Wednesday, July 9, 2014

COMMUNICATION SPECIAL........................ 8 Ways Not to Blow It When Presenting to Senior Decision Makers

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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