The chapter will address the following questions:

The chapter will address the following questions:
Introduction The chapter will address the following questions: How do you perform the six guidelines for doing effective listening? What are the four speaking styles and what are the situations where you would use each? What are examples of both benefit terms and loss terms, and what are the responses that they would elicit from the audience? What are body language and proxemics and why does a systems analyst care about them? 670 Despite the availability of improved tools and methodologies, many information systems projects still fail due to breakdowns in communications. Information systems projects are frequently plagued by communications barriers between the analyst and the system users. The business world has its own language to describe forms , methods, procedures, financial data, and the like. And the information systems industry has its own language of acronyms, terms, buzzwords, and procedures. A communications gap has developed between the system users and the system designers. The systems analyst is supposed to bridge this communications gap. A typical project requires the participation of a diverse audience, both technical and nontechnical. In this module you will receive a survey of interpersonal skills, the cornerstone of successful systems development.

The chapter will address the following questions:
Introduction The chapter will address the following questions: What are the procedures to be able to prepare for, conduct, and follow up on meetings, formal presentations and project walkthroughs? What are the proper methods in writing business and technical reports? 670 No additional notes provided..

Communicating With People
Introduction The systems analyst must have good if not impeccable communications skills. The systems analyst’s best chance for success, to rise up the corporate ladder is to possess outstanding communication skills. 671 Organizations within the information technology arena are placing more of a premium on communications skills. No longer is the data processing professional thought of as an individual who spends most of their career behind closed doors programming away, shielded from outside influences especially users, only to pause while their supervisor cautiously slides a plate of nourishment under the door from time to time. In today’s age, not many companies have the luxury for their employees to specialize in a single skill. With downsizing, or to use the politically correct term — rightsizing, the information technology professional including the systems analyst must be multi-skilled and an excellent problem-solver.

Introduction Don Walton, a consultant on communications, quotes the CEO and chairman of The Prudential Insurance Company of America in his book, Are You Communicating? Starting my Prudential career as an agent, I understood quickly that although people may listen, they don’t always here. I had to make sure, therefore that my presentations were clear, concise, and to the point. In addition, I taught myself to listen and understand others, another crucial point in making sales. Clear communication is an important component of any career foundation. I have seen bright, ambitious people fail simply because they were unable to understand the importance of this. The person who has the ability to make his or her point simply and effectively, while clearly understanding what is being said by others, will have the best chance of success in a society and business environment as complex and multi-dimensional as ours. 671 No additional notes provided

Introduction One of the earliest recorded stories of communication problems - The Tower of Babel. Once upon a time all the world spoke a single language and used the same words. As men journeyed in the east, they came upon a plain in the land of Shinar and settled there. They said to one another, ``Come, let us make bricks and bake them hard''; they used bricks for stone and bitumen for mortar. ``Come,'' they said, ``let us build ourselves a city and a tower with its top in the heavens, and make a name for ourselves; or we shall ever be dispersed all over the earth.'' Then the Lord came down to see the city and tower which mortal men had built, and he said, ``Here they are, one people with a single language, and now they have started to do this; henceforward nothing they have a mind to do will be beyond their reach. Come, let us go down there and confuse their speech, so that they will not understand what they say to one another.'' So the Lord dispersed them from there all over the earth, and they left off building the city. That is why it is called Babel, because the Lord there made a babble of the language of all the world; from that place the Lord scattered men all over the face of the earth. 671 The Tower of Babel project, like many information systems projects, failed because of a breakdown in communications. Information systems projects are frequently plagued by communications barriers, usually created intentionally or accidentally by the project participants. The system's owners and users have their own language to describe forms, methods, procedures and so on. System designers and builders have their own terms, acronyms, and buzzwords for describing the same things. As a result, a communications gap has developed between these groups. Because systems are built by people for people, understanding people is an appropriate introduction to communications skills. With whom does the systems analyst communicate? How are they different? What words influence these people, and in what ways?

Four Audiences for Interpersonal Communication during Systems Projects For years English and communications scholars have told us that the secret of effective oral and written communications is to know the audience. Who is the audience during a systems development project? There are at least four distinct groups: System designers, other analysts and information systems specialists. System builders, the programmers and technical specialists who will actually construct the system. System users, the people whose day-to-day jobs will be affected, directly or indirectly, by the new system. System owners, who in addition to possibly being system users, sponsor the project and approve systems expenditures. 672 You should recognize all of these audiences as end-users. Each audience has different levels of technical expertise, different perspectives on the system, and different expectations. System users and system owners, in particular, present special problems. These people have day-to-day responsibilities and time constraints. Before communicating with any of them, ask yourself the following questions: What are the responsibilities of, and how might the new system affect, this person? What is the attitude of this person toward the existing system or the target system? What kind of information about the project does this person really need or want? How busy is this person? How much of their time and attention can I reasonably expect?

Listening The skill of listening may be the most important. For a systems analyst to be successful in working with customers or users trying to solve their system problems, they must be able to listen to their problems understand what they are asking them to do. As Thomas Gildersleeve states in his book, Successful Data Processing System Analysis, you must make a distinction between hearing and listening. “To hear is to recognize that someone is speaking, To listen is to understand what the speaker wants to communicate.” 672 We have been conditioned most of our lives to learn how not to listen. Take for example how we can ignore our quarreling brothers and sisters while we enjoy our favorite show on television, or as a student we learn to study by blocking out distractions such as noisy roommates, or our personal favorite of being oblivious to the outside world including our spouses, while Monday Night Football is on. We have learned not to listen but we can also learn how to listen effectively and productively.

