1 presentation and communication workshops karl t. ulrich ulrich ulrich@wharton.upenn.edu
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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:
Karl T. Ulrich 3
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)
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