The messenger matters in effective presentations
The Business Journal of Phoenix - June 8, 2007
by Hilari Weinstein
Contributing Writer

A sales manager who recognized me from my picture in The Business Journal approached me at a recent networking event. He was incredibly frustrated. His team of 12 salespeople had a 30-minute scripted presentation they were to deliver, at the end of which was a call to action (a.k.a. close).

Despite the significant time his organization had spent on developing a tight, persuasive script and a snazzy PowerPoint show, he wasn't getting consistent results from all of his presenters. He didn't understand why some were closing many deals and others were landing significantly fewer.

Presentation Skills
McGraw_Hill Construction Feature Story - May, 2007
by Hilari Weinstein

Don't Panic! Seven Steps to a Successful Project Interview

Few things cause more panic in a project manager, superintendent or estimator faster than these two words: interview presentation.

Having worked with interview teams for many years, I have heard my share of disaster stories. One fellow got so nervous; he'd break out into a profuse sweat during interviews.

Another project manager turned green and headed toward the nearest men's room, leaving the rest of the team to go on without him. There was an estimator who seemed to have an amazing number of family illnesses coincide with interviews. Presenting has, for many, become a necessary evil in the construction business. It is a critical skill that must be developed because your team represents your organization. Therefore, it's vital that your team project a positive image.

Aim well, hit your presentation target consistently
The Business Journal of Phoenix - April 27, 2007
by Hilari Weinstein
Contributing Writer

On a recent episode of "The Apprentice," six remaining contestants were asked to divide into three teams of two. They then were directed to create and deliver a presentation: a promotional campaign for Tower Two of the Trump International Hotel and Towers in Las Vegas.

One team did a particularly impressive job. They were well prepared, creative, focused and succinct, and they truly captured the essence of Trump's vision. Plus, they delivered it with style and enthusiasm. The other teams missed the mark.
The result: Two people were fired.

For many people, presentations are like a game of darts: a little hit and miss.

Football fan's guide to winning presentations, Part II
The Business Journal of Phoenix - February 2, 2007
by Hilari Weinstein
Contributing Writer

How many times have you been about to give a presentation or meet with a client and you just weren't feeling in "In the Zone?"

What elements are necessary to get there? Here's an acronym for how to change your state of mind: ZONE, which stands for:

   Zeal -- Eagerness, enthusiasm, intensity, passion.

   Openness -- Release perceived limitations and be open to infinite possibilities

   N -- In the present moment.

   E -- Energy.

Many of us had the opportunity to watch the Bowl Championship Series football game at the University of Phoenix Stadium Jan. 8 between the University of Florida and Ohio State University. I have to admit that I was hoping for a game that matched the intensity and drama of the Fiesta Bowl match-up between Oklahoma and Boise State universities a few days earlier.

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Follow the football fan's guide to winning presentations
The Business Journal of Phoenix - December 22, 2006
by Hilari Weinstein
Contributing Writer

'Tis the season -- football season. Ahhh, the college bowl games are about to be played and -- just around the corner -- the Super Bowl!

I admit it. I am a successful professional woman with a weakness: I love my college football.

Every year, in the middle of August, I get a glimmer in my eye, quickness in my step and a joy in my heart because football season is on the horizon.

What does football have to with winning presentations? A lot actually.

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Effective presentations require powerful packaging
The Business Journal of Phoenix - November 17, 2006
by Hilari Weinstein
Contributing Writer

Packaging often impacts how the contents are received. I learned this basic principle of marketing at a young age.

For my 10th birthday, my parents organized a party at a local pizzeria. Fifteen of my closest friends were invited.

My friend Sharon arrived with a lovely, colorfully wrapped box decorated in frilly ribbon. I don't even remember what the gift was, but I vividly remember the joy I felt and the smile on my face at the sight of the beautifully packaged gift in her tiny hands.

My friend Missy then arrived, proudly displaying a gift she'd obviously wrapped herself -- most likely in 15 seconds and blindfolded.

When it came time to open the gifts, which do you think I opened first, and which do you think I opened last?

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Believability key to connecting with your audience
The Business Journal of Phoenix - November 10, 2006
by Kathleen Davidson
Contributing Writer

A swirl of sauce and beautifully placed garnish crowns a meticulously prepared meal and an aura of excellence is created. Simply seeing it engages you and stimulates your appetite. You already "believe" it will be a delicious and memorable meal.

Like great chefs, skilled presenters understand that the meat of the subject isn't enough to make a successful presentation. In his new book, "You've Got to be Believed to be Heard," Bert Decker, president of internationally recognized Decker Communications Inc., discusses the importance of being believable in order for your audience to embrace your message.

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PowerPoint misuse raises threat of losing audiences
The Business Journal of Phoenix - September 29, 2006
by Hilari Weinstein
Contributing Writer

Technology has changed the way we prepare for and make presentations.

Commanding about 95 percent of market share, Microsoft PowerPoint has become the most widely used presentation technology tool. A powerful weapon of persuasion, it initially was created to improve presentation quality and help presenters organize their material.

According to Microsoft estimates, more than 30 million PowerPoint presentations are given each day.

These may be internal or external and serve various purposes: selling, employee training, corporate communications, client education and customer retention.

As with any tool, mishandling can result in disaster. Compared to a nail gun disaster, casualties of PPM -- PowerPoint Misuse -- may be less bloody, but the negative impact to your organization can be huge. PowerPoint disaster-recovery efforts are costly, time-consuming and sometimes impossible.

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