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1、presentation methodologyThere are three steps to making an IBM presentation:(1) plan itPla n It offers advice on orga nizing your message, sharpe ning your focus on what you want to say, and arra nging it in a manner that audie nces can follow.(/1 prepare itPrepare It is a resource for con struct in

2、g graphic support materials in Freela nce Graphics (PowerPoint is also supported). You will find instructions on how to in clude eleme nts such as text, charts and graphs in a style that will be con siste nt to all our audie nces - an IBM look, i n much the same way that our advertis ing and marketi

3、 ng materials have a disti net appeara nce.(3) press nt itPresent It offers tips on how to deliver what youveprepared effectively to an audie nce. Prese ntati ons are not about show ing a series of slides; they are about you, communicating a message, with visual eleme nts in a support ing role.prese

4、ntatic口 central plan itWhere to beg inHeres what you do first: Stop. Take some time. AsThomas Wats on Sr. used to advise, famously:In her bookSecrets of PowerPresentations, Micki HollidayThi nk.suggests answering the following questions as a first start to organizingYou are about to mount an argume

5、nt. What do youyour presentation:n eed? Dont succumb to the temptati on of collect ing every appare ntly releva nt item into a jumble and then trying to reshuffle them into acohere nt order. (Jim has a nice chart on this, and Lisa has some good market data, Ill get those.) Thats the flawed tech ni q

6、ue behi nd many of the more overblow n, leade n prese ntati ons youve ever dozed through. Thats work ing backwards. In stead, start with nothing. and work forward.? What does the audience need to know? What does the audience want to know? What are the possible benefits of a successful meeting for th

7、is audience? (Whats in it for me?)? What questions might the audienceAsk yourself this: What is my point? Everyhave?presentation is an attempt to communicatesometh in g. It may be a complex topic, with lots ofsupport ing data, but fun dame ntally there will always be someth ing simple you want to sa

8、y. It might be IBM un dersta nds your bus in ess, or This tech no logy is the best for our requireme nts or We n eed more time to do this job right.Figure out what youre trying to communicate, in its simplest, clearest, most concise form. Write it down, in one sentence. Does it make sense? Does it r

9、eally cut to the heart of what you n eed to con vey? If no t, rewrite it.If you only could deliver this one sentence to your audienee, with no charts or any supporting information, would this be the one youd choose?Composing this basic sentence might take two minutes, or it might take an hour. It do

10、es nt really matter which. Just get it right. Without a clear point of view, you are n avigat ing without directi on.Get it wrong, and youll struggle the rest of the way.Get it right, and the pieces will begin falling naturally into place behind it.Build your caseOK, youre clear about the point you

11、need to convey. But its safe to assume that your audience is not prepared to accept your message on faith. After all, if everyone in the room already knew what you wanted to tell them, and agreed with it, there would be no point whatever to your standing up and talking.The purpose of your talk is to

12、 move your audience to your point of view. So you will have to build your case. You need to organize your argument.Make a rough flow chart of the information you are going to present. Just sketch it out on paper - this isnt going to be a chart youll show, and youll probably have to revise it a few t

13、imes anyway.The organizing principle behind this is a pyramid: each statement you make will have one, or more likely several, supporting pieces of information under it. As you build your presentation in this outline form, a pyramid will form, with your basic statement at the top and everything else

14、arrayed beneath it. Dont worry yet about the order in which youll actually present each item. Just get them all down on paper to look at.The Pyramid Principlebook listed in our recommended reading list is devoted to thismethod of organization, and its a useful resource. But the basic idea is really

15、common sense, merely a way of laying out your information so you can arrange and, later on, present it logically.Lets take a look at a hypothetical presentation and how you might organize its various elements, using this technique.From the top downLets assume your basic point is: IBMs solution is yo

16、ur best option, because its combination of products and services is integrated and flexible, and because we understand your business challenges.Now, put yourself in your audiences position. They want to know why they should believe this. They expect proof.You have, lets assume, four reasons. First,

17、IBM products work together. Second, IBM offers the flexibility of open systems. Third, IBM services tie everything together. Fourth, IBM has experience in the customers industry.This is the heart and framework of your pitch. Lay it out graphically.irdust*v13 services tieI Bills dutiwi i- your beef o

18、ption+s jombiris+ipr of prutsand services is irrtegcr+ed jrdssticle, ana becsuse we understandyCLf buir1 uHal也rl百总鼻IEM products work togetherI旳everythingf axibiliry cf cponsys+rtisYou now see that youre going to ope n by stat ing your main point, and youre going to proceed through your presentation

19、by offering facts and data in these four areas. Dont worry yet about which will come first.Take each of your support ing argume nts and do the same aga in. Build ano ther pyramid un der each of the four. Un der products work together you might have in formati on about each of the elements in the sol

