Details

<p>Foreword xix</p> <p>Introduction An Absolute Will to Win Is Essential for Success xxi</p> <p>Government Orals — What They Are, How They Originated, Why They Are So Important, and the Requirements the Government Must Follow When They Are Used xxiii</p> <p>Customer’s Objectives xxv</p> <p>Your Team and Your Team’s Objectives xxvi</p> <p>Orals Coach or Speech Coach? xxviii</p> <p><b>Chapter 1 </b><b>Preparation: Preparation Is the Foundation of Success 1</b></p> <p>Customer Intelligence 2</p> <p>Evaluation Criteria 7</p> <p>Team Strengths and Weaknesses 8</p> <p>Competitor Strengths/Weaknesses 10</p> <p>Presentation Win Strategy 13</p> <p>Value Proposition 17</p> <p>Win Themes and Discriminators 18</p> <p>Getting to Blue! 24</p> <p><b>Chapter 2 </b><b>Secrets of Successful Presenters: An Audience Quickly Forgets the Ordinary—Don’t Be Ordinary! 27</b></p> <p>Let Your “Self ” Shine Through 28</p> <p>The Power of Personal Stories 29</p> <p>Converse Rather Than Lecture 31</p> <p>Teach the Customer Something They Don’t Already Know 32</p> <p>Include Something Astounding 34</p> <p>Keep It Short, Sweet, and Direct 36</p> <p><b>Chapter 3 </b><b>Presentation and Messaging Preparation: Key Elements to Increase Your Win Probability 39</b></p> <p>Select Content 40</p> <p>Prepare Content for Delivery 46</p> <p>Effective Graphics and Visuals—There Will Not Be a Second Opportunity to Create a Great First Impression 47</p> <p>Effective Dialogue and Manuscript—The Key Part of Messaging Is Delivery 55</p> <p>Refining Your Message—Improvements to Increase Your Win Probability 65</p> <p>Review the Power of Your Language—What You Say and How You Say It Are Equally Important 68</p> <p>Make Your Content Work for You—Achieve the Most Value with Limited Time and Resources 69</p> <p>Highlighting Strengths and Mitigating Weaknesses— All Companies Have Them, so Know Yours! 70</p> <p>Using Content and Delivery to Connect 73</p> <p>Incumbent Tips 74</p> <p><b>Chapter 4 </b><b>Rehearse: The Delivery — Part Interview, Part Stage Show 79</b></p> <p>Appearance 81</p> <p>Verbal Delivery Tips 83</p> <p>Nonverbal Delivery Tips 88</p> <p>Effective Use of Your Hands 90</p> <p>Effective Use of Your Face 96</p> <p>Effective Use of Your Body: Posture and Gesture 96</p> <p>Connect with the Audience Emotionally and Psychologically 99</p> <p>Engaging — General Delivery Tips 107</p> <p>Using Props and Visuals 111</p> <p>Practice, Practice, Practice 112</p> <p>Dry Run Your Presentations 114</p> <p>Informal Dry Run 114</p> <p>Formal Dry Run 114</p> <p>Create a Mock-Up Presentation Room 117</p> <p>Prepare for Common and Uncommon Events 118</p> <p>Question and Answer Sessions 122</p> <p>Sample Questions Your Customer May Ask You 127</p> <p><b>Chapter 5 </b><b>Formal Presentation Day: Demonstrate Your Competence, Credibility, Confidence and Commitment 131</b></p> <p>Dealing with Nervousness and Distractions 132</p> <p>Delivery Distractions 135</p> <p>Guidelines for Interacting with the Customer 136</p> <p>Formal Presentation Day Emergency Kit 137</p> <p>Essential Backup Equipment to Take with You 138</p> <p>Final Preparations 138</p> <p>The After-Presentation Action Review 139</p> <p>Celebrate! 140</p> <p><b>Chapter 6 </b><b>Real-Time Demonstrations–A Truly Special Experience!: Live Demonstrations Present New Challenges and Opportunities to Crush Your Competition 141</b></p> <p>Understanding the Demo Requirements 142</p> <p>When Demonstration Requirements Are Clear 142</p> <p>When Demonstration Requirements Are Not Specified 143</p> <p>Simple and Complex Demos — Either Way, Make Sure They “Get It”! 145</p> <p>Getting from Good to Great with Deeper Insights — Discriminators, Risks, and Hot Buttons 146</p> <p>The Demo Project Plan and Project Manager 146</p> <p>Teammate, Subcontractor, Vendor, and Supplier Support 147</p> <p>Visuals 148</p> <p>Planning for Success 149</p> <p>How to Handle an Issue or Problem 149</p> <p>Before Going Live — Holistic Review, Integration, and Rehearsal 151</p> <p>Celebrate Success! 152</p> <p><b>Chapter 7 </b><b>Sample Charts 153</b></p> <p>Overall Approach, Win Theme, and Discriminators Chart 156</p> <p>Organizational Chart 157</p> <p>Impact and Special Messages Chart 158</p> <p>Build-Up 159</p> <p>Text-Intensive Charts 160</p> <p>Mixing Key Words and Graphics 161</p> <p>Sample Chart—Features and Benefits 162</p> <p>Risks Chart 163</p> <p>Financial and Statistical Charts 164</p> <p>Tables 165</p> <p>Technical Illustrations and Drawings 166</p> <p>Appendix Federal Acquisition Regulation (FAR) 15.102 Oral Presentations 167</p> <p>Acknowledgments 171</p> <p>About the Authors 173</p> <p>Index 177</p>

