cba presentations dale cyphert, ph.d. university of northern iowa
TRANSCRIPT
CBA Presentations
Dale Cyphert, Ph.D.University of Northern Iowa
Topics
Business Expectations
Action Issues
Professional Delivery
After the Presentation . . .
Topics
Business Expectations
Action Issues
Professional Delivery
After the Presentation . . .
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.
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.
Topics
Business Expectations
Action Issues
Professional Delivery
After the Presentation . . .
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?
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?
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?
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?
Topics
Business Expectations
Action Issues
Professional Delivery
After the Presentation . . .
professionalism
business focus
dynamic, confident presentation
visually eloquent
solution-focused discussion
message delivery
action oriented energetic, enthusiastic,
dynamictools: smile, motion, color,
sound
sensitive to hierarchy Conversational: polite and
assertivetools: proximity,
interaction, eye contact, simplicity, posture
rational objective, unemotional,
assertive, competent
tools: directness, clarity, volume
sales oriented sincere, solicitous, positive
tools: smile, stance
Eloquence in an
Electronic Age
story telling
self-disclosure
visuality
visual images
graphic concepts
controlled flow
visual images
graphic concepts
controlled flow
2000 Annual Stockholders Meeting
Connection
Welcome, John & Nani Lyles
Welcome, John & Nani Lyles
Welcome, John & Nani Lyles
visual images
graphic concepts
controlled flow
Creating a Visual Aid
1. Identify your point
2. Select a clarifying display
3. Label the display clearly
4. Add color, art for emphasis
Regional Earnings
1st Qtr 2nd Qtr 3rd Qtr 4th QtrEast 20.4 27.4 90 20.4West 30.6 38.6 34.6 31.6North 45.9 46.9 45 43.9
Operating Earnings, reported in $$ thousands
Gee, what a cool graph…..
1stQtr
2ndQtr
3rdQtr
4thQtr
East
West
North
0
50
100
1stQtr
2ndQtr
3rdQtr
4thQtr
East
West
North 50-100
0-50
Fourth Quarter Restores Relationship
0
20
40
60
80
100
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
Quarterly sales in K$
Eastern Region
Western Region
Northern Region
Fourth Quarter Restores Relationship
0 20 40 60 80 100
1st Qtr
2nd Qtr
3rd Qtr
4th Qtr
Quarterly sales in K$
Northern Region
Western Region
Eastern Region
East’s Fourth Quarter Earnings Least Important
13%
17%
57%
13%
1st Qtr2nd Qtr3rd Qtr4th Qtr
East Owns Third Quarter
0102030405060708090
100
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
Sa
les
in
K$
EastWestNorth
East Drives Third Quarter
0
20
40
60
80
100
120
140
160
180
1st Qtr 2nd Qtr 3rd Qtr 4th Qtr
sa
les
in
K$
NorthWestEast
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
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
visual images
graphic concepts
controlled flow
Expand Lower Cost Electronic Channels
Bill payment costs of alternate channels vs. in-branch:
ATM -40%
Telephone -60%
PC -60%
Internet -80%
We can reduce costs
ATM
40% Lower
Telephone
60% Lower
PC
60% Lower
Internet
80% Lower
19991999 20092009
Construction StartsConstruction Starts Project CompletionProject Completion
Represents 7 ProjectsRepresents 7 Projects
Self-FundedSelf-Funded
Internet
Data
Voice
Internet
Data
Voice
CustomerPremise
How it Was – TraditionalVoice services = Dedicated T1Data services = Separate line
Router
PBX
High connectivity expense
Under-utilization of network and systems
Customer responsibilityto manage and maintain system
Topics
Business Expectations
Action Issues
Professional Delivery
After the Presentation . . .
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?
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.
Focus on the Big Picture
Im p lem en ta tion C os ts
S o lu tion s
C au se
P rob lem