20、ution: servers, middleware, storage. You might want to talk about in ter-divisio nal efforts in IBM to in tegrate tech no logies across our product lin es. It would look someth ing like this:For this example, we dont n eed to bother creati ng all the pyramids that build dow nward, but you will want

21、to do this for your en tire prese ntati on.Organize all the information that you might want to include. You will then have a pyramid that en compasses everyth ing you n eed to con vey.Now, play with it. Look at the big picture. See whats most importa nt. Take out thi ngs that, while you might thi nk

22、 theyre importa nt, just wont reson ate with or be un derstood by your audie nee. Move things arou nd. Add or delete, but keep the orga nizing structure in tact.Once you have a pyramid that seems to represe nt your theme and the various points you n eed to get across, youre ready to start creating t

23、he materials you will actually show people: bullet poin ts, charts, graphs. In stead of orga nizing on-the-fly, youve organized first. Congratulations: you now have aFallen PyramidsSome people find it helpful to use a pyramid on its side, with the topic in the left-most box, and building the pyramid

24、 out to the right, instead of below it. If you use this method, youll notice that the pyramid more closely resembles a classic outline structure. Unlike an outline, however, the relative equality of the boxes make it much easier to restructure and re-order your presentation and establish new relatio

25、nships to item without altering the entire organization, as often occurs when creating an outline.clear picture - literally - of what in formatio n is releva nt to your prese ntati on, what poi nts it supports, and where it should go. Un fortu nately, many people dont bother to beg in with this form

26、al, structured approach.Although you have nt eve n created your first slide, the most critical (a nd often botched) work in creating your presentation is complete.If this all seems too plodding, too restrictive and structured, dont worry: it isnt. By the time you have a presentation ready to show, t

27、he underlying organization will fade from view, leav ing beh ind merely a framework that helps your audie nee focus more easily on your message, and enhan ces your own mastery of the material, since you un dersta nd thoroughly how it all fits together.Now, lets take your graphical, pyramid outl ine

28、and prepare a prese ntati on.(2) prepare iresentation centralWhere to beg inVisual eleme nts such ascommu ni cate, help ing youraudie nee follow yourenhance your ability tographs, charts, and text canmessage and quicklyun dersta nd various types ofin formati on.Used thoughtfully, they canbe valuable

29、 tools.Used in discri min ately, or con structed poorly, however, they can actually detract from your message. They can clutter your prese ntati on and con fuse your audie nee.This template will facilitate the preparation of your presentation and will help to continue establishi ng you as one of the

30、 best expressi ons of the IBM bra nd.It reflects IBMs corporate desig n style, which also in flue nces our advertis ing and market ing materials. It is straightforward, clea n, and simple.Its flexible enough to accommodate a variety of uses. Some may use it with little or no graphic eleme nts, while

31、 others might n eed to con vey far more complicated data.Its simple to use. Although communications specialists and graphic designers have worked to create this template, anyone in IBM should be able to use it without any special skills or software beyond what is already available.Dont automatically

32、 assume you n eed to use prese ntati on software to make your prese ntati on!Some of the most effective sales jobs are done just by speak ing directly, sin cerely and informatively about the subject, without hiding behind charts. In Say It With Prese ntati ons, no ted prese ntati on desig ner Gene Z

33、elaz ny gives three basic types of media you should con sider if you n eed visuals to help con vey your message:Lap visuals, so called because each member of the audie nee receives his or her own copy of the materials at the start of the meeti ng, if not before. Best for small groups, their use can

34、ope n up discussi on and help every one participate as equal part ners. The downside is that they may read ahead and start asking questions you would prefer to deal with later in the discussion. And you can also miss opportunities for eye con tact if every one is look ing dow n readi ng.Easels or wh

35、ite boards. Great for in creas ing in teractivity among 15 or fewer people, since youre record ing the audie nees ideas as they come up. Down sides: Avoid spe nding all your time with your back to the audie nee; perhaps deputize a member of the meeti ng to help write dow n points so you can concen t

36、rate on their comme nts and reacti ons to you and each other.On-scree n prese ntati ons. While less pers on able tha n the other two methods, this is by far the most polished and suitable for large audie nces. Since this is also the medium with the greatest pitfalls, this is the type of prese ntati

37、on well be work ing on in this secti on.Title scree nBy using a standard title chart and following the style consistently, we will add a professi onal touch not only to our in dividual prese ntati ons but collectively to all of IBMs face-to-face commu ni cati ons.The title slide is a straightforward

38、 eleme nt, and gen erally requires only that youSince 腑 ouisourced our JT toGlobalour costs srecfoeq profits are up, IV& been promoted to the board of directors, my kids are getting higher grades school, and the weather has be&n much Thank yov,Adelghted Fortune 500 CIOprovides a format for lon ger b

39、locks of text. You should usespari ngly. Yes, once in a while there might be a lon gerreleva nt, and valuable. For in sta nee, you might have a quote customer that is particularly strik ing:make your audie nee read somethi ng, make sure its worthMore important, make sure its worth your time, since y

