1. technical requirement or technicality? Denise Louden MBC Final Project May 2006 Persuasive Presentations

2. The Challenge  In this industry, technical professionals must sell.  Few are trained or skilled  Therefore, persuasive presentational skills are necessary to achieve new business.

3. Leo A Daly’s remedy An internal training program was rolled out last year (2005). However, no formal evaluation was conducted.

4. Research question Does Leo A Daly’s persuasive presentation training workshop improve the skills of those who participate?

5. Methodology  Web-based questionnaire  Asked 102 workshop participants  25 questions, 1 open ended

6. Question categories  Technical professionals’ relationship to persuasive presentations  Assessment of training workshop  Desire for future training

7. Response  66 responses (65% response rate)  34 responses to open ended question

8. How important are persuasive presentations in acquiring business in your market sector?

9. How often do you deliver persuasive presentations for the firm? 58%

10. How much persuasive presentation training have you had?

11. My persuasive presentation skills have improved as a result of the workshop.

12. How would you assess your performance in front of clients since completing the training?

13. My colleagues persuasive presentation skills have improved as a result of the workshop.

14. If further training were available, how often would you be willing to attend? 100% want more training!

15. Research answer Does LEO A DALY’S persuasive presentation skills training workshop improve the skills of those who participate? YES

16. What we’ve discovered  Majority view these skills very important.  Majority have little prior training.  Majority deliver more than once/month.  Majority perceive improvement after just 1 session  Majority perceive improvement in front of clients  100% want more training

17. Recommendations  Provide more frequent training:quarterly or bi-monthly.  Develop training program in each office; appoint leader.  Determine best training approach for each office  Develop formal evaluation process.

18. Questions