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Are You Being Heard:
Speaking That Gets You What You Want
Presented by
Ariane David, PhD
Senior Partner
THE VERITAS GROUP
Senior Lecturer
CALIFORNIA STATE UNIVERSITY, NORTHRIDGE
Adavid@TheVeritasGroup.com

The mind is a wonderful thing. It starts working the
minute you are born and never stops until you get
up to speak in public!
George Jessel

A Presentation About Presenting
Agenda
• Preparation
• Content
• Creating a great PPT
• Preparing to present
• Delivery
• Answering questions
• Going after money

• Who are they?
• What are their interests?
• What are their needs, expectations, beliefs,
culture, norms, history as a group?
Generation?
Tailor your message, because
one-size-fits-all fits no one.
Your Audience

What this country needs is less public speaking
and more private thinking.
Roscoe Drummond

Your Thinking
• What is the purpose/goal of the presentation?
– Educate/inform
– Convince
– Elicit action
– Be liked/entertain

– Educate/inform
– Convince
– Elicit action
• What is your purpose/goal for the presentation?
– Stated
– Personal
Your Thinking

– Educate/inform
– Convince
– Elicit action
• What is your purpose/goal for the presentation?
– Stated
– Personal
• What point do you want to get across?
– Stated
– Personal
Your Thinking

Your Knowledge: Rule of Ten
• Know ten times more than you say
• Say ten times more than your slides say
The best way to sound as though you know what you’re
talking about is to know what you're talking about.
Anonymous

Critical Thinking
• Are all my points, premises, assumptions
substantiated?

substantiated?
• Can I show the “logic” of my conclusions?
Critical Thinking

substantiated?
• Can I show the “logic” of my conclusions?
• Have I played “devil’s advocate” (try to shoot
yourself down, because someone else will)?
Critical Thinking

Organizing Content
• Decide on the most important points (5 to 7)

Organizing Content
• How many points and how deeply you delve
depends on available time

Organizing Content
• Add only what directly contributes to your points

Organizing Content
• Make an outline and stick to it

Organizing Content
• Make an outline and stick to it
• and stay on point!

Illustrating Content
• People learn best when ideas become concrete
• Give examples
• Tell short relevant stories
• Use visuals (not necessarily PPT)

Content: Three “C”s
• Clear

• Clear
• Concise

• Clear
• Concise
• Complete
Make sure you have finished speaking before your
audience has finished listening.
Dorothy Sarnoff

Content: Language
Beware of:
• Acronyms, abbreviations and jargon that you
have not defined in this presentation

“ The RFP calls for the SOW on the ASP before
SAP go-live. Also, need RSVP to ASE: ASAP!”
Taken from a major consulting firm’s PPT briefing to a new change
management team.

Content: Language
Beware of:
• Acronyms, abbreviations and jargon that you
have not defined in this presentation
• Fuzzy words

Fuzzy Words
…are judgmental in nature
…are not actionable
…carry no specific meaning
…and you’re going to be surprised what words count as “fuzzy”.

Examples of Fuzzy Words
• team player
• (in)effective
• (ir)responsible
• doesn't listen
• is overbearing
• crazy
• Lazy
• …and soooo many more!

Power Point: Rules
Rule # 1: YOU are the show.

Power Point: Rules
Rule # 2: Go for clarity: clean and simple

Power Point: Rules
Rule # 2: Go for clarity: clean and simple
Rule # 3: Form follows function
Don’t be afraid to have fun!

Business PPT Slide Design: DO’s
• One thought per slide

• White or light background

• Dark type - color highlights OK

• Cite your facts where possible

• Cite your facts where possible
• Poof read

Here's the details for the October Hill Country
Wine & Supper Club Dinner:
Date: Thursday, October 4, 2012
Time: 6:30 p.m.
Where: River City Grille, Marble Falls, TX
Cost: $40 per person, which includes a three-
course meal, three glasses of wine, and recipe
booklet. Tax and gratuity not included.
Featured Winery: Stone House Vineyard
October Hill Country Wine & Supper Club
Menu
Warm Artichoke & Crap Dip with Toasted
Baguettes
Filet of Sole Fish En Papillote with Au Gratin
Potatoes
Raspberry & Chocolate Cream Cheese Stuffed
Cupcakes

Business PPT Slide Design: DON’Ts
• Negative (white on black)

• Dark on dark; light on light; red on green

• Animation, graphics, cartoons, special effects

•Fancy fonts and small type

• Decorative or personalized background

• Decorative or personalized background
• Slides crammed with “stuff”
Note: these things might look good on your monitor
but usually don’t work when projected.

