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technical requirement or technicality?
Denise LoudenMBC Final ProjectMay 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?
8%
92%
0%
20%
40%
60%
80%
100%
Somewhat Important Very Important
How often do you deliver persuasive presentations for the firm?
42%
15%20%
14%9%
0%5%
10%15%20%25%30%35%40%45%
Less thanonce/month
Once/month Once/week Once/day More thanonce/day
58%
How much persuasive presentation training have you had?
12%
42%
28%
11%8%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
Never 1-2 3-6 7-11 12 or more
Number of sessions
My persuasive presentation skills have improved as a result of the workshop.
Unsure 28%
Strongly Agree 9%Agree
63%
How would you assess your performance in front of clients since completing the training?
8%
53%
22%17%
0%
10%
20%
30%
40%
50%
60%
Very muchimproved
Somewhatimproved
No change Have not metwith client since
My colleagues persuasive presentation skills have improved as a result of the workshop.
Unsure52%
Strongly Agree5%
Agree42%
Disagree2%
If further training were available, how often would you be willing to attend?
51%
33%
16%
0%
10%
20%
30%
40%
50%
60%
1-2 times/year 3-5 times/year 6+ times/year
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