CASE STUDIES

Case Study 1:   DEVELOPING A MORE EFFECTIVE PRESENTATION STYLE

SITUATION: A bright, client-focused, technically superior partner in a world-wide professional services firm came across stiffly when on her feet giving presentations.  She appeared held-in and distant from her listeners.  I was asked to help her create a looser, more dynamic style.

OUR PROCESS: In the beginning, this woman was resistant to changing.   She saw herself as “no-nonsense and professional” and believed these qualities served her well.  She had worked for years to cultivate a serious persona so she would be viewed with respect as a female.

During our sessions, I had her explore involving her body when speaking.    Moving physically gave more life to her voice as well as to her overall presence.  She was accustomed to holding her body tightly and using it very little, therefore movement felt awkward and unnatural to her.  The videotaping was crucial to let her see that what felt over-the-top to her came across as committed and engaged when viewed objectively.

We also worked on taking more time to get her information across to people – to think about the concept she was conveying and not just say the words.   Besides giving her audience time to absorb her thoughts, pausing made a difference for her too.  She could collect her thoughts and say what she really wanted to say rather than wish five minutes later she had said something different. 

Our sessions dealt with how to see her listeners as individuals and not just one big mass of people.  As she learned to connect with members of the audience, she naturally loosened up and became more conversational.  She went from “making a speech” to sharing ideas.

THE OUTCOME: The feedback from senior partners in this firm was that this woman’s presentations changed dramatically.  After seeing her speak at a regional meeting, the Managing Partner called to tell me what an impact she made on the group that day.  She herself felt she had learned how to be “a more relaxed, go-with-the-flow person from the inside out” and still be professional -- not only in front of an audience but one-on-one with her clients as well. 

Case Study 2:   MEETING YOUR LISTENERS NEEDS

SUBJECT: A polished, successful financial industry CEO had numerous opportunities to speak to large audiences.   In his position, candid feedback was difficult to receive, so he sought a professional assessment.  Additionally, he knew he intimidated certain clients and employees, and he wanted to change that impression.

OUR PROCESS: In formal presentations, this executive exuded a thorough understanding of the financial markets.  Because he had spoken about the markets so many times, however, he said he felt “canned and almost rote” in explaining them.  

We worked on slowing his rate of speech as well as pausing between ideas, and his message became easier to follow.  He also felt more conversational and less canned because he had time to think about what he was saying and choose words and examples that fit each particular audience.

His issues with intimidating others were the result of a total focus on the business issue at hand with little attention on the person with whom he was speaking.  We addressed this matter two ways:  The first was to explore different choices in how he used himself physically.  The second was to look at the attitude he brought in talking with people.

THE OUTCOME: When speaking publicly, the executive began to receive unsolicited feedback from those in the audience about how much they had learned from his remarks.  People who had heard him speak before commented that his thoughts on complicated issues were now easier to follow.

In his interactions with employees and clients, he began to learn more about their individual needs and personal goals.  As he worked at drawing out his discussion partners, his meetings became give-and-take conversations, and people began opening up more with their thoughts.

Case Study 3:    PROJECTING AN EXECUTIVE PRESENCE

SUBJECT: An experienced manufacturing executive was well-liked within his organization and a logical choice to be its next CEO.   The organization’s Board of Directors respected his in-depth knowledge of the business, but they had concerns that his persona was not that of a strong leader.   I was asked to help him develop a more commanding presence.

OUR PROCESS: This executive came across as likeable and genuine, but he needed forcefulness if his ideas were to be taken seriously by the stronger audiences CEOs face.  He mumbled and shifted uncomfortably in his chair and on his feet.  When he saw the first video replay of himself speaking, he couldn’t believe how “weak and uninteresting I sound,” because he felt such commitment inside himself about the topics he was addressing.

Our work began by having him learn to own the ground on which he stood and project self-assurance in the way he sat.   He worked on speaking more forcefully.   To give people enough time to absorb his ideas, he explored pausing.  The videotaping was invaluable because the new tools felt awkward and unnatural when he tried them out.  There was no disputing their effectiveness, however, when he saw the video replay.

Visually, his clothes needed to fit better and be of higher quality fabric befitting his position in a large organization.  He was open to feedback about his appearance and began working with an experienced clothier in a men’s fine clothing store in his city.

THE OUTCOME: This executive threw himself wholeheartedly into using the new tools he learned.  He saw his influence increase in meetings not because of his position power, but because he was speaking more persuasively and projected conviction.  Board members began commenting to the current CEO that something was “different” about this executive.  He projected a more powerful, confident presence.  As he grew more comfortable with the new speaking skills, it was easy to envision him talking with analysts or leading a shareholder meeting.  Nothing about his industry knowledge or familiarity with the company changed, but the way he used himself did, and the response was definitely positive.