Guidelines in Effective Listening Approach the Session with a Positive Attitude: No matter what your feelings are for the person you are working with, or the project as whole, approaching it with a negative attitude is fighting a losing battle. Set the Other Person at Ease: Its no secret that one of the best ways to open a person up to talking is presenting a nice, cheerful attitude. A good approach is to start by talking about the person’s interest or hobbies. Showing an interest in their personal life sometimes can serve as an ice breaker and put them more at an ease. No additional notes provided.

Guidelines in Effective Listening Let Them Know You Are Listening: Make it a habit to always maintain eye contact when listening and use a response such as a head nod or a “uh-huh” to indicate that you acknowledge what the other person is saying. Always maintain good posture and even sit on the edge of your seat and lean forward. Ask Questions: To make sure you clearly understand what the person is saying or to clarify a point, ask a question to help you understand. This will show that you are listening and will also give the other person the opportunity to expand on the answer. 673 One of the more irritating things while talking to someone, is to have the other person slump back in their chair and stare off to space while you are speaking to them. This gives you the impression that the other person really doesn’t care what you have to say.

Guidelines in Effective Listening Don’t Assume Anything: One of the worst things to do is to get in a hurry and be impatient with the speaker. For example: You assume you know what the other person is going to say so you cut in and finish the sentence for them, possibly, missing entirely what the person was going to say, plus irritating the them in the process. You interrupt or stop the speaker because you may have already heard that information before or you believe it is not applicable to what you are doing, thus risking missing a valuable piece of information. 673 No additional notes provided.

Guidelines in Effective Listening Don’t Assume Anything: Art Linkletter learned this lesson on his popular television show, “Kid Say The Darndest Things” when he asked a child a philosophical question: “On my show I once had a child tell me he wanted to be an airline pilot. I asked him what he’d do if all the engines stopped out over the Pacific Ocean. He said ‘First I would tell everyone to fasten their seatbelts, and then I’d find my parachute and jump out.’ While the audience rocked with laughter, I kept my attention on the young man to see if he was being a smart alec. The tears that sprang into his eyes alerted me to his chagrin more than anything he could have said, so I asked him why he’d do such a thing. His answer revealed the sound logic of a child: ‘I’m going for gas…I’m coming back!” 673 No additional notes provided.

Guidelines in Effective Listening Take Notes: The process of taking notes serves two purposes. By jotting down brief notes while the other person is speaking, gives them the impression that what they have to say is important enough that you want to write it down. It helps you remember the major points of the meeting when you reference your notes at a later time. 673 No additional notes provided.

Speaking Systems analysts need to be able to speak effectively in their work to be successful. To be effective speaker is to deliver a clear and concise message which is received and understood for its intended purpose, minimizing the risk of creating misunderstandings with your words. An Effective Speaking approach: Before speaking, organize thoughts to think about what the purpose for speaking is, what is the main point, who is the intended audience and what are the desired results. During speaking obtain feedback via oral response or body language to see if the message is being received and the desired results are being obtained. If not, you have the opportunity to alternate your approach and try again. Given a choice most people would rather talk to each other than any other form of communication. Learning to speak interestingly and effectively is one of the most admired skills in our business. It is an attribute which separates the leaders from the followers, and those that have the best chance to climb up the corporate ladder. In the role of being a systems analyst you will need to be able to give instruction, conduct interviews, conduct and attend meetings, give presentations, and answer questions. This form of conversation is sometimes called business or intellectual speaking. A formal method of oral communication in which successful individuals learn to think before they speak by following a logical process. They approach it very similar to the way they approach business writing communication. In that before they speak, they organize their thoughts to think about what the purpose for speaking is, what is the main point, who is the intended audience and what are the desired results. As they speak they obtain feedback via oral response or body language to see if the message is being received and the desired results are being obtained. If not, they have the opportunity to alternate their approach and try again.

Speaking Keep in mind that different situations may call for different speaking styles, just as different business writings call for different writing styles. There are four identified speaking styles: Expressive style. Spontaneous, conversational, and uninhibited. We use this style when we are expressing our feelings, joking around, complaining, being intimate or socializing. Directive style. Authoritative and judgmental. We use this style to give orders, give instruction, exert leadership, pass judgment, or state our opinions. Problem-solving style. Rational, objective, unbiased, and bland. This is the style most used in business dealings. Meta style. Used to discuss the communications process itself. Meta language enables us to talk about our interactions. 674 Expressive style. For example: “Over my dead body will I let that deadbeat be the leader of this project!” Directive style. For example: “I want John to be the leader of this project!” Problem-solving style. For example: “I believe John’s past performance qualifies him to be an ideal candidate to be the leader of this project.” Meta style. For example: “It appears we have some disagreement over who should be the leader of this project.” When you think about the message you are trying to convey, be sure to match the style to its intended purpose.

