- A support order is entered requiring payments of $300/month for Johnny effective 1/1/11 and an additional $150/month for other expenses - The system automatically places a lien on Johnny's assets, wages, bank accounts, tax refunds, etc. to secure the required payments - Payments of $300/month are made on Johnny's behalf and $150/month for other expenses are deducted from his assets/wages/accounts - The lien remains in place until the support order is modified or terminated by the court

1. Are You Being Heard:
Speaking That Gets You What You Want
Presented by
Ariane David, PhD
Senior Partner
THE VERITAS GROUP
Senior Lecturer
CALIFORNIA STATE UNIVERSITY, NORTHRIDGE
Adavid@TheVeritasGroup.com

2. A Presentation About Presenting
Agenda
• Preparation
• Content
• Creating a great PPT
• Preparing to present
• Delivery: speaking
• Delivery: using your body
• Answering questions
• Going after money

3. Preparation

4. Your Audience
• Who are they?

5. Your Audience
• Who are they?
• What are their interests?

6. Your Audience
• Who are they?
• What are their interests?
• What are their needs, expectations, beliefs,
culture, norms, history as a group? As
individuals?

7. Your Audience
• Who are they?
• What are their interests?
• What are their needs, expectations, beliefs,
culture, norms, history as a group? As
individuals?
• Is there a generational issue?

8. Your Thinking
• What is the purpose/goal of the presentation?
– Educate/inform
– Convince
– Elicit action
– Be liked

9. Your Thinking
• What is the purpose/goal of the presentation?
– Educate/inform
– Convince
– Elicit action
– Be liked
• What is your purpose/goal for the presentation?
– Stated
– Personal

10. Your Thinking
• What is the purpose/goal of the presentation?
– Educate/inform
– Convince
– Elicit action
– Be liked
• What is your purpose/goal for the presentation?
– Stated
– Personal
• What point do you want to get across?
– Stated
– Personal

11. Your Knowledge: Rule of Ten
• Know ten times more than you say
• Say ten times more than your slides say

12. Critical Thinking
• Are all my points, premises, assumptions
substantiated?

13. Critical Thinking
• Are all my points, premises, assumptions
substantiated?
• Can I show the “logic” of my conclusions?

14. Critical Thinking
• Are all my points, premises, assumptions
substantiated?
• Can I show the “logic” of my conclusions?
• Play Devil’s advocate - try to shoot yourself
down, because someone else will.

15. Content

16. Organizing Content
• Decide on the most important points (5 to 7)

17. Organizing Content
• Decide on the most important points (5 to 7)
• How many points and how deeply you delve
depends on available time

18. Organizing Content
• Decide on the most important points (5 to 7)
• How many points and how deeply you delve
depends on available time
• Add only what directly contributes to your points

19. Organizing Content
• Decide on the most important points (5 to 7)
• How many points and how deeply you delve
depends on available time
• Add only what directly contributes to your points
• Make an outline and stick to it

20. Organizing Content
• Decide on the most important points (5 to 7)
• How many points and how deeply you delve
depends on available time
• Add only what directly contributes to your points
• Make an outline
• and stay on point!

21. Illustrating Content
• People learn best when ideas become concrete
• Give examples
• Tell short relevant stories

22. Content: Three “C”s
• Clear

23. Content: Three “C”s
• Clear
• Concise

24. Content: Three “C”s
• Clear
• Concise
• Complete

25. Content: Language
Beware of:
• Acronyms, abbreviations and jargon that you
have not defined in this presentation

26. “ The RFP calls for an SOW on the ASP before the
SAP go-live. Also, need RSVP to ASE: ASAP!”
Taken from a major consulting firm’s PPT briefing to a new
change management team

27. Content: Language
Beware of:
• Acronyms, abbreviations and jargon that you
have not defined in this presentation
• Fuzzy words

28. Fuzzy Words
…are judgmental in nature
…are not actionable
…carry no specific meaning
…and you’re going to be surprised what words count as “fuzzy”.

29. Examples of Fuzzy Words
• team player
• (in)effective
• (ir)responsible
• doesn't listen
• is overbearing
• crazy
• lazy

30. Creating Powerful PowerPoints

31. Power Point: Rules
Rule # 1: YOU are the show.

32. Power Point: Rules
Rule # 1: YOU are the show.
Rule # 2: Go for clarity: clean and simple

33. Power Point: Rules
Rule # 1: YOU are the show.
Rule # 2: Go for clarity: clean and simple
Rule # 3: Form follows function
Fun is good when appropriate!

