8 Ways Not to Blow It When
Presenting to Senior Decision Makers
Tackling a presentation to
higher ups can be nerve wracking. Use these 8 tips to stay in control and win
the day.
Presenting to higher-ups can
feel like a make or break moment in your career. As I was preparing a
webinar on How to Speak to Senior Execs, I came across the Supreme
Court's instructions to lawyers on how to address the justices. The rules
issued by the court are highly relevant for any business speaker addressing
senior decision makers.
Speak to be heard
The document gets right into
basic presentation skills. The very first sentence reads: "You should
speak in a clear, distinct manner, and try to avoid a monotone delivery."
Nothing controversial in that.
Use your voice to bring out the meaning in your message.
Know your content
"Under no circumstances
should you read your argument from a prepared script."
Wow. That's a stunner. They
want to hear you think aloud. After all, if you can't explain your argument
without the aid of a script, you don't really know the bones of your argument.
Likewise, avoid
reading slides word for word. Instead, articulate
the main points on each slide, highlighting essential information.
Pause now and then
"You should not attempt
to enhance your argument time by a rapid fire, staccato delivery."
Make your words count. Speak
deliberately. Don't be afraid to pause now and then. Your nerves
may put you into overdrive. Controlling your speed will help the
audience follow what you're saying.
Look people in the eye
"Never interrupt a
Justice who is addressing you. Give your full time and attention to that
Justice--do not look down at your notes, and do not look to your watch or at
the clock located high on the wall behind the Justices. If you are speaking and
a Justice interrupts you, cease talking immediately and listen."
Show respect by looking
at the individual asking the question. The ability to maintain
assertive eye contact is something we all have to master.
Leave out extraneous
information
"Do not 'correct' a
Justice unless the matter is essential. In one case a Justice asked a question
and mentioned 'waiver.' Counsel responded by stating that a 'forfeiture' rather
than a 'waiver' was involved. The distinction was irrelevant, but the comment
generated more questions and wasted valuable time."
A presentation is complete
when there is nothing left to take out. Flexing your intellectual muscles
is not a good idea when trying to win people over. When you can, keep
things simple.
Keep calm and carry on
"When a justice makes a
point that is adverse to you, do not 'stonewall.' Either concede the point, as
appropriate, or explain why the point is not dispositive of your case and
proceed with your argument."
When you speak to your senior
execs and one of them points out an error on your slide, or questions one
of your points, you either have to say, "You may be right. I will look
into that," or, "You may be right, but here's why I think the point
is valid."
Avoid lingo
"Be careful not to use
the 'lingo' of a business or activity. The Court may not be familiar with such
terms, even if widely understood within that business or activity."
Similarly, senior executives
are not often familiar with every aspect of a business. Don't say, "URL,"
when you could say, "Website."
Don't go for the laugh
"Attempts at humor
usually fall flat. The same is true of attempts at familiarity. For example, do
not say something like: 'This is similar to a case I argued when I clerked
here.'"
You are in service to a group
of people who are making a decision. Your job is to give them valid information
and your recommendation based on that information. You do not do yourself any
favors by trying to create intimacy that does not in fact exist.
The fact is, senior decision
makers are in a position to make or break you based upon your delivery.
BY SIMS
WYETH
http://www.inc.com/sims-wyeth/8-ways-not-to-blow-it-when-presenting-to-senior-decision-makers.html?cid=em01014week27c
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