Use of Words: Turn-ons and Turnoffs Choosing the right words is important, especially to the systems analyst who must effectively communicate with a diverse group of system users, owners, and builders. There are two identified categories of terms that influence managers: benefit terms and loss terms. Benefit terms are words or phrases that evoke positive responses from the audience. Benefit terms can be used very effectively to sell proposed changes. Managers will usually accept ideas that produce benefit terms. Examples are: increase productivity, increase sales, and reduce cost. 674 We communicate with words, both oral and written. How important are words? Ask any politician. The wrong words at the wrong time, no matter what the intention, and the next election is history. But that's just politics, right? No. All businesses are political. And choosing the right words is important, especially to the systems analyst who must effectively communicate with a diverse group of system users, owners, and builders. What words affect the feelings, attitudes and decisions of your audience? First, let's talk about words and phrases that appeal to system users and owners. Leslie Matthies (1976), a noted author and consultant in the systems development field, has identified two categories of terms that influence managers: benefit terms and loss terms. Both can be used to sell ideas. People like to feel they are part of the systems development effort. So, avoid using the first-person pronoun “I.” People also like words of appreciation for their time and effort —— systems development is your job, not theirs, and they are helping you to do your job. Make their names and department names a vivid part of any presentation. Most of all, people want respect. Words should be carefully chosen to show respect for people's feelings, knowledge, and skills.

Use of Words: Turn-ons and Turnoffs There are two identified categories of terms that influence managers: benefit terms and loss terms. Loss terms are words or phrases that evoke negative responses from the audience. Loss terms can also be used very effectively to sell proposed changes. Managers will usually accept ideas that eliminate loss terms. Examples are: higher costs, excessive waste, and higher taxes. Avoid turn-off words or phrases such as jargon. These can kill projects by changing the attitudes and opinions of management. Avoid red-flag terms that attack people's performance or threaten their job. We communicate with words, both oral and written. How important are words? Ask any politician. The wrong words at the wrong time, no matter what the intention, and the next election is history. But that's just politics, right? No. All businesses are political. And choosing the right words is important, especially to the systems analyst who must effectively communicate with a diverse group of system users, owners, and builders. What words affect the feelings, attitudes and decisions of your audience? First, let's talk about words and phrases that appeal to system users and owners. Leslie Matthies (1976), a noted author and consultant in the systems development field, has identified two categories of terms that influence managers: benefit terms and loss terms. Both can be used to sell ideas. People like to feel they are part of the systems development effort. So, avoid using the first-person pronoun “I.” People also like words of appreciation for their time and effort —— systems development is your job, not theirs, and they are helping you to do your job. Make their names and department names a vivid part of any presentation. Most of all, people want respect. Words should be carefully chosen to show respect for people's feelings, knowledge, and skills. Jargon is important to the analyst and technician because it helps us to easily communicate with the computing industry and our colleagues. But jargon has no place in the business system user's world. Avoid terms such as JCL, EBCDIC, CPU, ROM, and DOS -- leave your acronyms in the CIS offices! This includes the jargon you've learned in this book. For example, instead of saying “This is a DFD of your materials handling system,” try saying “This is a picture of the work and data flow in your materials handling operation.” Other red-flag terms include those that attack people's performance or threaten their job. Before you candidly state that the current system is inefficient and cumbersome, consider the possibility that a system user who had a major role in its development and approval may be in your audience. Consider potential threats to job security when you get ready to propose the elimination of job steps. In other words, be diplomatic and tactful when you speak.

Electronic Mail One of the newer forms of interpersonal communication of particular importance to the systems analyst is electronic mail ( ). Electronic mail gives us the ability to create, edit, send, and receive information electronically, usually using some type of computer network. The advantages are as follows: A person can send messages to and receive messages from someone almost instantaneously practically anywhere in the world (provided both people are linked together by some type of computer network). These messages can be read, stored, printed, edited, or deleted. Once the mail system software and computer network are in place, the actual cost of sending a message is very small. 675 Many mail packages allow individual users to be grouped together so that one message can be simultaneously sent to many different people (for example, a letter to all programmers in a company with multiple sites).

Electronic Mail The disadvantages are as follows: The sheer volume of electronic mail an individual receives may be overwhelming. Because it is so quick and easy to create a response to an electronic mail message and because mail users sometimes forget that they are communicating with another person via a machine, not with the machine directly, electronic mail messages are sometimes blunt, tactless, or inflammatory. Personal privacy is another concern. Electronic mail deprives its users of some of the richness of other forms of communication, such as tone of voice, facial expression, body language, etc. 675 An electronic mail message is only as private as the security built into the mail software and the computer network that carries the message.

Body Language and Proxemics Body language is all of the information being communicated by an individual other than their spoken words. Body language is a form of nonverbal communications that we all use and are usually unaware of. Why should the analyst be concerned with body language? Research studies have determined a startling fact — of a person's total feelings, only 7 percent are communicated verbally (in words), 38 percent are communicated by the tone of voice used, and 55 percent of those feelings are communicated by facial and body expressions. If you only listen to someone's words, you are missing most of what they have to say! No additional notes provided.

Body Language and Proxemics We will focus on just three aspects of body language: facial disclosure, eye contact, and posture. Facial disclosure means you can sometimes understand how a person feels by watching the expressions on their faces. Many common emotions have easily recognizable facial expressions associated with them. However, you need to be aware that the face is one of the most controlled parts of the body. Some people who are aware that their expressions often reveal what they are thinking are very good at disguising their faces. 676 No additional notes provided.

