E-Tips

"You're Fired!"

How to Survive in The Boardroom
by Rick Gilbert

Business schools are studying it. People at work are discussing it. People magazine features articles about it. "It" is the new TV sensation, The Apprentice. Suddenly, a reality TV program about people in business is all the rage. Mimicking Donald Trump, people are running around gesturing with their right hand saying, "You're fired!"

Whether we end up going "Up to the suite, or down to the street," one thing is clear: in The Boardroom, the stakes are very high. Careers and projects hang in the balance. There is conflict and defensiveness. There is also an opportunity to impress senior people.

Our recently released DVD, Speaking to the Big Dogs, presents the views of 17 C-level and other senior executives discussing what works and what doesn't work when presenting to the senior staff.

As one senior executive told us:

"I sit through so damn many of these executive presentations. It is painful. There are two times when you are alone in life: one is when you die, and the other is when you present to senior management."

How can you be successful?

Eight Tips from the DVD for Successful Presentations to the Big Dogs

1) It is a discussion, not a presentation.

Be prepared for a dialogue, not a monologue.

2) First line, bottom line.

The first thing you say (your first line) should be what you want from the meeting. You may not get a chance to say your second line.

3) Follow the 10 / 30 rule.

If you have a 30-minute presentation, prepare about 10 minutes of material. Remember, it is a discussion, not a presentation.

4) Substitute analytical information for stories.

The higher up you go in the organization, the less you should use stories. Use data instead, and make sure the numbers "tie."

5) Be prepared to give up the middle.

The Big Dogs will take the discussion wherever they want it to go. Your job is to artfully "ride the bull," and be ready to dump most of your prepared material. Then try to bring it to a successful resolution at the end.

6) Do your homework.

Speaking to senior management is one of the most important, stressful, and potentially rewarding opportunities you will ever have in business. Prepare months in advance. Learn about the politics of the group, send them advanced material on your talk, and check with other functional areas that may be impacted by what you are proposing. Remember, it is more about strategy than about presentation skills.

7) Reduce the number of PowerPoint slides.

Depending too much on visual aids, or worse, reading them, can be career limiting with the Big Dogs. Remember the 10 / 30 rule. If you prepare for just 10 minutes of content, and figure three minutes per slide, you will need only three slides for a 30- minute presentation. Do have back up slides, though, in case they want to drill down.

8) Presenting bad news.

Get the bad news out right away. Explain why it happened followed by what you are planning to do to fix it, and be prepared to offer several solutions. Let them choose.

But do not get too stressed out. According to Dan Warmenhoven, CEO of Network Appliance:

"Remember, we're on your side. We're on the same team. We want you to succeed; otherwise, we would not invite you to be here."

While the tips presented in this program may not assure you a position in Trump's empire, it will help you to be successful when speaking "up" in your own organization.