34. Business PPT Slide Design: DO’s
• One thought per slide

35. Business PPT Slide Design: DO’s
• One thought per slide
• White or light background

36. Business PPT Slide Design: DO’s
• One thought per slide
• White or light background
• Dark type - color highlights OK

37. Business PPT Slide Design: DO’s
• One thought per slide
• White or light background
• Dark type - color highlights OK
• Cite your facts where possible

38. Business PPT Slide Design: DO’s
• One thought per slide
• White or light background
• Dark type - color highlights OK
• Cite your facts where possible
• Poof read

39. Business PPT Slide Design: DON’Ts
• Negative (white on black)

40. Business PPT Slide Design: DON’Ts
• Negative (white on black)
• Dark on dark; light on light; red on green

41. Business PPT Slide Design: DON’Ts
• Negative (white on black)
• Dark on dark; light on light; red on green

42. Business PPT Slide Design: DON’Ts
• Negative (white on black)
• Dark on dark; light on light; red on green
• Animation, graphics, cartoons, special effects

43. Business PPT Slide Design: DON’Ts
• Negative (white on black)
• Dark on dark; light on light; red on green
• Animation, graphics, cartoons, special effects
•Fancy fonts and small type

44. Business PPT Slide Design: DON’Ts
• Negative (white on black)
• Dark on dark; light on light; red on green
• Animation, graphics, cartoons, special effects
•Fancy fonts and small type
• Decorative or personalized background

45. Business PPT Slide Design: DON’Ts
• Negative (white on black)
• Dark on dark; light on light; red on green
• Animation, graphics, cartoons, special effects
•Fancy fonts and small type
• Decorative or personalized background
• Slides crammed with “stuff”
Note: these things might look good on your monitor
but often don’t work when projected.

46. Business PPT Slide Design: Exceptions
Charts, graphs and diagrams
• Clarify
• Simplify
• Add a visual component

47. Pie Chart
• Represents a bounded/whole
• Shows how the bounded whole is divided into
parts
• Depicts an instant in time
Ex. Budget

48. Financials: Expenses by Category
Personnel,
$203,550
(18%)
Other
Operational
Expenses,
Program
$81,726 (7%) Expenses,
$795,536
Program and (70%)
Fund
Development,
$61,700 (5%)
48

49. Bar Graph
• Unbounded –no limit to size or number of
entries
• Compares or charts values of related but
discrete quantities
• Can represent numerous items at one instant
in time or in a small number of time frames

50. Long-term Priorities
Long-term Priorities
Form Partnerships 69%
Fundraise 38%
Develop Board 31%
Increase Awareness 23%
Percentage of Board
23% Members
Diversify Funding Sources
Innovate 15%
0% 20% 40% 60% 80% 100%
Note: Priorities were counted only once per board member (even if the board 50
member mentioned it 2 or more times).

51. Line Graphs
• Unbounded –no limit to size or number of
entries
• Each line represents the trend in one item
over time
• Can show numerous lines to compare trends

53. The Little Shop of PPT
HORRORS!

54. MLE Service Level Agreement (SLA) Matrix
MLE RFI/RFP Process XXXXXX)
Critical Service Levels
Tower - Finance and Accounting
Total Supplier At Risk - Expressed in term of percentage of the Monthly Charge 15%
At Risk Pool Percentage Available For Allocation - Expressed as a % of the "At Risk" amount 350%
At Risk Pool Available Unallocated -- Expressed as % of the Pool not Allocated 0%
F&A Tower % of All Towers 0%
Section Ref - Accounts Payable
Allocation of Pool Percentage 40% Measurement 100.00% % of
1.1 Invoice Processing and Disbursements - Performance category Eff + mos** Expected Minimum Window Allocation* Invoice
1.1.1 Timely and Accurate Processing of Invoices 0 98.00% 97.00% Monthly 30.0% 0.00%
1.1.2 Timely and Accurate Accounts Payable Disbursements 0 98.00% 97.00% Monthly 30.0% 0.00%
1.1.3 Timely and Accurate Payment of "Urgent" Payment Requests 0 98.00% 97.00% Monthly 40.0% 0.00%
Section Ref - Travel and Entertainment
Allocation of Pool Percentage 25% Measurement 100.00% % of
1.2 T&E Report Processing and Disbursements - Performance category Eff + mos** Expected Minimum Window Allocation* Invoice
1.2.1 Timely and Accurate processing of Expense Reports 0 98.00% 97.00% Monthly 50.0% 0.00%
1.2.2 Expense Report Reimbursements 0 98.00% 97.00% Monthly 50.0% 0.00%
Section Ref - Treasury Support / Cash Management
Allocation of Pool Percentage 30% Measurement 100.0% % of
1.3 Treasury Support and Cash Management Services - Performance Category Eff + mos** Expected Minimum Window Allocation* Invoice
1.3.1 Bank accounts reconcile to the general ledger 0 98.00% 95.00% Monthly 100.0% 0.00%
Section Ref - Projects/Fixed Asset Accounting
Allocation of Pool Percentage 25% 5.5 Measurement 100.0% % of
1.4 Projects and Fixed Asset Accounting - Performance Category Eff + mos** Expected Minimum Window Allocation* Invoice
1.4.1 Timely and accurate settlements processing, internal order processing, and reconciliations 0 98.00% 95.00% Monthly 50.0% 0.00%
1.4.2 Timely and accurate depreciation entry 0 98.00% 95.00% Monthly 50.0% 0.00%