Body Language and Proxemics Eye contact is the least controlled part of the face. A continual lack of eye contact may indicate uncertainty. A normal glance is usually from three to five seconds in length; however, direct eye contact time should increase with distance. As an analyst, you need to be careful not to use excessive eye contact with a threatened user so that you won't further intimidate them. Direct eye contact can cause strong feelings, either positive or negative, in other people. If eyes are ``the window to the soul,'' be sure to search for any information they may provide. 676 No additional notes provided.

Body Language and Proxemics Posture is the least controlled aspect of the body, even less than the face or voice. Body posture holds a wealth of information for the astute analyst. Members of a group who are in agreement tend to display the same posture. A good analyst will watch the audience for changes in posture that could indicate anxiety, disagreement, or boredom. An analyst should normally maintain an “open” body position signaling approachability, acceptance, and receptiveness. In special circumstances, the analyst may choose to use a confrontation angle of head on or at a 90 angle to another person in order to establish control and dominance. 676 No additional notes provided.

Body Language and Proxemics Individuals also communicate via proxemics. Proxemics is the relationship between people and the space around them. Proxemics is a factor in communications that can be controlled by the knowledgeable analyst. People still tend to be very territorial about their space. A good analyst is aware of four spatial zones: Intimate zone -- closer than 1.5 feet. Personal zone -- from 1.5 feet to 4 feet. Social zone -- from 4 feet to 12 feet. Public zone -- beyond 12 feet. 676 No additional notes provided.

Body Language and Proxemics Certain types of communications take place only in some of these spatial zones. For example, an analyst conducts most interviews with system users in the personal zone. But the analyst may need to move back to the social zone if the user displays any signs (body language) of being uncomfortable. Sometimes increasing eye contact can make up for a long distance that can't be changed. Many people use the fringes of the social zone as a ``respect'' distance. 676 No additional notes provided.

Meetings Introduction
During the course of a systems development project, many meetings are usually held. A meeting is an attempt to accomplish an objective as a result of discussion under leadership. Some possible meeting objectives are listed in the margin. The ability to coordinate or participate in a meeting is critical to the success of any project. 677 No additional notes provided.

Preparing for a Meeting
Meetings Preparing for a Meeting Meetings are also very expensive because they require several people to dedicate time that could be better spent on other productive work. The more individuals involved in a meeting, the more the meeting costs. But because meetings are an essential form of communication, we must strive to offset the meeting costs by maximizing benefits (in terms of project progress) realized during the meeting. 677 Many people have a very negative image of meetings because many meetings are poorly organized and/or poorly conducted. It is not difficult to run a meeting if you are well prepared. Without good organization, however, the meeting may prove chaotic or worthless to the participants. When planning and conducting meetings, use the following steps.

Meetings Preparing for a Meeting Step 1: Determine the Need for and Purpose of the Meeting: Every meeting should have a well-defined purpose that can be communicated to its participants. Meetings without a well-defined purpose are rarely productive. The purpose of every meeting should be attainable within 60 to 90 minutes, because longer meetings tend to become unproductive. When necessary, longer meetings are possible if they are divided into well-defined submeetings that are separated by breaks that allow people to catch up on their normal responsibilities. 677 No additional notes provided.

Meetings Preparing for a Meeting Step 2: Schedule the Meeting and Arrange for Facilities: After deciding the purpose of the meeting, determine who should attend. The proper participants should be chosen to ensure that the purpose of the meeting can be attained. Some research indicates that the most creative problem solving and decision making is done in small, odd-numbered groups. 677 No additional notes provided.

Meetings Preparing for a Meeting Step 2: Schedule the Meeting and Arrange for Facilities: The date and time for the meeting will be subject to the availability of the meeting room and the prior commitments of the various participants. Morning meetings are generally better than afternoon meetings because the participants are fresh and not yet caught up in the workday's problems. It is best to avoid scheduling meetings in the late afternoon (when people are anxious to go home), before lunch, before holidays, or on the same day as other meetings involving the same participants. 677 No additional notes provided.

Meetings Preparing for a Meeting Step 2: Schedule the Meeting and Arrange for Facilities: The meeting location is very important. Seating arrangement is particularly important. If leader-to-group interaction is required, the group should face the leader but not necessarily other members of the group. If group-to-group interaction is needed, the team members, including the leader, should all face one another. Make sure that any necessary visual aids (flip charts, overhead projectors, chalk, and so forth) are also available in the room. 677 No additional notes provided.

Meetings Preparing for a Meeting Step 3: Prepare an Agenda: A written agenda for the meeting should be distributed well in advance of the meeting. The agenda confirms the date, time, location, and duration of the meeting. It states the meeting's purpose and offers a tentative timetable for discussion and questions. If participants should bring specific materials with them or review specific documents prior to the meeting, specify this in the agenda. The agenda may include any supplements — for example, reports, documentation, or memoranda — that the participants will need to refer to or study before or during the meeting. 678 No additional notes provided.

Meetings Conducting a Meeting
Try to start on time, but do not start the meeting until everyone is present. If an important participant is more than 15 minutes late, then consider canceling the meeting. Discourage interruptions and delays, such as phone calls. Have enough copies of handouts for all participants. Review the agenda so that the discussion items become group property. Cover each item on the agenda according to the timetable developed when the meeting was scheduled. The group leader should ensure that no one person or subgroup dominates or is left out of the discussion. 678 No additional notes provided.