<p><b>JOHN PARKER STEWART</b> is the founder and CEO of Stewart Leadership, which he started in 1980. He is globally recognized as a leadership coach, consultant, educator, speaker, orals/speech coach, and team performance specialist. John has coached and trained tens of thousands of leaders worldwide. <p><b>DON FULOP</b> is a senior executive who has worked in aerospace and defense his entire career. During his career with the world's largest defense contractor, he led teams that won billions of dollars in new business.

<p>PRAISE FOR <p>MASTERING THE ART OF ORAL PRESENTATIONS <p>"If you are a professional who has to win a proposal or impress a prospective client, this book is a must-read for you and your team."<br/> <b>—Mike Thomas,</b> Former President, Lockheed Martin <p>"Fulop and Stewart truly stand up and deliver. They lift the veil and reveal what magicians rarely, if ever, share: their real secrets. They have been there and done that—skillfully, gracefully, and seemingly effortlessly—delivering uncommon results."<br/> <b>—Dr. Lani Kass,</b> Senior Vice President and Corporate Strategic Advisor, CACI International Inc.; Former Senior Policy Advisor to the Chairman of the Joint Chiefs of Staff; Former Special Assistant to the Chief; USAF Former Professor of Military Strategy, National War College <p>"Facing an oral presentation is much feared but is an increasingly critical aspect of winning business. Rest assured the winning organization will have thoroughly studied this invaluable resource."<br/> <b>—Colonel James C. Adamson,</b> US Army, Ret.; NASA Astronaut; Former President, Lockheed Martin; Former CEO, Allied Signal/Honeywell <p><i>Mastering the Art of Oral Presentations</i> is your hands-on guide for creating and delivering presentations that have the punch and credibility that can convince your listeners that you have the product or service they need. No matter if you are presenting to a single individual or an auditorium filled to capacity, this book gives you the suggestions and information needed to help you plan, develop, and present a dynamic presentation. <p>The book contains the time-tested suggestions for pitching your message to government agencies, private companies, and key decision makers. The authors explain what it takes to create conversational presentations that are head and shoulders above the competition because they incorporate compelling personal stories. They also discuss how to refine your message, highlight your product or service's strengths, and use effective graphics and visuals. <p><i>Mastering the Art of Oral Presentations</i> gives solid advice for delivering a presentation that will engage your audience, instill confidence, and ultimately win them over.

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