Business PPT Slide Design: Exceptions
Charts, graphs and diagrams
• Clarify
• Simplify
• Add a necessary visual component

Pie Chart
• Represents a bounded/whole
• Shows how the bounded whole is divided into
parts
• Depicts an instant in time
Ex. Budget

50
Financials: Expenses by Category
Program
Expenses,
$795,536
(70%)
Personnel,
$203,550
(18%)
Program and
Fund
Development,
$61,700 (5%)
Other
Operational
Expenses,
$81,726 (7%)

Bar Graph
• Unbounded –no limit to size or number of
entries
• Compares or charts values of related but
discrete quantities
• Can represent numerous items at one instant
in time or in a small number of time frames

52
Long-term Priorities
15%
23%
23%
31%
38%
69%
0% 20% 40% 60% 80% 100%
Form Partnerships
Fundraise
Develop Board
Increase Awareness
Diversify Funding Sources
Innovate
Long-term Priorities
Percentage of Board
Members
Note: Priorities were counted only once per board member (even if the board
member mentioned it 2 or more times).

Line Graphs
• Unbounded –no limit to size or number of
entries
• Each line represents the trend in one item
over time
• Can show numerous lines to compare trends

The Little Shop of PPT
HORRORS!

MLE RFI/RFP Process XXXXXX)
MLE Service Level Agreement (SLA) Matrix
Critical Service Levels
Tower - Finance and Accounting
Total Supplier At Risk - Expressed in term of percentage of the Monthly Charge 15%
At Risk Pool Percentage Available For Allocation - Expressed as a % of the "At Risk" amount 350%
At Risk Pool Available Unallocated -- Expressed as % of the Pool not Allocated 0%
F&A Tower % of All Towers 0%
Section Ref - Accounts Payable
Allocation of Pool Percentage 40% Measurement 100.00% % of
1.1 Invoice Processing and Disbursements - Performance category Eff + mos** Expected Minimum Window Allocation* Invoice
1.1.1 Timely and Accurate Processing of Invoices 0 98.00% 97.00% Monthly 30.0% 0.00%
1.1.2 Timely and Accurate Accounts Payable Disbursements 0 98.00% 97.00% Monthly 30.0% 0.00%
1.1.3 Timely and Accurate Payment of "Urgent" Payment Requests 0 98.00% 97.00% Monthly 40.0% 0.00%
Section Ref - Travel and Entertainment
1.2 T&E Report Processing and Disbursements - Performance category Eff + mos** Expected Minimum Window Allocation* Invoice
1.2.1 Timely and Accurate processing of Expense Reports 0 98.00% 97.00% Monthly 50.0% 0.00%
1.2.2 Expense Report Reimbursements 0 98.00% 97.00% Monthly 50.0% 0.00%
Section Ref - Treasury Support / Cash Management
1.3 Treasury Support and Cash Management Services - Performance Category Eff + mos** Expected Minimum Window Allocation* Invoice
1.3.1 Bank accounts reconcile to the general ledger 0 98.00% 95.00% Monthly 100.0% 0.00%
Section Ref - Projects/Fixed Asset Accounting
Allocation of Pool Percentage 25% 5.5 Measurement 100.0% % of
1.4 Projects and Fixed Asset Accounting - Performance Category Eff + mos** Expected Minimum Window Allocation* Invoice
1.4.1 Timely and accurate settlements processing, internal order processing, and reconciliations 0 98.00% 95.00% Monthly 50.0% 0.00%
1.4.2 Timely and accurate depreciation entry 0 98.00% 95.00% Monthly 50.0% 0.00%

