1. Welcome! Please will you: Take a card and make a long name plate
On both sides, in big letters with flip chart pen:
Write the name you would like to be called
Logo/name of your firm
Name or symbol of your country
Write your name on the handbook
Sign in on form

2. Give a powerful presentation: Pippa’s five steps to confidenceby
Pippa Blakemore, BSc, PGCE
The PEP Partnership LLP
Washington
Thursday 22 September 2016
This is a presentation to be given to IBA
© the PEP Partnership LLP

3. Welcome! Please will you: Take a card and make a long name plate
On both sides, in big letters with flip chart pen:
Write the name you would like to be called
Logo/name of your firm
Name or symbol of your country
Write your name on the handbook
Sign in on form

4. About Pippa Blakemore Advise law firms on how to win keep grow clients
Work:
Consultancy; project; interim; training
lawyers all over the world

5. My name is Pippa Blakemore:

8. Overall objectives today:
Win more work
Increase number of clients
Raise your profile
Increase your skills
Grow your confidence

9. To give a small presentation To have received feedback on it
Today’s objectives
To give a small presentation
To have received feedback on it

10. Principles apply to: Legal talks General talks
Individual presentations
Small meetings
Formal and informal meetings
Internal talks
Beauty parades
Dog and pony shows
Pitch presentations

11. Five Steps to Confidence
Pippa’s
Five Steps to Confidence

12. P-R-I-C-E P Plan, Prepare, Practise R Research, Relate, Revise
I Implement, Initiate, Individualise
C Complete, Control, Comfortably
E Evaluate Effort of Enterprise

13. 3 minute presentation on:
Practical
3 minute presentation on:
Your firm

14. Give a Powerful Presentation
Plan the presentation
Prepare questions and answers to you
Give your presentation
Answer questions
Feedback

15. Plan the Approach Wrong initial question? Research audience
K.I.S.S. approach
Interest catcher, links, conclusions
So what? Who cares? WIIFM?
Keep to time – hidden meanings
Examples – make it relevant

16. Research
Football

17. The work for that department is worrying me
People only hear 30%...
I wish I hadn’t had that argument
The work for that department is worrying me
30%
I am tired
What to eat for dinner?
I need to finish that draft...
I need to telephone...

18. Meet needs of the audience according to...
Track record?
Department?
Seniority?
Role?
Interest?
Responsibilities?
Level of experience?
Depth of knowledge?
If in doubt, ask questions

19. Washington to your country

20. Washington to your country
Run
Plane
Helicopter
Hot air balloon
Submarine
Walk
Horse
Swim
Train
Ship
Yacht
Car
Camel
Motorbike
Balloon
Cycle
Hop
Skip

21. Washington to your country
Car
Walk
Ship
Motorbike
Run
Motorised
Yacht
Pedestrian
Above
Road
Hop
Direct
Below
Sea
Overland
Submarine
Train
Air
Jet
Balloon
Jumbo

22. Washington to your country
Ship
Helicopter
Yacht
Car
Train
Most expensive
Moderately expensive
Motorbike
Submarine
Least expensive
Jumbo Jet
Run
Walk

23. Additional objectives or priorities for other people
Outcome
Cultural understanding
Profile raising
Is it realistic?
Fitness
Speed
Risks
Safety
Environmentally friendly
Implementation
Cost
Comfort
Unintended consequences
Time

25. Create your mindmap for a 3 minute presentation on:
Your firm
Use page 4

26. Prepare Yourself
Nerves, projection, body language
Language differences, interpreters, translators
Talk in the language your audience uses
Practising
Visual aids

27. Mind map to notes
Over to you …
Page 5

28. Preparing for Questions and Answers
Plan what you might be asked
Analyse questions and questioners
Practise answers
Think about and prepare answers
Pitches and Beauty Parades

29. Preparing for Questions
“Nice”
“Nasty”
“Scenario” – “What would happen if...”
“Comparative”
Questions to ask client/audience
Answer like a mini-presentation
Page 6

30. Practical - Presentation and Questions and Answers
Divide into groups of 3 people. All at same time.
3 minutes: Each person in the group of 3 gives a 3 minute presentation to others
At start speaker describes who audience is
Speaker gives creative title of the talk
Other two people pretend to be audience
Each member of audience thinks of a question to ask
Time - keeper to keep to 3 minutes and Q and A time
1.5 minutes: of questions and answers
1.5 minutes: Audience writes positively on Feedback Sheet – last 4 sheets. Speaker writes Feedback Sheet for them self
Give feedback sheet to each speaker

31. Ten top tips for tenders and pitches
Page 7

32. P-R-I-C-E P Plan, Prepare, Practise R Research, Relate, Revise
I Implement, Initiate, Individualise
C Complete, Control, Comfortably
E Evaluate Effort of Enterprise

33. Last page of your handout
Feedback for me please
Last page of your handout
Please complete and bring them to the front for me on the stage

34. Please do contact Pippa with any questions on:
Tel: +44 (0)
Mob: +44 (0)

35. Copyright  2016 by The PEP Partnership LLP
All rights reserved. No part of the PEP Partnership LLP notes may be reproduced or transmitted in any form or by any means electronic or mechanical, including photocopy, recording or any information storage and retrieval system, without permission in writing from The PEP Partnership LLP