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Presentation and Communication Workshops

Karl T. Ulrichhttp://opim.wharton.upenn.edu/~ulrich

ulrich@wharton.upenn.edu

Karl T. Ulrich 2

What is the goal of the presentation or meeting?

Information dissemination. Coordination and planning. Decisions and approvals. Teaching and learning. Managerial “clock” and milestones. Motivation, persuasion, call to action. Enhancing status of presenter. Entertainment. Building rapport and culture. Ceremony, ritual, worship. Information gathering. Problem solving.

Some typical goals:

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Presentation Design

Contextual factors you probably can not control:

You may be able to influence or control:

You probably control directly:

Organization and development of contentRhetorical devices and style employed Group participation and engagementLightingStance/configuration of leader/presenterDressDisplay technologyWriting technology (e.g., boards, flip charts)Use of media/materials

Group sizeInvite listMeeting announcementAdvance preparation of participants Time of dayDurationTiming of breaksRoom configurationVirtual presence technologyFood

Your particular skills and capabilities as leader/presenter (can of course be improved in long run)Information asymmetry (i.e., who knows what)Authority hierarchyOrganizational culture and normsRapport and pre-existing relationships

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Guidelines for Effective Presentations

Explicitly define your 1-5 goals for the meeting (notecard in pocket). Express enthusiasm. Show don’t tell (i.e., present the evidence and make the conclusions self evident). Engage the participants with a vote, list making, breakout, contest, thought experiment, etc. Light the room. Configure the room in a circle or U. Enforce meeting expectations consistently. Punctuate the session orally. Bring props. Develop and use fewer, better graphics. Employ stories, scenarios, narratives. Develop and use standard templates/dashboards for periodic information dissemination. Practice presenting (1-2x)…really…especially opening minute.

For most business presentations you should…

Text slides (lists ok?) Animation Laser pointers Lecterns Clip art Slide notes (or worse…a script) Color backgrounds on slides

For most business presentations you should rarely or never use…

Advanced techniques for the brave…

Humor Self-deprecating comments/stories Stunts

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Wharton Strategic Objectives Related to Globalization

We intend to be the preeminent business school globally through excellence in these areas:

1. Global Research

Creating, codifying, and disseminating knowledge about effective management in a global environment.

2. Global Education

Providing all of our students with the skills, knowledge, and perspectives they need to become effective leaders and managers in a global environment.

3. Outreach

Disseminating knowledge about management (whether "global" or not) to the global business community.

4. Educating Business Leaders in Key Regions

Serving (and being recognized for serving) the educational needs of a significant number of the most talented individuals in significant regions of the world.

5. Alumni

Fostering vital alumni communities in significant regions of the world.

6. Social Good

Benefiting society in regions of high need through business education and research.

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Personal Transportation

Single person. Distances of 0 – 20 miles. Ground based transport. 74% of “trips” are in this

category. Baseline “technology” is

walking. 3-5 mph practical range of a mile or

two.

MBA Program: International Students at WhartonMBA Program: International Students at Wharton

Class of 2001Class of 2001 Class of 2008Class of 2008

Based on citizenship, for the class of 2008 - India, China and South Korea represent the Based on citizenship, for the class of 2008 - India, China and South Korea represent the three largest sources of international matriculants (excluding Canada).three largest sources of international matriculants (excluding Canada).

59.6% 55.1%

4.6%8.8%

6.9% 6.8%

5.3%4.9%

4.1%2.7%

Wharton Strategy Committee Confidential Working Draft – For Discussion Purposes Only 11Draft of 18 February 2007

Citizenship of Matriculants

MBA Program (WG’06 – WG’08)

57.0%8.2%

4.0%

3.2%

2.0%

1.9%

1.6%

1.6%

1.2%

1.2%

1.0%

1.0%

16.1%

0% 10% 20% 30% 40% 50% 60%

78 other countries

Taiwan

Spain

Israel

France

United Kingdom

Brazil

Canada

Japan

South Korea

China

India

United States

~10% of matriculants hold "green cards"

UG Program

• 16% non-US citizens. Fraction set by Penn admissions.

• ~40 countries, but more evenly distributed than in MBA program.

• Countries consistently matriculating more than 2 students per year: India, Singapore, Canada, S. Korea, Brazil, Turkey, and Pakistan.

• Essentially no Penn financial aid for non-US citizens, so virtually all are from relatively affluent families.

• About 25-30% of the entire UG population either hold a non-US passport or speak a first language other than English.

Sources: Wharton Graduate Division statistics; Wharton Undergraduate Division statistics.

Wharton matriculates a more international MBA class than Harvard (33%), Kellogg (28%), and MIT (30%); and one similar to those of Stanford (43%) and Columbia (42%).

b a c k n e x th o m e

11/19/1863

Gettysburg Cemetery Dedication

Abraham Lincoln

b a c k n e x th o m e

11/19/1863

Agenda

Met on battlefield (great) Dedicate portion of field - fitting! Unfinished work (great tasks)

b a c k n e x th o m e

11/19/1863

Not on Agenda!

Dedicate Consecrate Hallow

(in narrow sense) Add or detract Note or remember what we say

b a c k n e x th o m e

11/19/1863

Review of Key Objectives& Critical Success Factors

What makes nation unique– Conceived in Liberty– Men are equal

Shared vision– New birth of freedom– Gov’t of/for/by the people

b a c k n e x th o m e

11/19/1863

Organizational Overview

00.10.20.30.40.50.60.70.80.9

1

-87Years

Now

New Nations

b a c k n e x th o m e

11/19/1863

Summary

New nation Civil war Dedicate field Dedicated to unfinished work New birth of freedom Government not perish

The Gettysburg Address, 3

Source: Tufte article, Cognitive Style of Powerpoint.

Hewlett-Packard Company Confidential

ConsumersProvide Closer Match to

Customer Needs in Specific Regional Segments

ChannelsAchieve Greater Channel Loyalty, Mindshare and

Product “Push”

VCD Core Capability

Improve VCD Product Line Flexibility & Market Responsiveness

VCD Tailored Products Strategy Objectives

Regions

Meet the Varying Needs, Preferences and Tastes of Customers Around the World

Hewlett-Packard Company Confidential

Sep-94 Oct-94 Nov-94 Dec-94 Jan-95 Feb-95 Mar-95 Apr-95 May-95 Jun-95

S1

S2

S3

0%

2%

4%

6%

8%

10%

12%

14%

16%

Comdex: Ave GM%

Retail: Ave GM%

All Channels: Ave GM%

Shipped

540 Retail margins hit 4%Retailers Stopped Advertising

Lost 10% Market Share

Channel Having Huge Impact on Sales

DeskJet 540

Canon Steps InPrice Wars Begin

DJ600CDJ660Cse & DJ855C

9% Lowest

Hewlett-Packard Company Confidential

Poor Uses of Software Bundles

Used to Inflate Value (Support the Price) of Printer

Used as the Primary Differentiator Because Our Competitors are Doing it

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Font Size

36 pt The quick The quick

24 pt Fox jumped Fox jumped

18 pt Over the hen. Over the hen.

16 pt The hen dove The hen dove

14 pt Under the bed. Under the bed.

12 pt Need a better Need a better

10 pt Example of text. Example of text.

(Arial) (Times New Roman)