The Blog Post: Mar 7, 2007

Wednesday, March 7, 2007

'Selling Your Way to Success: How to Present Your Proposal at an Executive Meeting' - Patricia Fripp's Article - March 8, 2007

Patricia Fripp's Article is reprinted here.

Selling Your Way to Success: How to Present Your Proposal at an Executive Meeting

What's the worst reaction you've ever gotten when you made an important presentation? Probably, it would come in second to the one I just heard about. A woman—ironically she was interviewing me for an article about "Knockout Presentations"—told me the story of her disaster. It was early in her career as a policy analyst. She was just out of school, proud of her MBA and working in her first real job. When her supervisor praised a report she'd done, she was thrilled. She was less thrilled when her "reward" turned out to be presenting the same report to their executive team.

She spent a tense week getting ready, making sure she knew exactly what to say. She spent hours writing out her presentation and prepared every conceivable statistic to back up her points. It never occurred to her however, that how she presented was as important as what she presented.

When her turn came to deliver her report, things quickly went downhill. Naturally, she was nervous. A lot depended on the next few minutes. She stumbled through 200 slides, forgot her lines, and got more and more flustered. Bored executives weren't sure what her point was and started glancing at their watches, which made it even worse. Desperate, she wanted to flee—and her audience probably did too! When she concluded, they didn't ask a single question. That would have extended the already painful event.

Does any of this sound familiar to you? If not, great! And let's make sure it never does. Especially if a lot depends on how well you do. You probably know that the higher up the corporate ladder you go, the more important your communication skills become. And the faster you develop and hone your skills, the faster you'll climb.

Perhaps you're already speaking up in team meetings and getting your ideas across effectively. If so, how do you feel about facing a room full of senior management, or at least 5 around a board room table, all staring at you? What is different? Well, for one thing the stakes are higher. All business communications are important, but, with senior management as your audience, you are in the hot seat. They are going to accept or reject the recommendations that you, your department, or your team have worked so hard on. Weeks, months, maybe even years of work depend on your few minutes. Who wouldn't be nervous?

Don't worry. You are human. This is a perfectly natural way to feel. Remember, they can't see how you feel, only how you look and act. You want them to focus on and consider your proposals, not your anxiety. And you'll look cool and collected when you follow these Frippicisms for dealing with senior management.

Seven Fripp Do's

1. Practice. A report to senior managers is not a conversation; however, it must sound conversational. Once you have your notes, practice by speaking out loud to an associate, or when you are driving to work, or on the treadmill. Make sure you are familiar with what you intend to say. It is not about being perfect. It is about being personable. (Remember, rehearsal is the work; performance is the relaxation.)

2. Open with your conclusions. Don't make your senior level audience wait to find out why you are there.

3. Describe the benefits if your recommendation is adopted. Make these benefits seem vivid and obtainable.

4. Describe the costs, but frame them in a positive manner. If possible, show how not following your recommendation will cost even more...

5. List your specific recommendations, and keep it on target. Wandering generalities will lose their interest. You must focus on the bottom line. Report on the deals, not the details.

6. Look everyone in the eye when you talk. You will be more persuasive and believable. (You can't do this if you are reading!)

7. Be brief. The fewer words you can use to get your message across, the better. Jerry Seinfeld says, "I spend an hour taking an eight-word sentence and making it five." That's because he knew it would be funnier. In your case, shorter is more memorable and repeatable.

Three Fripp Don'ts

1. Don't try to memorize the whole presentation. Memorize your opening, key points and conclusion. Practice enough so you can "forget it." This helps retain your spontaneity.

2. Never, never read your lines—not from a script and not from PowerPoint slides. Your audience will go to sleep.

3. Don't wave or hop. Don't let nervousness (or enthusiasm) make you too animated—but don't freeze. Don't distract from your own message with unnecessary movement.

