Mastering the Art of Oral Presentations: Winning Orals, Speeches, and Stand-Up Presentations

ISBN-13: 9781119550051 / Angielski / Twarda / 2019 / 224 str.

John P. Stewart; Don Fulop

Spis treści

Foreword xixIntroduction An Absolute Will to Win Is Essential for Success xxiGovernment Orals -- What They Are, How They Originated, Why They Are So Important, and the Requirements the Government Must Follow When They Are Used xxiiiCustomer's Objectives xxvYour Team and Your Team's Objectives xxviOrals Coach or Speech Coach? xxviiiChapter 1 Preparation: Preparation Is the Foundation of Success 1Customer Intelligence 2Evaluation Criteria 7Team Strengths and Weaknesses 8Competitor Strengths/Weaknesses 10Presentation Win Strategy 13Value Proposition 17Win Themes and Discriminators 18Getting to Blue! 24Chapter 2 Secrets of Successful Presenters: An Audience Quickly Forgets the Ordinary--Don't Be Ordinary! 27Let Your "Self " Shine Through 28The Power of Personal Stories 29Converse Rather Than Lecture 31Teach the Customer Something They Don't Already Know 32Include Something Astounding 34Keep It Short, Sweet, and Direct 36Chapter 3 Presentation and Messaging Preparation: Key Elements to Increase Your Win Probability 39Select Content 40Prepare Content for Delivery 46Effective Graphics and Visuals--There Will Not Be a Second Opportunity to Create a Great First Impression 47Effective Dialogue and Manuscript--The Key Part of Messaging Is Delivery 55Refining Your Message--Improvements to Increase Your Win Probability 65Review the Power of Your Language--What You Say and How You Say It Are Equally Important 68Make Your Content Work for You--Achieve the Most Value with Limited Time and Resources 69Highlighting Strengths and Mitigating Weaknesses-- All Companies Have Them, so Know Yours! 70Using Content and Delivery to Connect 73Incumbent Tips 74Chapter 4 Rehearse: The Delivery -- Part Interview, Part Stage Show 79Appearance 81Verbal Delivery Tips 83Nonverbal Delivery Tips 88Effective Use of Your Hands 90Effective Use of Your Face 96Effective Use of Your Body: Posture and Gesture 96Connect with the Audience Emotionally and Psychologically 99Engaging -- General Delivery Tips 107Using Props and Visuals 111Practice, Practice, Practice 112Dry Run Your Presentations 114Informal Dry Run 114Formal Dry Run 114Create a Mock-Up Presentation Room 117Prepare for Common and Uncommon Events 118Question and Answer Sessions 122Sample Questions Your Customer May Ask You 127Chapter 5 Formal Presentation Day: Demonstrate Your Competence, Credibility, Confidence and Commitment 131Dealing with Nervousness and Distractions 132Delivery Distractions 135Guidelines for Interacting with the Customer 136Formal Presentation Day Emergency Kit 137Essential Backup Equipment to Take with You 138Final Preparations 138The After-Presentation Action Review 139Celebrate! 140Chapter 6 Real-Time Demonstrations-A Truly Special Experience!: Live Demonstrations Present New Challenges and Opportunities to Crush Your Competition 141Understanding the Demo Requirements 142When Demonstration Requirements Are Clear 142When Demonstration Requirements Are Not Specified 143Simple and Complex Demos -- Either Way, Make Sure They "Get It"! 145Getting from Good to Great with Deeper Insights -- Discriminators, Risks, and Hot Buttons 146The Demo Project Plan and Project Manager 146Teammate, Subcontractor, Vendor, and Supplier Support 147Visuals 148Planning for Success 149How to Handle an Issue or Problem 149Before Going Live -- Holistic Review, Integration, and Rehearsal 151Celebrate Success! 152Chapter 7 Sample Charts 153Overall Approach, Win Theme, and Discriminators Chart 156Organizational Chart 157Impact and Special Messages Chart 158Build-Up 159Text-Intensive Charts 160Mixing Key Words and Graphics 161Sample Chart--Features and Benefits 162Risks Chart 163Financial and Statistical Charts 164Tables 165Technical Illustrations and Drawings 166Appendix Federal Acquisition Regulation (FAR) 15.102 Oral Presentations 167Acknowledgments 171About the Authors 173Index 177

O autorze

JOHN PARKER STEWART is the founder and CEO of Stewart Leadership, which he started in 1980. He is globally recognized as a leadership coach, consultant, educator, speaker, orals/speech coach, and team performance specialist. John has coached and trained tens of thousands of leaders worldwide.DON FULOP is a senior executive who has worked in aerospace and defense his entire career. During his career with the world's largest defense contractor, he led teams that won billions of dollars in new business.