Decisions should be made by consensus opinion or majority vote. One rule is always in order: Stay on the agenda and end on time! If you do not finish discussing all items on the agenda, schedule another meeting. Sometimes, the purpose of a meeting is to generate possible ideas to solve a problem. One approach is called brainstorming. Brainstorming is a technique for generating ideas during group meetings. Participants are encouraged to generate as many ideas as possible in a short period of time without any analysis until all the ideas have been exhausted. 678 Meetings often offer the analyst a unique opportunity to assess the true attitudes of project participants by observing their nonverbal behavior (or body language). For a variety of reasons, people are sometimes reluctant to verbalize their thoughts and ideas. And while it is relatively easy to refrain from speaking, it is not very easy to disguise your true emotions as displayed by your body language. A really good systems analyst will listen to what users say with their words and (frequently more importantly) what they say with their actions.

Brainstorming is a formal technique that requires discipline. These guidelines should be followed to ensure effective brainstorming: Isolate the appropriate people in a place that will be free from distractions and interruptions. Make sure that everyone understands the purpose of the meeting (to generate ideas to solve the problem) and focus on the problem(s). Appoint one person to record ideas. This person should use a flip chart, chalkboard, or overhead projector that can be viewed by the entire group. 678 Meetings often offer the analyst a unique opportunity to assess the true attitudes of project participants by observing their nonverbal behavior (or body language). For a variety of reasons, people are sometimes reluctant to verbalize their thoughts and ideas. And while it is relatively easy to refrain from speaking, it is not very easy to disguise your true emotions as displayed by your body language. A really good systems analyst will listen to what users say with their words and (frequently more importantly) what they say with their actions.

These guidelines should be followed to ensure effective brainstorming: Remind everyone of the brainstorming rules: Be spontaneous. Call out ideas as fast as they occur. Absolutely no criticism, analysis, or evaluation of any kind is permitted while the ideas are being generated. Any idea may be useful, if only to spark another idea. Emphasize quantity of ideas, not necessarily quality. 678 Meetings often offer the analyst a unique opportunity to assess the true attitudes of project participants by observing their nonverbal behavior (or body language). For a variety of reasons, people are sometimes reluctant to verbalize their thoughts and ideas. And while it is relatively easy to refrain from speaking, it is not very easy to disguise your true emotions as displayed by your body language. A really good systems analyst will listen to what users say with their words and (frequently more importantly) what they say with their actions.

These guidelines should be followed to ensure effective brainstorming: Within a specified time period, team members call out their ideas as quickly as they can think of them. After the group has run out of ideas and all ideas have been recorded, then and only then should the ideas be analyzed and evaluated. Refine, combine, and improve the ideas that were generated earlier. 678 Meetings often offer the analyst a unique opportunity to assess the true attitudes of project participants by observing their nonverbal behavior (or body language). For a variety of reasons, people are sometimes reluctant to verbalize their thoughts and ideas. And while it is relatively easy to refrain from speaking, it is not very easy to disguise your true emotions as displayed by your body language. A really good systems analyst will listen to what users say with their words and (frequently more importantly) what they say with their actions.

Following Up on a a Meeting
Meetings Following Up on a a Meeting As soon as possible after the meeting is over, the minutes of the meeting should be published. The minutes are a brief, written summary of what happened during the meeting -- items discussed, decisions made, and items for future consideration. The minutes are usually prepared by the recording secretary, a team member designated by the group leader. 679 No additional notes provided.

Formal Presentations Introduction
In order to communicate information to the many different people involved in a systems development project, a systems analyst is frequently required to make a formal presentation. Formal presentations are special meetings used to sell new ideas and gain approval for new systems. They may also be used for any of the purposes in the margin. In many cases, a formal presentation may set up or supplement a more detailed written report. Effective and successful presentations require three critical ingredients: preparation, preparation, and preparation. 679 No additional notes provided.

Formal Presentations Introduction Formal Presentation Advantages:
Immediate feedback and spontaneous responses. The audience can respond to the presenter, who can use emphasis, timed pauses, and body language to convey messages not possible with the written word. Formal Presentation Disadvantages: The material presented is easily forgotten because the words are spoken and the visual aids are transient. That's why presentations are often followed by a written report, either summarized or detailed. 679 No additional notes provided.

Preparing for the Formal Presentation
Formal Presentations Preparing for the Formal Presentation As mentioned earlier, it is particularly important to know your audience. The systems analyst is frequently thought of as the dreaded agent of change in an organization. As Machiavelli wrote in his classic book The Prince, There is nothing more difficult to carry out, nor more dangerous to handle, than to initiate a new order of things. For the reformer has enemies in all who profit by the old order, and only lukewarm defenders in all those who would profit from the new order, this lukewarmness arising partly from fear of their adversaries — and partly from the incredulity of mankind, who do not believe in anything new until they have had actual experience of it. People tend to be opposed to change. 679 No additional notes provided.

