The document provides tips for effectively presenting work to clients and building relationships with executives. It emphasizes the importance of understanding the client, their needs and perspective. The presentation process is broken into three parts: discovery, where the client's goals and requirements are determined; process, with collaborative design and incremental delivery; and delivery, where the work is shown to the client using storytelling, focusing on business value, and managing productive discussion. Managing client expectations, addressing their feedback, and establishing trust and buy-in are keys to maintaining the relationship.

1. IT’S NOT ENOUGHTO BE BRILLIANT,
YOU HAVETO BE CONVINCINGTOO.
TIPS ON HOWTO SELLYOUR WORK AND BUILD GREAT RELATIONSHIPS
ANDREW DAVIES DEEPIKA MALIK LANNY GEFFEN
Monday, 22 April, 13

2. VINCENT
VAN GOGH
1853 - 1890
ONE OFTHE MOST
INFLUENTIAL ARTISTS OFTHE
MODERN ERA
Monday, 22 April, 13

3. Monday, 22 April, 13

4. Monday, 22 April, 13

5. Monday, 22 April, 13

6. SOLD 1 PAINTING
IN HIS LIFE
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7. Monday, 22 April, 13

8. Monday, 22 April, 13

9. THIS ISN’T ABOUT ART
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10. IT’S ABOUTYOUR SUCCESS
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11. IT’S ABOUT ARTICULATINGVALUE
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12. IN A WAYTHAT IS PERSUASIVE
AND CONVINCING
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13. SOFT SKILLS GROW OUR
CAREERS AND OPPORTUNITIES
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14. Novice
Junior
Intermediate
Senior
Expert
Student
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15. Novice
Junior
Intermediate
Senior
Expert
Student
Monday, 22 April, 13

16. Novice
Junior
Intermediate
Senior
Expert
Student
Monday, 22 April, 13

17. Novice
Junior
Intermediate
Senior
Expert
Student
Core Skills
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18. Novice
Junior
Intermediate
Senior
Expert
Student
Core Skills
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19. Novice
Junior
Intermediate
Senior
Expert
Student
Core Skills Professional Skills
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20. Monday, 22 April, 13

21. SKEPTICAL
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22. SKEPTICAL
RUDE
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23. SKEPTICAL
RUDE
DISTRACTED
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24. SKEPTICAL
RUDE
DISTRACTED
IMPATIENT
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25. SKEPTICAL
RUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL
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26. SKEPTICAL
RUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL
FORCEFUL
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27. SKEPTICAL
RUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL
FORCEFUL
SELF CONVINCED
Monday, 22 April, 13

28. SKEPTICAL
RUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL
FORCEFUL
SELF CONVINCED
CAUSTIC
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29. SKEPTICAL
RUDE
DISTRACTED
IMPATIENT
JUDGEMENTAL
FORCEFUL
SELF CONVINCED
CAUSTIC
DIFFICULT
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30. Monday, 22 April, 13

31. SHOW
ME WHAT
YOU’VE GOT
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32. WE WANTTO HELP
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33. ANDREW
MANAGER OF CREATIVE,
SHAW MEDIA
DEEPIKA
SENIOR MANAGER, USER
EXPERIENCE DESIGN & NEW
PRODUCT DEVELOPMENT,
ROGERS COMMUNICATIONS
LANNY
CREATIVE DIRECTOR
(UX STORYTELLER)
DIGIFLARE
Monday, 22 April, 13

34. THERE IS NO MAGIC BULLET
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35. IT’S PROCESS ANDTECHNIQUE
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36. LET’S UNDERSTAND EXECS BETTER
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37. LET’S UNDERSTAND EXECS BETTER
Monday, 22 April, 13

38. LET’S UNDERSTAND EXECS BETTER
Exec
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39. LET’S UNDERSTAND EXECS BETTER
Exec
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40. LET’S UNDERSTAND EXECS BETTER
Exec
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41. LET’S UNDERSTAND EXECS BETTER
Exec
You
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42. TALENT IS
IMPORTANTTO
EXECUTIVES
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43. MOST OF AN
EXECUTIVES
WORK IS DONE
THROUGH
THE PEOPLE
THEY HIRE
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44. THEIR SUCCESS
DEPENDS ON
FINDING PEOPLE:
✓ THEY CANTRUST
✓ HIT DEADLINES
✓ AVOID PROBLEMS
Monday, 22 April, 13

45. THEY JUDGEYOU WHENYOU PRESENT:
✓ CANYOU HANDLETHE PRESSURE
✓ DOYOU KNOWYOUR BUSINESS
✓ AREYOU CREDIBLE
✓ AREYOU AUTHORITATIVE
✓ AREYOUTRUSTWORTHY
Monday, 22 April, 13

46. Monday, 22 April, 13

47. LET’S UNDERSTANDYOU BETTER
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48. THERE’S A DIFFERENCE BETWEEN WHAT
YOU DO AND WHAT’SYOUR JOB ?
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49. YOUR REAL JOB IS:
CUSTOMER SERVICE
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50. QUALITY
EFFICIENCY
SERVICE
RELIABILITY
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51. QUALITY
EFFICIENCY
SERVICE
RELIABILITY
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52. QUALITY
EFFICIENCY
SERVICE
RELIABILITY
User
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53. QUALITY
EFFICIENCY
SERVICE
RELIABILITY
User
Monday, 22 April, 13

54. QUALITY
EFFICIENCY
SERVICE
RELIABILITY
User
}
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55. QUALITY
EFFICIENCY
SERVICE
RELIABILITY
User
}
Monday, 22 April, 13

