will cover some of the good tips and dispel the bizarre.

The King’s Tip: Always stand up to deliver a speech of importance.

An engaging speaking voice is very relevant today, as many business presentations are given through teleconferences. The lack of visual cues makes it harder for listeners to catch the message and tougher for speakers to read the audience. Standing up places you in an assertive posture and allows deeper breathing from your diaphragm which aids better vocal quality projection. Opera singers could deliver with such a wide range while sitting. Strengthening your abdominal muscles enables you to better fill your lungs with air. So you now have another reason to get to the gym. It’s optional whether you would want to have your wife sitting on your stomach.

The King’s Tip: Gradually expand your ability to project your voice.

Adding strength and authority starts with becoming comfortable with the sound of your own voice. Before I became a professional speaker, I was incredibly shy and self-conscious when speaking to groups. Partly this is because I am a natural introvert like many professionals in finance, IT and engineering. This can’t be changed overnight but like any skill can be developed. Practise your presentation out aloud, ideally in a meeting room, and project your voice so that someone at the back of the room would hear. While you don’t need to sing out your windows, find fun excuses to raise your voice, like playing sports or refereeing a football match at your children’s school.

Aside from voice improvements, the movie also highlights the importance of preparation and rehearsal.

The King’s Tip: Great speakers are made, not born.

No infant starts to speak with a stammer and no one starts with a fear of public speaking. Conversely, no one is born a natural public speaker. Circumstances, experiences and environment all play a key part in how people develop. I had a bad experience in a school drama class that put me off public speaking for decades. The good news is that these fears can be overcome. Hard work and determination to improve are the greatest success factors in becoming an effective public speaker. How many presenters could match the King’s dedication when he visited his speech therapist 82 times before a six month world tour? Many presenters do not allocate any time to rehearse their speech. If you have three weeks to prepare a totally new 20 minute presentation allow between 30 minutes and 1 hour a day for preparation and time-block it in your calendar. You wouldn’t expect to become a better swimmer if you never went to the pool, so find the time to practice your speaking skills.

The King’s Tip: Learn to self-evaluate

You don’t learn by doing, you learn by re-doing. Accelerate your learning by listening to your presentation on a video or audio recorder. This highly effective way makes you more aware of the areas you need to focus on – if you can get over the embarrassment of looking or listening to yourself! After watching a recording, take a piece of paper and divide it into two halves. Write down all your strengths on one side and areas that you would like to improve on the other. You will be surprised after this exercise, sometimes you sound better than you imagined. Most audiences don’t judge us as harshly as we critique ourselves.

Tips to avoid

Tips to avoid include relaxing your throat by smoking deeply into your lungs! Voice care is important so drink plenty of water and add lemon or honey. You can also lightly massage your vocal chords before you start presenting. Another piece of bad advice is “always start with a joke”. While humour can connect with your audience, it’s such a high risk approach. You might offend, not deliver it with the best timing or just not tell a funny joke. Not the best way to start your presentation.

In addition to the above tips, The King’s Speech highlights two key lessons. Firstly, only you can change you. If you don’t want to improve or if you don’t think it’s that important then your progress will reflect that. Secondly, being consistent and realistic about changing an engrained behaviour is essential. Put some time aside to rehearse and the improvements will follow.

About the Author

Warwick J Fahy

“I work with high-potential senior executives who need to be more confident and influential with their key stakeholders. I help the executive quickly and powerfully express their opinions into message based presentations – even when under pressure.”  Learn more about who I help here.

Warwick is the author of “The One Minute Presenter: 8 steps to successful business presentations in a short attention span world”.  Buy or download the book here.

Now available on Amazon.com.

Sign up to “52 Tips to more confident public speaking” newsletter at www.warwickjohnfahy.com

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“Ever feel like the presenter is making too many points?”
“Ever feel like the presenter is making too many points?”

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