2. CBA Presentations Dale Cyphert, Ph.D. University of Northern Iowa

3. Topics Business Expectations Action Issues Professional Delivery After the Presentation...

4. Topics Business Expectations Action Issues Professional Delivery After the Presentation...

5. the big differences Purpose is management decision-making or action. Content must be understood within an organizational context. Presentation is of information for which you are professionally responsible.

6. message structure introduction to contextualize content What are you saying? Why are you saying it? What am I supposed to do with this information? organization to guide toward action Preview and transitions specify structure. Aids outline, demonstrate or visualize points.

7. Topics Business Expectations Action Issues Professional Delivery After the Presentation...

8. 1. Is there a PROBLEM? Is it big enough to bother with? Who is being hurt by this problem? Is the problem temporary? new? old?

9. Suppose we agree there is a problem…... 2. Is the problem CAUSED by the thing we’re thinking about changing? Do we know there is a cause-effect relationship? Are there other possible causes of the problem? Could other solutions solve the problem?

10. Okay, that’s the cause of the problem, but….. 3. Will this solution WORK to solve it? How do we know this will really work? Has it ever been done before? Are there problems that will occur when we try to implement the solution?

11. And, even if it does work, 4. What will it COST? What is the price of implementation in dollars? What other costs are there in time, energy, fairness, lifestyle, personal relationships…… Who has the money to pay for it? Where will that money come from? What won’t get purchased instead?

12. Topics Business Expectations Action Issues Professional Delivery After the Presentation...

13. professionalism business focus dynamic, confident presentation visually eloquent solution-focused discussion

14. message delivery action oriented energetic, enthusiastic, dynamic tools: smile, motion, color, sound sensitive to hierarchy Conversational: polite and assertive tools: proximity, interaction, eye contact, simplicity, posture rational objective, unemotional, assertive, competent tools: directness, clarity, volume sales oriented sincere, solicitous, positive tools: smile, stance

15. Eloquence in an Electronic Age story telling self- disclosure visuality

16. visual images graphic concepts controlled flow

17. visual images graphic concepts controlled flow

18. 2000 Annual Stockholders Meeting

20. Connection

21. Welcome, John & Nani Lyles

24. visual images graphic concepts controlled flow

25. Creating a Visual Aid 1. Identify your point 2. Select a clarifying display 3. Label the display clearly 4. Add color, art for emphasis

26. Regional Earnings Operating Earnings, reported in $$ thousands

27. Gee, what a cool graph…..

28. Fourth Quarter Restores Relationship

30. East’s Fourth Quarter Earnings Least Important

31. East Owns Third Quarter

32. East Drives Third Quarter

33. General Fund Overall Operating Expenditure Increase of $805,000 Dividend Program Projects $345,500 City Hall Roof Improvements $200,000 Police Administration CIP Transfers $202,000 Police Communications $57,000

34. General Fund Operating Expenditures Increase $345,000 Dividend program projects $200,000 City Hall roof improvements $202,000 Police administration transfer $57,000 Police Communications $805,000

35. visual images graphic concepts controlled flow

36. Expand Lower Cost Electronic Channels Bill payment costs of alternate channels vs. in-branch: ATM-40% Telephone -60% PC -60% Internet-80%

37. We can reduce costs ATM 40% Lower Telephone 60% Lower PC 60% Lower Internet 80% Lower

38. 19992009 Construction Starts Project Completion Represents 7 Projects Self-Funded

39. Internet Data Voice Internet Data Voice Customer Premise How it Was – Traditional Voice services = Dedicated T1 Data services = Separate line Router PBX High connectivity expense Under-utilization of network and systems Customer responsibility to manage and maintain system

40. Topics Business Expectations Action Issues Professional Delivery After the Presentation...

41. Preparing Answers What are the areas of decision? What are the areas of disagreement? What evidence is lacking? What analysis is shaky? What conclusions can be contested?

42. Control the Questioning Offer the first question yourself. Clarify questions in your favor. Kill questioners with politeness. Keep answers focused on your goal. Refer the question to others. Decline to answer a question. Involve the whole audience. Summarize point of questions.

43. Focus on the Big Picture