Formal Presentations Preparing for the Formal Presentation A successful analyst must be an effective salesman. To effectively present and sell change, you must be confident in your ideas and have the facts to back them up. Step 1: Define your expectations of the presentation — for instance, that you are seeking approval to continue the project, that you are trying to confirm facts, and so forth. A presentation is a summary of your ideas and proposals that is directed toward your expectations. Step 2: Organize your presentation around the allotted time (usually 30 to 60 minutes). No additional notes provided.

Formal Presentations Preparing for the Formal Presentation Step 3: Prepare visual aids such as predrawn flip charts, overhead slides, Microsoft Powerpoint slides and the like — to support your position. Just like a written paragraph, each visual aid should convey a single idea. To hold your audience's attention, consider distributing photocopies of the visual aids at the start of the presentation. This way, the audience doesn't have to take as many notes Step 4: Practice the presentation in front of the most critical audience you can assemble. Have somebody raise criticisms and objections. Practice your responses to these issues. 680 No additional notes provided.

Figure E.1 Typical Outline and Time Allocation for an Oral Presentation No additional notes provided.

681 Figure E.3 Microsoft PowerPoint Wizard
Microsoft Powerpoint contains software guides called wizards to assist the most novice users to create professional-looking presentations. The wizard steps the user through the development process by asking them a series of questions and tailoring the presentation based on their responses.

Conducting the Formal Presentation
Formal Presentations Conducting the Formal Presentation The following are guidelines that may improve the actual presentation: Dress professionally. The way you dress influences people. Avoid using the word “I” when making the presentation. Use “you”' and “we” to assign ownership of the proposed system to management. Maintain eye contact with the group and keep an air of confidence. If you don't show management that you believe in your proposal, why should they believe in it? Be aware of your own mannerisms. Some of the most common mannerisms include using too many hand gestures, pacing, and repeatedly saying ``you know'' or ``okay.'' John T. Malloy's books Dress for Success and The Woman's Dress for Success Book are excellent reading for both wardrobe advice and the results of studies regarding the effects of clothing on management. Although mannerisms alone don't contradict the message, they can distract the audience.

Formal Presentations Conducting the Formal Presentation Ways to Keep the Audience Listening: Stop talking. The silence can be deafening. Ask a question, and let someone in the audience answer it. Try a little humor. Everybody likes to laugh. Tell a joke on yourself. Use some props. Use some type of visual aid to make your point clearer. Change your voice level. By making your voice louder or softer, you force the audience to listen more closely or make it easier for them to hear. Do something totally unexpected. Drop a book, toss your notes, jingle your keys. 682 Sometimes while you are making a presentation, some members of the audience may not be listening. This lack of attention may take several forms. Some people may be engaged in competing conversations, some may be daydreaming, some may be busy glancing at their watches, some who are listening may have puzzled expressions, and some may show no expression at all. Some of the following suggestions may prove useful to keep people listening: Stop talking. The silence can be deafening. The best public speakers know how to use dramatic pauses for special emphasis. Ask a question, and let someone in the audience answer it. This involves the audience in the presentation and is a very effective way of stopping a competing conversation. Try a little humor. You don't have to be a talented comedian. But everybody likes to laugh. Tell a joke on yourself. Use some props. Use some type of visual aid to make your point clearer. Draw on the chalkboard, illustrate on the back of your notes, create a physical model to make the message easier to understand. Change your voice level. By making your voice louder or softer, you force the audience to listen more closely or make it easier for them to hear. Either way, you've made a change from what the audience was used to, and that is the best way to get and hold attention. Do something totally unexpected. Drop a book, toss your notes, jingle your keys. Doing the unexpected is almost always an attention grabber.

Formal Presentations Conducting the Formal Presentation Answering Questions: Sometimes answering questions after a presentation may be difficult and frustrating. We suggest the following guidelines when answering questions: Always answer questions seriously, even if you feel that it is a silly question. Answer both the individual who asked the question and the entire audience. Summarize your answers. Limit the amount of time you spend answering any one question. Be honest. Usually a formal presentation will include a time for questions from the audience. This time is very important because it allows you to clarify any points that were unclear and draw additional emphasis to important ideas. It also allows the audience to interact with you. However, sometimes answering questions after a presentation may be difficult and frustrating. We suggest the following guidelines when answering questions: Always answer questions seriously, even if you feel that it is a silly question. Remember, if you make someone feel stupid for asking a ``dumb'' question, they will be offended. Also, other members of the audience won't ask their questions for fear of the same treatment. Answer both the individual who asked the question and the entire audience. If you direct all your attention to the person who asked the question, the rest of the audience will be bored. If you don't direct enough attention to the person who asked the question, they won't be satisfied. Try to achieve a balance. If the question is not of general interest to the audience, answer it later with that specific person. Summarize your answers. Be specific enough to answer the question, but don't get bogged down in details. Limit the amount of time you spend answering any one question. If additional time is needed, wait until after the presentation is over. Be honest. If you don't know the answer to a question, admit it. Never try to bluff your way out of a question. The audience will eventually find out, and you will have totally destroyed your credibility. Instead, promise to find out and report back. Or ask someone in the audience to do some research and present their findings later.

Following Up the Formal Presentation
Formal Presentations Following Up the Formal Presentation It is extremely important to follow up a formal presentation because the spoken work and impressive visual aids used in a presentation do not usually leave a lasting impression. For this reason, most presentations are followed by written reports of some kind that provide the audience with a more permanent copy of the information that was communicated. 683 No additional notes provided.

