1. FACILITATION PRESENTATION
John T. Beaver, MBA

2. FACILITATION
Definition - To make things easier, to smooth the progress of and to assist in making things happen.
Facilitation is not about forcibly moving things forward.
Facilitation is about allowing and creating an environment where things can move forward.

3. Presentation or Facilitation?

4. Good facilitators see and hear not only the obvious, but are tuned in to what else might be going on that isn't quite so apparent.
They are skilled in interpreting the difficulties, resolving conflict, cutting through time wasting and diversionary tactics, and develop new practices that will work.

5. Presentation
Facilitation

6. Whenever groups of people get together, two things are usually true:
Everyone sees the world differently, no matter how similar their points of view may be.
Everyone thinks their view is the right one.

7. What is the outcome of facilitation?
When there is a spirit of cooperation and a willingness to arrive at a mutually agreed outcome, disparate points of view can work together, and people go away satisfied that their point of view has been taken into consideration and utilized in some way.

8. Sometimes a facilitator acts as a translator.
Not only reflecting back what they've heard, but also interpreting it in a way that other people can understand.
A good facilitator gets practiced in understanding the differing nuances, jargon and meanings in what various people are saying and being able to explain that difference to others.
A useful phrase is "So what you're saying is…."

9. Roles of a Facilitator
•Knowledge Expert
•Instructor
•Entertainer
•Coordinator
•Technician
•Motivator
•Questioner
•Moderator

10. The Presentation that is Facilitated
•Create with your objectives in mind
•Remember it is the process that matters
•Use multiple mediums
Flip charts
White Boards
PowerPoint
Demonstrations
•“So what?”-factor

11. “So what’s the Solution?”
HOW it’s done:
The model forms a wheel. You start at the Bottom (the trust building phase)
You start with the question that brings the group together, and ask them,
“So what’s the Solution?”
The Facilitator must listen carefully and capture EVERYTHING.
Start HERE

12. Opening a Session
Only one chance to make a first impression!
Law of Primacy: People remember most what they hear first
Welcome attendees
Introduce the topics/agenda
Show your enthusiasm/passion for subject matter
Attendees remember most the first 10 minutes and the last 10 minutes of a presentation

13. Getting Participation
•Smile and nod
•Show genuine interest in your audience
•Listen, Listen, Listen
•Pause
•Make eye contact
•Ask questions and ask for personal examples
•Solicit feedback and thoughts on a topic
45 minutes maximum time sitting
90 minutes maximum between breaks

14. Asking Questions
Ask open ended questions
Ask follow-up questions
Include wait time
Do not answer your own question
Design time for questions, not just at the end

15. Answering Questions
Repeat the question for clarification
Answer concisely
Make eye contact with the questioner and the audience
Verify that you have answered the question

16. Practice - Energizing Delivery
Physical
Body Language
Eye Contact
Facial expression
Use of Space
Can Everyone See You?
Movement / gestures
Eye contact: focus on one person until you can clearly see the color of their eyes, then move on to another person
Use of Space: Come into the depth of the room to get closer to your audience. And make sure you work both sides of the room. You don’t want to stay stationary all the time. At the same time, you don’t want to pace to the point where it’s like they’re watching a tennis match.
Remember, the slides inform your audience but you persuade them

17. Energizing Delivery - Tips
Stay Focused On The Customer
Be Enthusiastic
Use Conversational Style
Use Notes As Needed
Adapt to Situation
Here are some additional tips on energizing your delivery. We’ll be giving you this entire presentation at the end of the day so you’ll have these tips with you.

18. Plan to connect with your audience and keep them engaged throughout your presentation.
Prepare using a framework that allows you to make powerful, customer focused presentations every time.
Present so that your audience retains the information and moves the sale forward.
Review key points from presentation.
Ask for any final questions
Pass out the handouts (this entire presentation) to the group.
Lead a discussion:
Let’s discuss this presentation in particular
What was OUR single sales objective for this workshop?
Was our presentation informative, persuasive or both?
What actions do we want you to take from this presentation?
What actions do we want your RBMs to take from this presentation?
Was the most pertinent content of this presentation in the slides or in our discussions with you?
Did have an introduction? Did we have audience participation? How about a conclusion?
So let me put you guys on the spot here, out of the two of us that presented, for the time period that we did present, who was more energized? Why? State the reasoning between our two styles

19. Importance of Closing
•The last impression of the class is long-lasting
•Law of Recency: People remember best what they hear last.
Review the content
Answer questions and items left on “Parking Lot”
•Again, attendees remember most the first 10 minutes and the last 10 minutes of a presentation
•Smile and Thank them for coming!