55. PROCESS / TECHNOLOGY
ARIBA
Spend Analysis Module eSourcing Module
•A comprehensive view of spend across •Template driven on-line RFP/RFQ
all categories business •Repeatable formats and content
units, suppliers, and systems •Enables knowledge transfer through deep knowledge base
•Rapid, cost effective and repeatable •Formatted supplier responses for easier comparison
visibility •On-line reverse auctions
•Natural language processing to classify Category Management Module
free form text descriptions
•Single dashboard with multiple views – single project status
•Rich granular, normalized spend detail – all projects
- Supplier name normalization •Document repository
- Parent / subsidiary relationship •Module where all sourcing project specific steps are built
- Commodity category assessment •Provides e-mail warnings or updates on events or steps of
an event
ORACLE
iProcurement Module
• Provides intuitive web-based screens with the look and feel of a commercial shopping site
•Catalogs channel requisitioner to approved suppliers

56. Generalized Process for User Engagement
Research
1 2 3 4
Research & Analysis Synthesis Rapid Design Specificatio
/Visualization n
& User
Plan & Develop
Testing Create
Gather Document Generate
Perform Design Specs for
Contextual Findings Requirements
User Insights Iterative Production
Research
Research
- Industry: - Create Research - Label tapes - Refine personas - Consider user - Create high-level - Create detailed
Benchmark leaders Plan - Tag artifacts and scenarios pain points information information
& - Prep interview - Identify associated - Consider user architecture architecture &
best practices - Review tapes to interaction flows
guides based on fill in notes data points mental - Build out sample
- Company bkgrnd process maps (if required models & metaphors scenarios in either - Prototype addtl
available) - Update process in scenario tasks low- or high-fidelity scenarios & screens
- Company’s flows as needed - Consider leading
products, - Site visits: - Distill user practices & - Validate with internal if
services, markets, - Observe & - Log research requirements from standards experts needed
audiences interview users observations in all - Create addtl
UCD ob log - Generate design - Create question
- Company’s - Record all w/ - Filter against ideas guide wireframes if
business audio - Create initial existing user & for user design needed
or video user personas - Document design
processes business reqs ideas in UCD logs reviews - Create Style Guide
- Company’s - Take pictures - Create initial - Load new reqs - Validate with external &
scenarios of use - Develop prototype all screen & UI
business, - Collect artifacts to requirements scenarios / task users
marketing & - Create initial database specifications
- Capture notes for flows - Create test plan for
strategies requirements data maps usability test - Create all
- Whiteboard / production
- Research - Initial design storyboard
competitors: graphics
ideas interaction
site audits, case and UI designs
studies - Capture profile
data - Design templates
- Use other specific for prototype
methods as 56
needed,

57. Evidence of the Leadership Labyrinth
Ed u c a tio n a l a n d Wo rk Atta in m e n t
Women Men
In Ma n a g er i a l /P r ofessi on a l P osi t i on s
50.8%
50.8% 49.2%
In U .S . La b or For ce
46.7%
46.7% 53.3%
Ea r n i n g Ba c h el or ’s D eg r ees
57.5%
57.5% 42.5%
Th e Le a d e rs h ip Ga p
Women Men
CEO s i n For t u n e 500 Com p a n i es
3% 97%
H ol d i n g Boa r d S ea t s i n For t u n e 500 Com p a n i es
15.2%
15.2% 84.8%
Mem b er s of U .S . Con g r ess
16.8%
16.8% 83.2%

