 The first slide in a CXO presentation should stress the benefits UNIQUE to that particular CXO ◦ For example, the CMO needs to hear how it will help increase market share and improve the brand ◦ The V.P. of Sales needs to hear how it will increase sales and make it easier for him/her to make quota ◦ The CFO needs to hear about the cost and I.R.R. ◦ The COO needs to hear about how it will improve either production efficiency or customer satisfaction ◦ The CEO needs to hear about how it will increase the stock price  Each bullet on this slide should include specific metrics of success and a timeframe for achieving that metric  Example: This new IT initiative is expected to increase market share by 1% in 18 months.

 Explain the project in a few short bullets that address its business functionality and business impact, not its technical characteristics!  This is hard for I.T. people to do, but it is appreciated by the non-technical CXOs  Example: This project will: ◦ Implement a new e-commerce Web Site that will: ◦ increase the number of customers buying our products on our Web Site ◦ It will result in increasing overall sales by at least 5% ◦ It will increase the number of repeat customers by 8% ◦ It will simplify inventory control, shipping and billing

 Briefly refer to one to three case studies of how other companies have done a similar thing and seen results similar to the ones you promised on the first benefits slide  This is most effective if you can site competitors who are doing this  Keep this part focused on the business benefits you presented on the first slide (Don’t tell the CMO about the I.R.R., don’t tell the COO about the increase in market share).

 If you can find a short video clip on YouTube or from a vendor that illustrates this new system being used, this is a good place to show it.  A second option would be a video clip of past users of a similar system discussing how this system benefited their company

 Tell that particular CXO what support you will need from him/her to make this project a success.  This should include enough info so they will not be surprised later about the cost of their support  For example, you might tell the CMO she needs to advertise this new capability, or you might tell the V.P. of Sales that he will have to train his sales force in how to sell this new service, or you might tell the COO how he can support the user acceptance of the new system when it rolls out in the company, etc.

 Repeat the benefits you stated on the first slide  Then add a closing question. Maybe something like: “Can we count on your support for this new system?”