Spend Analysis Module
•A comprehensive view of spend across
all categories business
units, suppliers, and systems
•Rapid, cost effective and repeatable
visibility
•Natural language processing to classify
free form text descriptions
•Rich granular, normalized spend detail
- Supplier name normalization
- Parent / subsidiary relationship
- Commodity category assessment
eSourcing Module
•Template driven on-line RFP/RFQ
•Repeatable formats and content
•Enables knowledge transfer through deep knowledge base
•Formatted supplier responses for easier comparison
•On-line reverse auctions
Category Management Module
•Single dashboard with multiple views – single project status
– all projects
•Document repository
•Module where all sourcing project specific steps are built
•Provides e-mail warnings or updates on events or steps of
an event
A R I B A
iProcurement Module
• Provides intuitive web-based screens with the look and feel of a commercial shopping site
•Catalogs channel requisitioner to approved suppliers
O R A C L E
PROCESS / TECHNOLOGY

58
Generalized Process for User Engagement
Research
- Consider user
pain points
- Consider user
mental
models & metaphors
- Consider leading
practices &
standards
- Generate design
ideas
- Document design
ideas in UCD logs
- Develop prototype
scenarios / task
flows
- Whiteboard /
storyboard
interaction
and UI designs
- Design templates
for prototype
1
Research & Analysis
2
Synthesis
3
Rapid Design
/Visualization
& User
Testing
Gather
Contextual
Research
Plan &
Perform
User
Research
Develop
Design
Insights
Document
Findings
- Create Research
Plan
- Prep interview
guides based on
process maps (if
available)
- Site visits:
- Observe &
interview users
- Record all w/
audio
or video
- Take pictures
- Collect artifacts
- Capture notes for
requirements
- Initial design
ideas
- Capture profile
data
- Use other specific
methods as
needed,
- Label tapes
- Tag artifacts
- Review tapes to
fill in notes
- Update process
flows as needed
- Log research
observations in
UCD ob log
- Create initial
user personas
- Create initial
scenarios of use
- Create initial
data maps
- Refine personas
and scenarios
- Identify associated
data points
required
in scenario tasks
- Distill user
requirements from
all
- Filter against
existing user &
business reqs
- Load new reqs
to requirements
database
- Industry:
Benchmark leaders
&
best practices
- Company bkgrnd
- Company’s
products,
services, markets,
audiences
- Company’s
business
processes
- Company’s
business,
marketing &
strategies
- Research
competitors:
site audits, case
studies
Generate
Requirements Iterative
4
Specificatio
n
- Create high-level
information
architecture
- Build out sample
scenarios in either
low- or high-fidelity
- Validate with internal
experts
- Create question
guide
for user design
reviews
- Validate with external
users
- Create test plan for
usability test
- Create detailed
information
architecture &
interaction flows
- Prototype addtl
scenarios & screens
if
needed
- Create addtl
wireframes if
needed
- Create Style Guide
&
all screen & UI
specifications
- Create all
production
graphics
Create
Specs for
Production

Evidence of the Leadership LabyrinthEvidence of the Leadership Labyrinth
Educational and Work AttainmentEducational and Work Attainment
16.816.8%% 83.2%83.2%
Mem bers of U.S. CongressMem bers of U.S. Congress
15.215.2%% 84.8%84.8%
Hold ing Boa rd Sea ts in Fortune 500 Com pa niesHold ing Boa rd Sea ts in Fortune 500 Com pa nies
33%% 97%97%
CEOs in Fortune 500 Com pa niesCEOs in Fortune 500 Com pa nies
WomenWomen MenMen
The Leadership GapThe Leadership Gap
57.557.5%% 42.5%42.5%
Ea rning Ba chelorEa rning Ba chelor ’’s Degreess Degrees
46.746.7%% 53.3%53.3%
In U.S. La bor ForceIn U.S. La bor Force
50.850.8%% 49.2%49.2%
In Ma na geria l/Professiona l PositionsIn Ma na geria l/Professiona l Positions
WomenWomen MenMen

