technical requirement or technicality? Denise Louden MBC Final Project May 2006 Persuasive Presentations
The Challenge In this industry, technical professionals must sell. Few are trained or skilled Therefore, persuasive presentational skills are necessary to achieve new business.
Leo A Daly’s remedy An internal training program was rolled out last year (2005). However, no formal evaluation was conducted.
Research question Does Leo A Daly’s persuasive presentation training workshop improve the skills of those who participate?
Methodology Web-based questionnaire Asked 102 workshop participants 25 questions, 1 open ended
Question categories Technical professionals’ relationship to persuasive presentations Assessment of training workshop Desire for future training
Response 66 responses (65% response rate) 34 responses to open ended question
How important are persuasive presentations in acquiring business in your market sector?
How often do you deliver persuasive presentations for the firm? 58%
How much persuasive presentation training have you had?
My persuasive presentation skills have improved as a result of the workshop.
How would you assess your performance in front of clients since completing the training?
My colleagues persuasive presentation skills have improved as a result of the workshop.
If further training were available, how often would you be willing to attend? 100% want more training!
Research answer Does LEO A DALY’S persuasive presentation skills training workshop improve the skills of those who participate? YES
What we’ve discovered Majority view these skills very important. Majority have little prior training. Majority deliver more than once/month. Majority perceive improvement after just 1 session Majority perceive improvement in front of clients 100% want more training
Recommendations Provide more frequent training:quarterly or bi-monthly. Develop training program in each office; appoint leader. Determine best training approach for each office Develop formal evaluation process.
Questions