Project Walkthroughs Introduction
A special type of meeting conducted by the analyst is called a project walkthrough. The project walkthrough is a peer group review of systems development documentation. Walkthroughs may be used to verify almost any type of detailed documentation such as ERDs, DFDs and program listings. Peer group review tend to identify errors that go unnoticed by the analyst who prepared the documentation. 683 Why does peer group review tend to identify errors that go unnoticed by the analyst who prepared the documentation? Consider the last paper or report you wrote. You probably gave that report to a colleague or teacher to review. That colleague or teacher caught obvious errors that you didn't, right? You didn't catch them because, like any author, you have mental blocks that prevent you from discovering errors in your own products. We tend to read what we meant to say rather than reading what we actually said.

Who Should Participate in the Walkthrough?
Project Walkthroughs Who Should Participate in the Walkthrough? A walkthrough group should consist of seven or fewer participants. All members of the walkthrough must be treated as equals. The analyst who prepared the documentation to be reviewed should present that documentation to the group during the walkthrough. Another analyst or key system user should be appointed as walkthrough coordinator. The coordinator schedules the walkthrough and ensures that each participant gets the documentation well before the meeting date. The coordinator also makes sure that the walkthrough is properly conducted and mediates disputes and problems that may arise during the walkthrough. 683 No additional notes provided.

Who Should Participate in the Walkthrough?
Project Walkthroughs Who Should Participate in the Walkthrough? The coordinator has the authority to ask participants to stop a disagreement and move on. The coordinator designates a walkthrough recorder to take notes during the walkthrough. The remaining participants include system users, analysts, or specialists who evaluate the documentation. Walkthroughs should never last more than 90 minutes. 683 No additional notes provided.

Conducting a Walkthrough
Project Walkthroughs Conducting a Walkthrough All participants must agree to follow the same set of rules and procedures. The basic purpose of the walkthrough is error detection, not error correction. The analyst who is presenting the documentation should seek only whatever clarification is needed to correct the errors. The analysts should never argue with the reviewers' comments. A defensive attitude inhibits constructive criticism. Reviewers should be encouraged to offer at least one positive and one negative comment in order to guarantee that the walkthrough is not superficial. 683 No additional notes provided.

Conducting a Walkthrough
Project Walkthroughs Conducting a Walkthrough After the walkthrough, the coordinator should ask the reviewers for a recommendation. There are three possible alternatives: Accept the documentation in its present form. Accept the documentation with the revisions noted. Request another walkthrough because a large number of errors were found or because criticisms created controversy. 684 No additional notes provided.

Following Up on the Walkthrough
Project Walkthroughs Following Up on the Walkthrough The walkthrough should be promptly followed by a written report from the coordinator. The report contains a management summary that states what was reviewed, when the walkthrough occurred, who attended, and the final recommendation. No additional notes provided.

Written Reports Introduction
The business and technical report is the primary method used by analysts to communicate information about a systems development project. The purpose of the report is to either inform or persuade, possibly both. 685 No additional notes provided.

Business and Technical Reports
Written Reports Business and Technical Reports Systems Planning Reports: While studying the business mission, the analyst will usually prepare a planning project charter for review, correction, and approval by the appropriate managers and staff. During the definition phase, the analyst must prepare and present the information architecture and plan. This architecture and plan must be approved by both information systems manager and staff and system owners and users. The evaluation phase, results in several important reports, including the business area plan, planned database and/or network development projects, and planned application development projects. 686 No additional notes provided.

Written Reports Business and Technical Reports Systems Analysis Reports: After the survey phase, the analyst normally prepares a preliminary feasibility assessment and a statement of project scope, both of which are presented to a steering committee who make a decision concerning the continuation or cancellation of the project. During the study phase, the analyst prepares and presents a business problem statement and new system objectives to verify with system users their understanding of the current system and analyses of problems, limitations, and constraints in that system. 686 No additional notes provided.

Written Reports Business and Technical Reports Systems Analysis Reports: The definition phase, results in a business requirements statement. This specification document is often large and complex and is rarely written up as a single report to system users and owners. It is best reviewed in walkthroughs (in small pieces) with users and maintained as a reference for analysts and programmers. 686 No additional notes provided.

Written Reports Business and Technical Reports Systems Design Reports: The next formal report, the systems proposal, is generated after the selection phase has been completed. This report combines an outline of the system user requirements from the definition phase with the detailed feasibility analysis of alternative solutions that fulfill those requirements. The report concludes with a recommended or proposed solution. This report is normally preceded or followed by a presentation to those managers and executives who will decide on the proposal. 686 No additional notes provided.

Written Reports Business and Technical Reports Systems Design Reports: The design phase results in detailed design specifications that are often organized into a technical design report. This report is quite detailed and is primarily intended for information systems professionals. It tends to be quite a large report because it contains numerous forms, charts, and technical specifications. The acquisition phase can generate several reports. The most important report — the request for proposals — is used to communicate requirements to prospective vendors who may respond with specific proposals. Especially when the selection decision involves significant expenditures, the analyst may have to write a report that defends the recommended proposal to management. 686 No additional notes provided.

