So here is my most used quote, from Lewis Carroll:
If you don’t know where you are going, any road will get you there.
Why? Because most people begin a presentation focused on content and design rather than purpose and objectives.
I’m not sure why people attempt to write presentations without this crucial step but they do—all the time. Today I sat with some sales guys bidding on a £350m project for which they have spent 6 months developing the solution, 6 months in dialogue with the prospect and 6 months getting ready for the big day.
And when I ask what’s the objective, they laugh and say “to win!”
Well, that would be the objective of the entire process–the months of work that led to the invitation to present. Today is the day they figure out what they hope to accomplish in the 45 minutes they have in front of the prospect. Continue reading →