40、ou available and youve just tur ned some of it into a smallDont overdo itBefore you begi n, keep in mind some key points:in clude your n ame, IBM orga ni zati on, and speak ing topic in the places provided. However, the template allows for other eleme nts that might be required, and its importa nt t

41、o follow the guideli nes if you will be using these.More text (if you must)The template alsoblocks of text verypassage that isfrom an an alyst orIf you are going to their time and effort.dont have much readi ng assig nment.? Visuals are not your presentation.You are the presentation. Youraudience ha

42、s not gathered for the purpose of reading your Freelance (or PowerPoint) pages; they have come to hear you communicate. Use visuals to support your message.? Less is more.A graph that shows (for example) levels of customerspending on certain technologies can reveal at a glance trends in the market,

43、but it remains your task to explain that datas relevance to your audience. A single, well-constructed graphic, supported by your thoughtful explanation, is more effective than a series of charts that the audience must decipher.? Projected visuals have severe limits.They are constrained by theresolut

44、ion of a computer screen, which is far lower than the printed page. They are limited further by being projected onto a screen that people must read from a distance. For this reason, we want to keep visuals simple and bold. More complex graphics are better suited for inclusion in printed materials.Le

45、ts take a look at the main elements of the IBM Presentation Template that you might need to include. More possibilities and variations are available in the presentation templates themselves. But understanding which you need, and when, is the first step.Bullet-point textYour audience is ready to list

46、en and to look, but they dont want to read long passages of text on a screen. And you dont want them too, either reading takestheir attention away from what you are saying.The most effective way to use text is with short phrases that can be read at a glance. Presented this way, text can remind peopl

47、e of your key points, or help them follow the progress of your presentation. Heres an example of text poorly used:aline刃 unior pmixi hbaeIBM eServers affter a 30 p ecent price-performan ce ede QY?r the t(jmpeiitionIBM eSeiers affiera lower total cost af ownership, due 协 advanced rn an ag enent c ap

48、at) il ities.ISMeSen/ers support Linux and open standards, offering greatertlextoility to expand and for the futureThat isnt a bad-looking page, and it isnt too difficult to read. But it can be improved. This would be even better:iUlHEff umiv PPOtfUCh H3KEISM eServersP rice-perfoirriance edge: 30 鴨

49、Advanced ma nag erne nt - lower total cost Limix & upen standsirl& = nubility阳17rw血 TO1 | FTNtf Mfcr AHtr j 孟曲 tfH MFdfcrThe first example tries to prese nt your message. The sec ond example merely provides cues to the messages you are discuss in g. It en gages the audie nees time only for a mome nt

50、, and dema nds that they liste n to what youre say ing as you expla in the poin ts.Of course, eve n whe n you reduce your message to a bullet-po int phrase, you can still defeat yourself by cramming too many onto a single page. Thats why you should limit any page of text to no more than five items (

51、and even five is pushing it). Youll see that the template reflects this limit.This limit of five is not a matter of how much text will fit onto a page while remaining both legible and visually pleas ing, although these are importa nt con siderati ons. Rather, its a questi on of how much in formatio

52、n some on e can easily retain at one time, especially while liste ning to you speak.But what if you have more than three or even five points to make about IBM servers? Perhaps you want to talk about the tech no logies that give our servers their price-performa nee edge, and cite some ben chmark stud

53、ies as evide nee. You have more to say about management capabilities, too. It simply wont fit into five lines.No problem. If you examine your information, you are likely to find that it will arra nge itself i nto groups of details that support more gen eral poin ts. (If youd prepared your in formati

54、 on carefully, accord ing to the pyramid structure described in the Plan It module, this should already be clear.) The solution is to create ano ther page which focuses in greater detail on one of your topics. In our curre nt example, you might progress to this:lUflneff UniQf FDQglKlIBM eServers: pr

55、icE-performance edge Aduamced processorsinfra me-lite tefhnolQQi es EiEnchfTi 吕Ice;Sun .HFHere aga in, you are giv ing your audie nee a limited, man ageable amou nt of in formati on at any one time. If you have ben chmark data (in this example) that simply dema nds a graphic treatme nt, dont cram it

56、 onto this page unl ess its a very simple graphic. Make ano ther page, devoted to that.When youve fini shed with your in formatio n about price-performa nee, return to your list and the sec ond point. Your n ext page might list the key points about IBM servers adva need man ageme nt capabilities, fo

57、llowed by one with more detail on Linux and ope n sta ndards.If those other topics dont have as much support ing detail, you might simply show your first page about IBM servers again, perhaps with your next point highlighted:You would the n proceed to discuss the adva need man ageme nt features. Your audie nee has a clear and quick visual cue that youre moving on to the sec ond point, along with a rem in der that a third one will follow.Its perfectly okay to repeat pages in this m