Written Reports Business and Technical Reports Systems Implementation Reports In a sense, the most important report is written during the construction and delivery phases. The user's manual and reference guide. This document explains how to use the computer system (such as what keys to push, how to react to certain messages, and where to get help). In addition to computer manuals, the analyst may rewrite the standard operating procedures for the system. A standard operating procedure explains both the noncomputer and computer tasks and policies for the new system. 686 No additional notes provided.

Length of a Written Report
Written Reports Length of a Written Report The written report is the most abused method used by analysts to communicate with system users. The following are guidelines to restrict report size: To executive-level managers — one or two pages. To middle-level managers — three to five pages. To supervisory-level managers — less than ten pages. To clerk-level personnel — less than fifty pages. It is possible to organize a larger report to include subreports for managers who are at different levels. These subreports are usually included as early sections in the report and summarize the report, focusing on the bottom line: What's wrong? What do you suggest? What do you want? 687 We have a tendency to generate large, voluminous reports that look quite impressive. Sometimes such reports are necessary, but often they are not. If you lay a 300-page technical report on a manager's desk, you can expect that manager will skim it but not read it — and you can be certain it won't be studied carefully!

Organizing the Written Report
Written Reports Organizing the Written Report Every report consists of both primary and secondary elements. Primary elements present the actual information that the report is intended to convey. Examples include the introduction and the conclusion. Secondary elements package the report so the reader can easily identify the report and its primary elements. Secondary elements also add a professional polish to the report. 687 While the primary elements present the actual information, all reports also contain secondary elements.

Written Reports Organizing the Written Report Primary Elements: Primary elements can be organized in one of two formats: factual and administrative. The factual format is very traditional and best suited to readers who are interested in facts and details as well as conclusions. We would use this format to specify detailed requirements and design specifications to system users. This format is not appropriate for most managers and executives. 687 No additional notes provided.

Written Reports Organizing the Written Report Primary Elements: Primary elements can be organized in one of two formats: factual and administrative. (continued) The administrative format is a modern, result-oriented format preferred by many managers and executives. This format is designed for readers who are interested in results, not facts. This format presents conclusions or recommendations first. Readers can read the report straight through, until the point at which the level of detail exceeds their interest. 687 No additional notes provided.

Written Reports Organizing the Written Report Primary Elements: Both formats include some common elements. The introduction should include four components: purpose of the report, statement of the problem, scope of the project, and a narrative explanation of the contents of the report. The methods and procedures section should briefly explain how the information contained in the report was developed — for example, how the study was performed or how the new system will be designed. The bulk of the report will be in the facts section. This section should be named to describe the type of factual data to be presented (e.g., “Existing Systems Description,” “Analysis of Alternative Solutions,” or “Design Specifications”). The conclusion should briefly summarize the report, verifying the problem statement, findings, and recommendations. No additional notes provided.

687 Figure E.5 Formats for Written Reports
No additional notes provided.

Written Reports Organizing the Written Report Secondary Elements: No report should be distributed without a letter of transmittal to the recipient. This letter should be clearly visible, not inside the cover of the report. A letter of transmittal states what type of action is needed on the report. It can also call attention to any features of the project or report that deserve special attention. In addition, it is an appropriate place to acknowledge the help you’ve received from various people. 688 No additional notes provided.

Written Reports Organizing the Written Report Secondary Elements: The abstract or executive summary is a one- or two-page summary of the entire report. It helps the reader decide if the report contains information they need to know. It can also serve as the highest level summary report. Virtually every manager reads these summaries. Most managers will read on, possibly skipping the detailed facts and appendices. 688 No additional notes provided.

688 Figure E.6 Secondary Elements for a Written Report

Writing the Business or Technical Report
Written Reports Writing the Business or Technical Report Writing can greatly influence career paths in any profession. The following are some writing guidelines: Paragraphs should convey a single idea. They should flow nicely, one to the next. Poor paragraph structure can almost always be traced to outlining deficiencies. Sentences should not be too complex. The average sentence length should not exceed 20 words. Studies suggest that sentences longer than 20 words are difficult to read and understand. 688 No additional notes provided.

Writing the Business or Technical Report
Written Reports Writing the Business or Technical Report Writing can greatly influence career paths in any profession. The following are some writing guidelines: (continued) Write in the active voice. The passive voice becomes wordy and boring when used consistently. Eliminate jargon, big words, and deadwood. For example, replace “DBMS” with “database management system,” substitute “so” for “accordingly,” try “useful” instead of “advantageous,” and use “clearly” instead of “it is clear that.” 688 Get yourself a copy of The Elements of Style by William S. Strunk, Jr. and E. B. White. This classic paperback may set an all-time record in value-to-cost ratio. Just barely bigger than a pocket-sized book, it is a virtual gold mine. Anything we might suggest about grammar and style can’t be said any more clearly than in The Elements of Style.

688-689 Figure E.7 Steps in Writing a Report

Communicating With People Meetings Formal Presentations
Summary Introduction Communicating With People Meetings Formal Presentations Project Walkthroughs Written Reports

The chapter will address the following questions:

Similar presentations

Presentation on theme: "The chapter will address the following questions:"— Presentation transcript:

Similar presentations

About project

Feedback

Log in

Auth with social network:

The chapter will address the following questions:

Similar presentations

Presentation on theme: "The chapter will address the following questions:"— Presentation transcript:

Similar presentations

About project

Feedback