Where to Start

1. What is the topic or subject you are reporting on? Be clear with yourself so you can be clear with your audience.

2. Why is your topic important enough to be on the busy agenda of senior level managers?

3. What questions will your audience be asking? Can you answer them early in your presentation?

Here's an Example

Present your conclusion: What is your central theme, objective, or the big idea of your report? How can you introduce it in one sentence? Suppose that you've been in charge of a high-level, cross-functional team to study whether there is a need for diversity training in your company. You might start by saying, "Our committee has spent three months studying diversity training programs and whether one could benefit our company. Our conclusion is that diversity training would be an exceptionally good investment. We would save money, increase employee retention, and improve company morale."

Present your recommendations: "We recommend that the company initiate a pilot program, starting next quarter, using the ABC Training Company at an investment of $.... The ABC Company has successfully implemented this program with one of our subsidiaries, as well as many Fortune 100 companies. All 27 members of the cross-functional team agreed with this conclusion. Our team was made up of a real cross-section of the company—two Vice Presidents, the Facilities Secretary, eighteen associates, some with PhDs, and six entry-level personnel. The group includes both long-term employees and some new hires. And all 27 members of the team are willing to be part of the evaluation committee to study the results before a decision is made about a complete company rollout."

Describe what's in it for them; Address the needs of senior management, as well as the company. Answer the questions they will be asking, and show them how your recommendation can make them look good. For example, senior management is usually charged with increasing sales and reducing costs. What if this program means saving money by lowering employee turnover, yet has a relatively modest cost?

"Why is this a good idea, just when we are cutting unnecessary spending? One of our company's key initiatives is to recruit and retain 20% more of the best available talent than we did in the last fiscal year. If this training had been in place last year, not only would morale have been higher, but our 23% minority associates would have rated their employee satisfaction survey higher. As you remember, for the last three years our minority associates traditionally rate their satisfaction 3% lower than the other population. This training could have helped increase satisfaction and retention. We would lower the cost of recruiting and training new associates.

"How does this investment compare to other investments we have already made? As a comparison, the initial cost of the pilot for all three offices is 2% of what we spend on maintenance agreements for our copier machines in our headquarters building."

Conclusion:"On behalf of the 27-member committee, thank you for this opportunity. The friendships we have formed and our increased company knowledge is invaluable to us all. The entire team is committed to this project. We are asking for your okay to start the pilot program."

You'll make a strong impression and increase your chances of acceptance when you can be short, clear, and concise. Be prepared and practiced. It's okay to be nervous, but nobody sees how you feel, just how you look and act.

(1350 words)

About the Author

Patricia Fripp, CSP, CPAE is a San Francisco-based sales trainer, keynote speaker and executive speech coach.; author of Get What You Want!, Make It, So You Don't Have to Fake It!; and Past-President of the National Speakers Association. PFripp@fripp.com, (415) 753-6556, http://www.fripp.com

*SINewswatch would like to thank Patricia Fripp for granting permission to reprint this article.

'The One Leap' - Robin Sharma's Blog Post - March 8, 2007

Robin Sharma's Blog Post is entitled, "The One Leap."

Sharma says, "What one leap could you make today - that if you made it - would change the game?

What one Bold Step could you take that would radically alter the way you think/feel/behave?

What New Move could you step into that would lift you into the realm of extraordinary/remarkable/world-class?" Read Complete Post

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'Register Your Secret LOA Instentions Here!' - Beyond Positive Thinking Blog Post - March 8, 2007

Beyond Positive Thinking Blog Post is entitled, "Register Your 'Secret LOA' Instructions Here!"

The blog post says, "I also had forgotten just how effective the feeling of thankfulness could be.

I am now trying to adopt the habit of not getting out of bed until I’ve made a mental list of some of the things I am most thankful for in life…you know really simple things like my health, the birds singing outside, my sister’s pregnancy, my parents, the beautiful countryside and so on… " Read Complete Post

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'I Don't Like My Strengths. Now What?' - Michael McKinney's Blog Post - March 8, 2007

Michael McKinney's Blog Post is entitled, "I Don't Like My Strengths. Now What?"

McKinney says, "Granted some strengths may not seem as readily marketable in today’s workplace as others.