56. QUALITY
EFFICIENCY
SERVICE
RELIABILITY
User
}
Experience
Monday, 22 April, 13

57. PRESENTING IS ABOUT GIVING
WORKTOYOUR CLIENT
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58. PACKAGED SOTHEY WILL APPRECIATE
IT’S QUALITIES ANDVALUEYOUR EFFORT
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59. BUT FIRST,YOU NEEDTO UNDERSTAND
WHATTHEY NEED AND WANT
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60. PART 1: DISCOVERY
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61. FROMTHE FIRST MEETING ...
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62. UNDERSTAND
YOUR CLIENT &
THEIR NEEDS
✓ Strategy
✓ Goals
✓ Requirements
✓ Competitors
✓ Constraints
✓ Audience
Monday, 22 April, 13

63. RESPECTYOUR CLIENTS
KNOWLEDGE AND OUTLOOK
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64. DON’T BE AFRAID
OFTHEM
“EXECUPHOBIA”
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65. FEAR FORTHEM
Understand their fears so you can
help them more.
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66. 100% OFYOURTIME
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67. MAY BE THE 10% OFTIME
THEY HAVE FOR A SOLUTION
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68. IT’S ESSENTIALTO DEFINETHEIR NEEDS,
AND DELIVER A SOLUTION IN
THETIMETHEY HAVE
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69. ALLTYPES OF STAKE HOLDERS
ONTHE PROJECT
VISUAL
DATA
CENTRIC
DETAIL
ORIENTEDCRITICAL
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70. BUILD UNDERSTANDING
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71. IT’S A POWERTOOL FORYOU
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72. BRIDGETOTHE EXPECTATIONS
THEY WILL HAVE OFYOU
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73. LISTENTWICE AS MUCH ASYOU SPEAK
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74. DON’T GET AHEAD OFYOURSELF
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75. PART II: PROCESS
(Mostly another topic... )
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76. INCREMENTAL AND CONCENTRIC
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77. PARTICIPATORY DESIGN
& COLLABORATION
Include the client early on.
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78. MAKE CHOICESTOGETHER,
TO MAINTAIN ALIGNMENT
AND CREATE PARTNERSHIP
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79. Monday, 22 April, 13

80. PART III: DELIVERY
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81. YOU DO GREAT WORK
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82. XMonday, 22 April, 13

83. DON’T LEAVE CLIENTSTO
THEIR OWN DEVICES
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84. CAUTION
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85. Monday, 22 April, 13

86. SHOWTHEMTHE MAGIC
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87. #1: BE PREPARED AND READY
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88. KNOWYOUR AUDIENCE WELL
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89. Monday, 22 April, 13

90. WHO SETS UP? WHO PRESENTS?
Work it out before hand
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91. COMETOTHETABLE
ONTHE SAME PAGE
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92. USE AN AGENDA
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93. LEAVETIME FOR CONVERSATION
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94. #2: USE A STORYTO GET EVERYONE
ONTHE SAME PAGE
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95. SET AVISION BEFORE DETAILS
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96. WALKYOUR CLIENTS DOWN A USER’S PATH
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97. USE A LINEAR NARRATIVE
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98. USER PERSONAS & CONCEPT FLOWS
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99. BEFORE DROPPINGTHEM INTO
THE MEAT OF A DESIGN
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100. Monday, 22 April, 13

101. #3:THEY DON’T NEEDTO
UNDERSTANDYOUR FIELD
Monday, 22 April, 13

102. BUTYOU NEEDTO SHOWTHATYOU
UNDERSTANDTHEIR BUSINESS
Monday, 22 April, 13

103. DON’T OVER-EXPLAINYOUR DISCIPLINE
Monday, 22 April, 13

104. DEMONSTRATETHEVALUE OFTHE
CHOICESYOU’VE MADE
Monday, 22 April, 13

105. ALWAYS,ALWAYSTIE BACK
TOTHE BUSINESS
Monday, 22 April, 13

106. EXPLAIN HOWYOUR
SOLUTION FITSTHEIR NEEDS
Monday, 22 April, 13

107. LEVERAGE
THE KEY
POINTSYOU
HEARD EARLIER
Monday, 22 April, 13

108. #4: MANAGE A
PRODUCTIVE CONVERSATION
Monday, 22 April, 13

109. DON’T BE DEFENSIVE:
RESPECTTHE FEEDBACKYOU HEAR
Monday, 22 April, 13

110. EXPECT FEEDBACK & CHANGES
Monday, 22 April, 13

111. TAKE NOTES
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112. ASK A LOT OF QUESTIONS
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113. DON’T ASSUMEYOUR CLIENTS KNOW
HOWTO GIVE FEEDBACK ON DESIGN
You’ve been to design school, they haven’t.
Try telling them what you want feedback on for starters.
Monday, 22 April, 13

114. #5 SUMMARIZE OUTCOMES
AND NEXT STEPS
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115. IT’STHE END OF A
(HOT) DATE, BUT
THE RELATIONSHIP
CONTINUES...
Monday, 22 April, 13

116. AIM FOR LONGEVITY BY BUILDING
TRUST AND GOING FOR BUY-IN
Monday, 22 April, 13

117. YOU ARE ROCK STARS!
Monday, 22 April, 13

118. THANKYOU
Questions are welcome...
@lgeffen
lanny.geffen@digiflare.com
Monday, 22 April, 13

119. ATTRIBUTIONS
• “5Tips for Presenting to Executives”, Bruce Gabrielle, speakingppt.com
Monday, 22 April, 13