Keys to Effective Business Presentations

1. Keys to Effective Business Presentations Hamilton Brown Krannert Executive Forum Friday, April 1, 2004

2. Topics for Discussion • Keys to Effective Business Presentations • Motivation for Discussion • P&G Overview: • P&G Purpose • Brand Management Overview • The Business Presentation: • “7 Tips from Management on the Most Common Mistakes in Presentations” • Keys to Effective Business Presentations • Q&A

3. Motivation for Discussion • Keys to Effective Business Presentations • Krannert Magazine, Fall 2004 Edition • To learn more about the team-based approach to working on business cases. • To present data and information more effectively.

4. P&G Overview • Keys to Effective Business Presentations P&G Purpose: • We will provide products and services of superior quality and value that improve the lives of the world’s consumers. • As a result, consumers will reward us with leadership sales, profit and value creation, allowing our people, our shareholders, and the communities in which we live and work to prosper.

5. P&G Overview • Keys to Effective Business Presentations Brand Management: • P&G Marketing is all about brand creation – from first identification of an unmet need, to ultimate creation: a cadre of loyal users who not only purchase and use our brands regularly, but also become ambassadors and passionate advocates for our brands. • Responsible for defining and developing a brand’s equity. Brand Equity is what a brand stands for in the mind of consumers.

6. MARKET RESEARCH ADVERTISING AGENCY FINANCE BRAND MANAGEMENT PRODUCT SUPPLY (Mfr, Purch, Engr, Distrib) SALES R&D P&G Overview: Brand Management Marketing leads multifunctional teams to deliver innovation to the marketplace

7. The Business Presentation • Keys to Effective Business Presentations

8. The Business Presentation • Giving too much detail • No need to demonstrate how smart you are. • Don’t give ten reasons why something is right – it’s more likely to get the presentation sidetracked and management only cares about the most important 2-3. “7 Tips from Management on the Most Common Mistakes in Presentations”

9. The Business Presentation “7 Tips from Management on the Most Common Mistakes in Presentations” • Not answering the question asked • Clarify before answering, if you don’t understand the question. • Repeat the question to buy time to think and to check for clarity. • Don’t allow the question to get you too far off on a tangent…answer, then get back on track. • Don’t be too defensive, and certainly don’t defend prior to understanding.

10. The Business Presentation “7 Tips from Management on the Most Common Mistakes in Presentations” • Putting too much detail on a talk sheet/chart • Don’t allow listeners to turn their attention from you to reading a detailed hand-out. • Don’t make it easy for Management to get sidetracked by putting information on a talk sheet that is not 100% relevant to the presentation. • Highlight important points if the chart can’t be simplified.

11. The Business Presentation “7 Tips from Management on the Most Common Mistakes in Presentations” • Not being responsive to the listener • Know their preferences. • Watch their body language during presentations (ex., move on if they are nodding). • Be flexible, not rigid … strike a balance between personal conviction and a willingness to be open-minded.

12. The Business Presentation “7 Tips from Management on the Most Common Mistakes in Presentations” • Not doing the “basics” • Not being prepared or thoroughly understanding your subject. • Not stating the objective of the meeting up front. • Not laying out a road map for the meeting. • Not thoroughly summarizing next steps.

13. The Business Presentation “7 Tips from Management on the Most Common Mistakes in Presentations” • Trying to be a good bluffer versus saying “I don’t know”. • Not being consistent with data/recommendations from a previous meeting or at a minimum explaining the discrepancies.

14. The Business Presentation • Keys to Effective Business Presentations • First Step: Be crystal clear on the purpose of the meeting. • Know your audience – What do they need? • Know when to pre-work issues. • Make the presentation flow logically. • Pause and ask for questions along the way. • Use time wisely. • Make sure you’re the presenter, not the slides. • Project self-confidence – “Lead from the front and demonstrate your command of the project” • Always check relevance and accuracy of information.