For nearly thirty years, we’ve solved problems for
organizations involved in everything from aerospace to zoos.
Services
Occasionally, a great idea will sell itself.
The other 99% of the time, we have to find a way to persuade our audience that it is, in fact, a great idea.
That’s what we’ll be working on.
How do we get what we want?
What is it that we want?
A lot of the time, the audience has no idea.
So how do we help them understand us?
How do we organize a presentation
for maximum effectiveness?
There is no one right way to do this.
Be who you are.
Quiet and thoughtful.
Loud and rambunctious.
I don’t care. Just find your style.
And make it work for you.
Should I use PowerPoint, and if so, how?
It is critically important that we know our audience.
But it’s just as important that we know ourselves.
We’ll learn a lot about who we are over two days of presenting.
Because confidence is critical to being an effective presenter.
And a critical step to confidence is presenting.
So we’ll be doing a lot of that.
Have fun. It’s just advertising.
Over an intense two day period participants will learn:
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That we’re not there to “take the audience through our deck.”
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The power of making an emotional connection.
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The importance of story telling.
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That virtually every meeting with clients or management is a “presentation.”
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The importance of internal presentations.
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Strengths of each person’s own natural presentation style, and how to use it.
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The wisdom of hara hachi bu.
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The concept of Ruthless Exclusion.
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The importance of structure and how to achieve it.
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The importance of rehearsal and how to do it.
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How to win much more than you lose.
Additionally, the participants will develop the following skills:
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How to defy convention and create the exceptional.
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Effective personal presentation style which is individual, yet meshes well with other staff member styles.
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Active listening. (This skill is absolutely critical.)
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How to present like the kind of team clients want to hire.
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Analyzing the audience and fitting the presentation to their needs and expectations.
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How to use many tools to provide punctuation, the secret to keeping an audience engaged throughout your talk.
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How to craft an overall narrative and merge it with individual, personal stories.
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Presenting smoothly with other team members: group “theming”; integrating content and style; planning transitions; dealing with hierarchical issues.
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How to present over the telephone both individually and as a team.
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How to make an ad for your ads—and your agency.
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Presenting data-rich information, e.g., media or research.
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Monitoring audience reaction and making presentation adjustments in mid-stream.
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Handling questions, objections or negative responses.
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How to close a presentation and win in the room.
The purpose of this two day Workshop is to teach teams how to sell great work to their clients and to keep that work sold. It’s designed for two teams that handle major pieces of business. We start with the notion that the more we try to sell, the less likely the client is to buy. We’ll discuss the counterintuitive nature of this and work with the teams to learn how to build trust with their clients, and ultimately, sell the ideas that will help everyone concerned.
Concepts discussed include:
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The proper role of each member of the team.
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What an Account Executive actually should be doing.
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The power of truth.
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Understanding the clients as people.
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Advanced Presentation Skills
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How to prepare for the meeting.
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The importance of rehearsal and how to do it properl.y
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Ruthless Exclusion
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What are we really selling?
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Why we need to bring our New Business Game to our everyday client meetings.
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Once we’ve made the sale, then what?
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The importance of defying convention and creating the exceptional.
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And much, much more.