However, this doesn’t mean that they are not of tremendous value in the right context.

Finding that place is the key to your long term success." Read Complete Post

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Leading Blog

'The Value of DE-Celerating' - Barry Zweibel's Blog Post - March 8, 2007

Barry Zweibel's Blog Post is entitled, "The Value of DE-Celerating."

Zweibel says, "Whether it's recovering from a problem, cleaning up a mess, planning for your future, figuring out how to work better with your boss, or just because a way-cool new opportunity has come your way, being able to step up your game is a great something to have in your back pocket.

But you just can't do it if you're always running at full speed." Read Complete Post

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Gottagettablog!

'A Kid's Guide to Giving' - Roger Carr's Blog Post - March 8, 2007

Roger Carr's Blog Post is entitled, "A Kids Guide to Giving."

Carr discusses the book, "A Kid's Guide to Giving" by Freddi Zeiler and how it could encourage your child to give back and make a difference. Read Complete Post

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Everyday Giving

'One Hit Wonder' - David Straker's Blog Post - March 8, 2007

David Straker's Blog Post is entitled, "One Hit Wonder."

Straker discusses about people out there who had one-hit successes.

He advises that they shouldn't be discouraged if their success doesn't happen again.

He says that they should just go on with their lives. Read Complete Post

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Changing Minds Blog!

'Sometimes you just have to laugh . . . ' - Arvind Devalia's Blog Post - March 8, 2007

Arvind Devalia's Blog Post is entitled, "Sometimes, you just have to laugh . . . "

Devalia says, "So the learning is this - always see the humourous side to any adverse event.

Life is too short to take seriously.

Let it all out and laugh as much as you can - just make sure you are on your own." Read Complete Post

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'Change Your Writing, Change Your Life' - Jan Tincher's Blog Post - March 7, 2007

Jan Tincher's Blog Post is entitled, "Change Your Writing, Change Your Life!"

Tincher's blog article is reprinted here.

Change Your Writing, Change Your Life

http://www.tameyourbrain.com

Do you want to make a change? You can, and very easily too.

Did you know that your penmanship tells a lot about you? If you are flamboyant, your writing will be flamboyant also. If you draw within yourself, your writing will be small, self-contained.

Therefore, it stands to reason, if you change your penmanship, you will see corresponding changes in your life.

You’ve heard people say, "I want him to write the contract. He makes sure all the "i"s are dotted and "t’s" are crossed!" That means a few things actually, that especially he is thorough and he is conscientious. Have you ever seen a careless person’s handwriting? Are the "t’s" crossed exactly, barely, or not at all? Definitely NOT *exactly,* right?

So, if you want a change, I say, "Change!"

Now would be a great time to start! Every day -- starting today -- practice your writing and fill the whole page. Do this several times a day if you can.

Make sure there isn’t a trace of your old handwriting -- just for this experiment. Of course, if you notice that things aren’t going the way you want in your life -- and they started happening after you started this experiment -- adjust your writing to get on the right track.

Now, look at your penmanship. Is it large or small? Whichever it is, go for the opposite.

There are two things for you to remember that will help you write larger:

Every letter has to fill a certain space.

The lower case d, f, h, k, l, b all have to touch the top.

The q, y, p, g, j all have to go down at least a half a space.

The t has to go up just over a half a space.

All equally.

*** TIP *** If you are going to write smaller than you usually do, make sure every letter is thinner and shorter than the way you normally write.

Do this for fourteen days straight. At the end of fourteen days, look back and see what’s changed. Do you like the change? If you do, keep the change in your handwriting. If you don’t, adjust your handwriting, keeping in mind that what you see is what you are, and write with the adjustment for fourteen straight days. Test again.

