Jul 302015
 

Communication between groups of people is most effective when participants are engaged, and the discussion is both inclusive and collaborative. Creating an ethos of conversation, rather than a one-sided presentation, for critical discussions can better leverage the collective intelligence of the team, make solutions to organisational problems better and more comprehensive, and improve ownership for execution of ideas.

I wrote last year of the importance of being prepared to defend your pitch – ie approaching the meeting with a view to actively engage in a deliberately stimulated dialogue, rather than hitting and hoping an unbriefed audience with a battering-ram of a deck. This piece in the Harvard Business Review looks in more detail at how to effectively define the setting and content to generate a conversation. Of course there’s always the question of giving away your thinking before the meeting (although whoever has the deck ready before the morning of the day – and isn’t there always the assumption that no-one looks at it prior anyway?).

The HBR piece speaks to the importance of engaging with the client during the development process – and this is a challenge in itself with the increasing limitations on client contact during the increasingly regimented pitch processes. However, by setting out with the intention to deliver the pitch content ahead of time it should help structure the pitch development process to build in rather more time to reflect on the content than the time it takes to drive to client HQ. And by taking the time to really challenge the internal team on the anticipated questioning it should stand the pitch team in an ideal position to go beyond knowledge demonstration, taking advantage of a captive audience, and starting to build a relationship through the chemistry of conversation.

converse

Create a Conversation, Not a Presentation

Aug 302014
 

If it’s true that many people fear public speaking more than death, it’s equally true that businesspeople are condemned to a thousand small deaths in client pitches, in boardrooms, and on stage. And that death can turn slow and torturous when you are asked to speak unexpectedly with little or no time to prepare. One of the key demands of business is the ability to speak extemporaneously. Whether giving an unexpected “elevator pitch” to a potential investor or being asked at the last minute to offer remarks to a sales team over dinner, the demands for a business person to speak with limited preparation are diverse, endless, and — to many — terrifying.

Too many in agency land go for quantity, as if by anaesthetizing the audience, those tricky questions aren’t going to come at you. The point is not (usually, anyway) that quality is lacking but it seems there’s a belief that the more knowledge you can demonstrate you have – and by laying out that sheer mass of evidence of days and weeks spent crafting your approach – somehow this is going to be the differentiating factor. Quite apart from wasting the real dialogic engagement opportunity of having your client in the same room for two hours, there has to be a better way than struggling to get your less comfortable presenters into a space whereby their values and insights rather than their presenting shortcomings are brought into focus. And anyway, who wants to sit through, let alone present a 2-hour monologue?

Five Steps to a Positive Pitch Presentation

Five Steps to a Positive Pitch Presentation