2. Presentation Mastery Beyond Information to Insight
Everyone in this room has a plethora of information at their disposal. When you put your presentation together, the question shouldn’t be, “What information does my audience need?” but rather, “What insight do they need?”
Beyond Information to Insight
Speaking Group Workshop # 14

3. Anyone can get access to information.

4. “Whoa – way too much information!”
And just like this fellow, we often wish we didn’t have it.
Let audience read for a moment.
“Whoa – way too much information!”

5. So how do you go beyond information to insight?

6. Be the Consultant when you talk
Add your …
Examples
Opinions
Thinking
Stories
Observations
Experiences
Approach
Philosophy
Be the Consultant when you talk
The answer is be the Consultant when you talk. Whether your role is inside a company or on the outside, those in your audience are looking for you to provide insight regarding your information. Sharing insight means adding your:
CLICK
Observations
Experiences
Approach
Philosophy
Examples
Opinions
Thinking
Stories
When you speak like a consultant , you will be using insight statements like these…

7. Insight Statements “The bottom line is…” “My main point is…”
“The one thing I want you to focus on is…”
“What this means to you is…”
“In my experience when…”
“Let me give you an example…”
“One observation I have made is…”
Facilitator – call on 10 people in your group to say these insight statements out loud.
There are 10 statements – 10 clicks
“I’d like to call out…”
“What I find interesting to note is…”
“From my perspective…”

8. Insight Statements “The bottom line is…” “My main point is…”
“The one thing I want you to focus on is…”
“What this means to you is…”
“In my experience when…”
“Let me give you an example…”
“One observation I have made is…”
What do you notice when you look at all these statements?
Facilitator – get feedback.
Looking for comments like:
Most of the statements are first person, “I…”
The word “you” is used often
The statements often narrow the focus
“I’d like to call out…”
“What I find interesting to note is…”
“From my perspective…”

9. Let’s go through some examples of going beyond information to insight by being a consultant when you talk

10. The Foundation Giving Model
Resources/Inputs
Corporate Giving
Volunteerism
In-kind
Activities
Centrality – how closely aligned to corporate mission
Specificity – Focus on corporate alignment
Proactivity – taking the lead
Volunteerism – personal involvement
Visibility –Awareness of actions and outcomes
Outputs
Grants, programs, volunteer time
Outcomes
Measurable and non-measurable
5. Impact
Employee Engagement
Customer Loyalty
Company Reputation
Business Innovation/Growth Opportunities
Healthy Communities
Here’s a slide that the Executive Director of a Foundation is using in her presentation to the Sr. Management Team.
As you can see in the title this slide is about the Foundation Giving Model

11. The Foundation Giving Model
Resources/Inputs
Corporate Giving
Volunteerism
In-kind
Activities
Centrality – how closely aligned to corporate mission
Specificity – Focus on corporate alignment
Proactivity – taking the lead
Volunteerism – personal involvement
Visibility –Awareness of actions and outcomes
Outputs
Grants, programs, volunteer time
Outcomes
Measurable and non-measurable
5. Impact
Employee Engagement
Customer Loyalty
Company Reputation
Business Innovation/Growth Opportunities
Healthy Communities
Our Foundation Model Starts with Resources and Inputs. There are three sources:
Corporate Giving – our largest group
Volunteerism
In-Kind
When the Executive Director gets up to speak she addresses the first item on the list by saying:
“Our Foundation Model Starts with Resources and Inputs. There are three sources:
Corporate Giving – our largest group
Volunteerism
In-Kind”

12. The Foundation Giving Model
Resources/Inputs
Corporate Giving
Volunteerism
In-kind
Activities
Centrality – how closely aligned to corporate mission
Specificity – Focus on corporate alignment
Proactivity – taking the lead
Volunteerism – personal involvement
Visibility –Awareness of actions and outcomes
Outputs
Grants, programs, volunteer time
Outcomes
Measurable and non-measurable
5. Impact
Employee Engagement
Customer Loyalty
Company Reputation
Business Innovation/Growth Opportunities
Healthy Communities
Next are our activities. We view these based on five values. The first value is centrality – how closely aligned is the proposed activity to our corporate mission. The second is…
She then moves on to the second item and says:
“Next are our activities. We view these based on five values. The first value is centrality – how closely aligned is the proposed activity to our corporate mission. The second is…” and she continues to read the list.

13. The Foundation Giving Model
Resources/Inputs
Corporate Giving
Volunteerism
In-kind
Activities
Centrality – how closely aligned to corporate mission
Specificity – Focus on corporate alignment
Proactivity – taking the lead
Volunteerism – personal involvement
Visibility –Awareness of actions and outcomes
Outputs
Grants, programs, volunteer time
Outcomes
Measurable and non-measurable
5. Impact
Employee Engagement
Customer Loyalty
Company Reputation
Business Innovation/Growth Opportunities
Healthy Communities
Where is the Insight?
Where is the insight?
Facilitator – take a moment for feedback

14. What Does this Mean to Us? Be the Consultant when you talk
Examples
Opinions
Thinking
Stories
Observations
Experiences
Approach
Philosophy
What we really want to know from the Executive Director is what does this mean to us? Here is another way she could speak to the slide.