*** TIP *** And, as long as you are writing anyway, why not write affirmations or something that you want to happen that day, or, if it’s in the evening, the next day. Make sure to write only good things. Don’t write what you don’t want to happen, like *I don’t want to mess up at work.* Make sure there is no *not* in any of the sentences. Like *I’m NOT going to eat dessert.* Or *I’m NOT going to smoke.* Write only good things. *I work really well with my co-workers.* *Today (or tomorrow) is going to be a good day.* *I am very happy.* *I am very successful.* *I eat only good foods.*

When you affirm the good things in your life, you attract more good things. When you affirm them in your mind AND write them down, you attract them even faster. Good luck!

Another article that might help you is "Let’s Be Choosey!" Go here:

http://www.tameyourbrain.com/letsbechoosey.htm

Thanks for reading!

Jan

P.S. Here’s what I’ve found to be the best methods for achieving success: http://www.tameyourbrain.com/successEcourse/successOffer.php

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Do you use RSS software? *RSS Feed Reader* or *News Aggregator*? If so, simply copy this url ( http://tameyourbrain.com/blogtyb/atom.xml ) into your reader software to plug into *Tame Your Brain!*. You can access it any time!

DISCLAIMER: Jan Tincher and/or *Tame Your Brain!* do not guarantee or warrant that the techniques and strategies portrayed will work for everyone. The techniques and strategies are general in nature and may not apply to everyone. The techniques and strategies are not intended to substitute for obtaining medical advice from the medical profession. Always consult your own professionals before making any life-changing decisions.

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Have you read it? "Tame Your Brain!" is a free weekly ezine that will teach you techniques and strategies that will help YOU build a more successful, happier life. And the great thing is, you can use each of these strategies immediately! Sub/scribe now and receive FR/EE "Do Butterflies Land On Your Shoulder?" -- a fantastic article on how to find peace. Email here: mailto:tameyourbrain@getresponse.com

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==>Publishers, you are welcome to reprint this article in its entirety provided you retain the above resource box and include this notice. If you would like more articles, please visit my article site here: http://www.tameyourbrain.com/articles.htm

*SINewswatch would like to thanks Jan Tincher for granting permission to reprint this blog article.

'Self Improvement by Getting Organized' - Self Help Zone Blog Post - March 7, 2007

Self Help Zone Blog Post is entitled, "Self Improvement by Getting Organized."

The Blog Post says, "Some people seem to have everything together; they have great jobs, their clothes look good, and their dispositions are sunny.

On the other hand, other people may be surprised to discover that many of these folks who appear to have it all together instead have an absolute wreck at home." Read Complete Post

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'Daily Affirmation - Success' - Think Positive Blog Post - March 7, 2007

Think Positive Blog Post is entitled, "Daily Affirmation - Success."

The blog post says to repeat this affirmation - I Am At Best When I Am Calm - throughout the day. Read Complete Post

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Think Positive! Blog

'Public Speaking: Gimme Three Steps' - Tom Antion's Blog Post - March 7, 2007

Tom Antion's Blog Post is entitled, "Public Speaking: Gimme Three Steps."

Antion says, "When you are moving on the stage, make sure that your movement has a purpose.

If you take a step, go at least three steps in that direction to cue the audience that you are moving for a reason.

One of the biggest problems I see, even when coaching top speakers, is that many of them wander around or take a step here and a step there.

This is extremely distracting to the audience." Read Complete Post

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'Create Your Reality - Your Thinking Really Does Create Your Reality' - Matt's Blog Post - March 7, 2007

Matt's Blog Post is entitled, "Create Your Reality - Your Thinking Really Does Create Your Reality."

Matt says, "Do you pay attention to how you think?

Most people don't, you know.

Most people don't pay attention to all the negative thinking going on inside their minds.

If it's true that you create your reality, then it must be true that you'll experience negative life situations if you fill your mind up with negativity, right?" Read Complete Post

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'Giving It To Law Of Attraction . . . ' - Rebbie's Blog Post - March 7, 2007

Rebbie's Blog Post is entitled, "Giving It To Law Of Attraction . . . "

Rebbie says, "The Universe does not decide for you.

The Universe lets you participate at whatever level you do in whatever you do.

The Universe matches your participation through Law of Attractions and responds to your asking." Read Complete Post

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Yofa Blog