58. Liens Process
Example: Support Order terms are entered in System - Pay $300
per month on behalf of Johnny effective 1/1/11 and $150 per
month towards arrears.”
CP Source
“E-Record” Real Property Lien
Notice of Support Judgment Notification
Conditions Are Met
Real Property Lien Notice of Support
Judgment Task
NCP Address & NCP’s Automation
Parents’ Address Generates
OR Traditionally Record Lien
- OR - Local CSP Notice of Support
Generates County Recorder
Judgment
Office
90 Day
Other State Forms
Agency Generation Interstate Notice of Lien
Lien
Recording Info Info Recording Info
Task SDU
Responding Case Recording Info
1 Request for Demand
Enter Recording
Title 3
Info 2 Demand
Local Agency Company
Professional 4 Release
Task

59. CSG: CONSOLIDATED SOURCING GROUPS
Design Legal
HR
Engineering
Manufacturing
IT
Other Key
Stakeholders &
Marketing Business Units
Finance Accounts Payable
Through Consolidated Sourcing Groups (CSG), Global Procurement will
collaborate with cross-functional teams of all relevant stakeholders to
drive results, meet requirements and achieve savings.

60. CSG: CONSOLIDATED SOURCING GROUPS
Design Legal
Engineering HR
Manufacturing
IT
Other Key
Stakeholders &
Marketing
Business Units
Finance Accounts Payable
Global Procurement will collaborate with cross-functional teams
of all relevant stakeholders to drive results.

61. Delivery

62. Preparing The Show
• Know exactly what you want to say
(clear and concise)

63. Preparing The Show
• Know exactly what you want to say
(clear and concise)
• Rehearse, rehearse, rehearse

64. Preparing The Show
• Know exactly what you want to say
(clear and concise)
• Rehearse, rehearse, rehearse
• Send out pre-reads where possible

65. Speaking
• Start powerfully!

66. Speaking
• Start powerfully!
• Stay on point

67. Speaking
• Start powerfully!
• Stay on point
• Say it once the best way

68. Speaking
• Start powerfully!
• Stay on point
• Say it once the best way
• Big words don’t make you look smart

69. Speaking
• Start powerfully!
• Stay on point
• Say it once the best way
• Big words don’t make you look smart
• Neither do filler words (white space)

70. Speaking
• Start powerfully!
• Stay on point
• Say it once the best way
• Big words don’t make you look smart
• Neither do filler words (white space)
• Abide by time limits

71. Using Your Body
• Use the space in the room – move around
• Use your voice: less is more
• Make eye contact
– Small group: look each person in the eye
– Larger group: pan the room
– OK to speak to particular people
• Look for dead spots in the room

72. Taking Questions
If the questions are about how you created your
PPT special effects…you’ve failed!

73. Taking Questions
• Anticipate questions

74. Taking Questions
• Anticipate questions
• Be your own devil’s advocate

75. Taking Questions
• Anticipate questions
• Be your own devil’s advocate
• Take a full breath before speaking

76. Taking Questions
• Anticipate questions
• Be your own devil’s advocate
• Take a full breath before speaking
• Understand the question before answering -
ask

77. Taking Questions
• Anticipate questions
• Be your own devil’s advocate
• Take a full breath before speaking
• Understand the question before answering -
ask
• Keep answers short (3 Cs)

78. Taking Questions
• Anticipate questions
• Be your own devil’s advocate
• Take a full breath before speaking
• Understand the question before answering -
ask
• Keep answers short (3 Cs)
• Be on point

79. Taking Questions
• Anticipate questions
• Be your own devil’s advocate
• Take a full breath before speaking
• Understand the question before answering -
ask
• Keep answers short (3 Cs)
• Be on point
• Stay cool

80. Going After Money

81. The Law of Giving
Law : People give because they are moved i.e.,
their emotions are engaged.

82. The Law of Giving
Law : People give because they are moved i.e.,
their emotions are engaged.
Corollary: People are NOT moved by the
thought of writing a check.

83. How to Engage Emotions
Make them care.
– What moves them? Why are you talking to them?
– Tell a story; avoid emotionally loaded words.
– Provide moving facts
• ex., “50% of kids in Los Angeles County drop out of
high school.”
• ex.,“6000 violent crimes a year can be traced to the
high school dropout rate.”

84. Let them become excited and when they
are…
give them the opportunity to participate
by giving money.

85. Are You Being Heard:
Speaking That Gets You What You Want
Questions/Comments/Feedback?
Ariane David
adavid@TheVeritasGroup.com
Additional Information
The Veritas Group
TheVeritasGroup.com
818-704-6718