15. The Foundation Giving Model
Resources/Inputs
Corporate Giving
Volunteerism
In-kind
Activities
Centrality – how closely aligned to corporate mission
Specificity – Focus on corporate alignment
Proactivity – taking the lead
Volunteerism – personal involvement
Visibility –Awareness of actions and outcomes
Outputs
Grants, programs, volunteer time
Outcomes
Measurable and non-measurable
5. Impact
Employee Engagement
Customer Loyalty
Company Reputation
Business Innovation/Growth Opportunities
Healthy Communities
Instead of reviewing every item in the Foundation Giving Model…

16. Too Much Information!
which is too much information…

17. The Foundation Giving Model
Resources/Inputs
Corporate Giving
Volunteerism
In-kind
Activities
Centrality – how closely aligned to corporate mission
Specificity – Focus on corporate alignment
Proactivity – taking the lead
Volunteerism – personal involvement
Visibility –Awareness of actions and outcomes
Outputs
Grants, programs, volunteer time
Outcomes
Measurable and non-measurable
5. Impact
Employee Engagement
Customer Loyalty
Company Reputation
Business Innovation/Growth Opportunities
Healthy Communities
There are a lot of steps to our “Giving Model.” The key point I want to share with you is that these steps are in alignment with our company’s mission. Let me give you an example…
She could instead say, “There are a lot of steps to our “Giving Model.” The key point I want to share with you is that these steps are in alignment with our company’s mission. Let me give you an example…”
If she said this – we would hear useful verbal insight.

18. The Foundation Giving Model
Resources/Inputs
Corporate Giving
Volunteerism
In-kind
Activities
Centrality – how closely aligned to corporate mission
Specificity – Focus on corporate alignment
Proactivity – taking the lead
Volunteerism – personal involvement
Visibility –Awareness of actions and outcomes
Outputs
Grants, programs, volunteer time
Outcomes
Measurable and non-measurable
5. Impact
Employee Engagement
Customer Loyalty
Company Reputation
Business Innovation/Growth Opportunities
Healthy Communities
How can the
slide provide
more
visual insight?
Let me ask you, how can this slide provide more visual insight to support her verbal insight?
Facilitator get feedback from group.
Looking for comments like:
Change the headline to the key point
Reduce the amount of words
Put the steps into a process

19. Foundation Aligned with Corporate Mission
Process for Creating Outcomes and Making an Impact
Resources
Inputs
Activities
Outputs
Outcomes
Impact
Corporate Giving
Volunteers
In-Kind
Donations
Events
Volunteerism
Meetings
Planning
Managing
Built a Home
Read to a Child
Cleaned up Debris
Taught English
Safe Place to Live
Able to Get a Job
Proud of Community
Graduate from H.S.
Engaged Employees
Loyal Customers
Positive Company Reputation
Innovative Business
Healthy Communities
Here’s how we revised the slide to have more insight.
We applied these techniques:
Changed the headline to the key point
Reduced the amount of words
Put the steps into a process

20. There are a lot of steps to our “Giving Model
There are a lot of steps to our “Giving Model.” The key point I want to share with you is that these steps are in alignment with our company’s mission. Let me give you an example…
Now when the Executive Director shares her verbal insight, she has visual insight to match it.

21. Before
After
Here’s the before and after slides

22. Let me give you one more example of going beyond information to insight by being a consultant when you talk

23. Director, Website Development
Ron Schmidt
Director, Website Development
Ron Schmidt is the Director of Web Development for his company. He is giving an update to the management team on website activities and opportunities

24. Social Media Plugins Add “share with friends” icon to our website
Customers refer friends to our site
We obtain new customers
Low cost method of new business
Popular Social Media Sites
Here’s the slide that Ron presents to the team. I’ll give you a minute to look at the slide.
Facebook
Twitter
Google Plus
MySpace
Blogger
YouTube
Digg
Tumblr
Pinterest

25. Social Media Plugins are an excellent way to get more customers to our website. Listed here are the most popular sites.
By adding a “share with friends” icon on our website we can increase the number of referrals back to our page.
Ron says to the management team:
“Social Media Plugins are an excellent way to get more customers to our website. Listed here are the most popular sites. By adding a ‘share with friends’ icon on our website we can increase the number of referrals back to our page.”
Let me ask you how well did you understand Ron’s information? By a show of hands – put your hand up 100% if you understood it 100%, put your hand up 75% if you understood it 75%, 50% if understood it 50% and put your hand up just 25% if you barely understood it.
Trainer note vote and results

26. Be the Consultant when you talk
Examples
Opinions
Thinking
Stories
Observations
Experiences
Approach
Philosophy
Now let’s have Ron be the consultant.

27. Obtaining New Customers
Using Social Media as a Low Cost Referral Source
These are “Social Media Plugins”
Add “share with others” to our site
Generates referrals
Referrals become customers
This time Ron puts up this slide. Let me give you a minute to review the slide.
What are a couple of things you notice that are different about this slide?
Facilititor get feedback
Will get comments like:
Benefit is in the title
Visuals that are familiar
Step by step process

28. We are always looking for new ways to obtain customers
We are always looking for new ways to obtain customers I have observed that our competitors are using social media to do this. How? Let me share an example from Amazon.
Their pages include “Share with a friend.” I clicked on the Facebook icon and shared a book with my friends. Then, friends who were interested in the book clicked the link and arrived at the Amazon page to buy.
These are called Social Media Plugins and I think we should consider implementing this process.
And this is what Ron says regarding the slide:
“We are always looking for new ways to obtain customers. I have observed that our competitors are using social media to do this. How? Let me share an example from Amazon.
Their pages include ‘Share with a friend.’ I clicked on the facebook icon and shared a book with my friends. Then, friends who were interested in the book clicked the link and arrived at the Amazon page to buy. These are called Social Media Plugins and I think we should consider implementing this process.”
Let’s do the same poll again. How well did you understand this? By a show of hands 100%, 75%, 50%, 25%?

29. Before
After
Here’s the before and after

30. So the bottom line today is go beyond information to Insight By Being a Consultant when you talk.

31. Questions?
Discussion?