Real Property Lien
Automation
Generates
Traditionally Record Lien
“E-Record” Real Property Lien
Notice of Support
Judgment
County Recorder
Office
Enter Recording
Info
Local CSP
Generates
Notice of Support
Judgment
Local Agency
Professional
Title
Company
Request for Demand
OR
Example: Support Order terms are entered in System - Pay $300
per month on behalf of Johnny effective 1/1/11 and $150 per
month towards arrears.”
SDU
1
Demand2
3
Release4
Forms
Generation
Lien
Info
NCP Address & NCP’s
Parents’ Address
Recording Info
Recording Info
Notice of Support Judgment
Conditions Are Met
Task
- OR -
90 Day
Task
Responding Case
CP Source
Notification
Interstate Notice of Lien
90 Day
Task
Recording InfoRecording Info
Task
Other State
Agency
Liens Process

CSG: CONSOLIDATED SOURCING GROUPS
Other Key
Stakeholders &
Business Units
Design
Marketing
Manufacturing
Engineering
Legal
Finance Accounts Payable
IT
HR
Through Consolidated Sourcing Groups (CSG), Global Procurement will
collaborate with cross-functional teams of all relevant stakeholders to
drive results, meet requirements and achieve savings.

CSG: CONSOLIDATED SOURCING GROUPS
Other Key
Stakeholders &
Business Units
Design
Marketing
Manufacturing
Engineering
Legal
Finance Accounts Payable
IT
HR
Global Procurement will collaborate with cross-functional
teams of all relevant stakeholders to drive results.
Global
Procurement

Preparing The Show
• Know exactly what you want to say
(clear and concise)

Preparing The Show
(clear and concise)
• Rehearse, rehearse, rehearse

Preparing The Show
(clear and concise)
• Rehearse, rehearse, rehearse
• Send out “pre-reads” where possible
Grasp the subject, the words will follow. Cato the Elder

Speaking
• Start powerfully!

Speaking
• Stay on point

Speaking
• Stay on point
• Say it once the best way

Speaking
• Stay on point
• Big words don’t make you look smart

Speaking
• Stay on point
• Neither do filler words (white space)

Speaking
• Stay on point
• Neither do filler words (white space)
• Stay on time

A good speech should be like a woman's skirt: long enough
to cover the subject, but short enough to hold interest.
Winston Churchill

Using Your Body
• Use the space in the room – move around
• Use your voice: less is more
• Make eye contact
– Small group: look each person in the eye
– Larger group: pan the room
– OK to speak to particular people
• Look for dead spots in the room

Taking Questions
If the questions are about how you created your
PPT special effects…you’ve failed!

Taking Questions
• Anticipate questions

Taking Questions
• Be your own devil’s advocate

Taking Questions
• Take a full breath before speaking

Taking Questions
• Understand the question before answering -
ask

Taking Questions
ask
• Keep answers short (3 Cs)

Taking Questions
ask
• Be on point

Taking Questions
ask
• Be on point
• Stay cool

The Law of Giving
Law : People give because they are moved i.e.,
their emotions are engaged.

The Law of Giving
Law : People give because they are moved i.e.,
their emotions are engaged.
Corollary: People are NOT moved by the
thought of writing a check.

How to Engage Emotions
Make them care.
– What moves them? Why are you talking to them?
– Tell a story; avoid emotionally loaded words.
– Provide moving facts
• ex., “50% of kids in Los Angeles County drop out of
high school.”
• ex.,“6000 violent crimes a year can be traced to the
high school dropout rate.”

Let them become excited and when they
are…
give them the opportunity to participate
by giving money.

Every speaker has a mouth;
An arrangement rather neat.
Sometimes it's filled with wisdom.
Sometimes it's filled with feet.
— Robert Orben

Are You Being Heard:
Speaking That Gets You What You Want
Questions/Comments/Feedback?
Ariane David
adavid@TheVeritasGroup.com
Additional Information
The Veritas Group
TheVeritasGroup.com
818-704-6718

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