A Case Study A Client Willing To Be ‘Ambitious’
ProPez Client
Experienced consultant in utility industry.
Her Role
Help foreign governments implement major infrastructure projects gaining consensus from a pool of diverse stakeholders by delivering key information on: ➡ technology options, ➡ engineering solutions, ➡ funding options and ➡ environmental impact
Her Challenge
Speed up the consensus between the various stakeholders which may take weeks even months.
The Solution
Role changed from just presenting technical information to being a facilitator.
Presentation started with a clear statement of intent that delivers impact.
Presentation broken down into digestible topic sized sections with a facilitated discussion at the end of each session.
Content focused on key messages rather than technical details.
Visual aids designed for an audience of people for whom English is a second language.
The Outcome
Consensus reached for each session ensuring an overall agreement.
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other stakeholders. It involves coaching and mentoring about the business.
“We use our extensive business experience to challenge clients, challenge their thinking, suggest ambitious objectives, and identify more appropriate or more powerful key messages. We are very good at putting ourselves in the shoes of our client’s client and then playing devil’s advocate.” explains Chris.
When strategy is clear, they help to build or refine the marketing propositions, so that the people charged with representing the business are well-equipped to talk to clients and other stakeholders, with a clear understanding of the propositions, key messages and relevant benefits.
Once the business itself is presentable – in terms of strategy and proposition – they help people develop their presentation material, skills and style. The process works by looking at the composition and expectations of the audience; establishing an ambitious outcome for the presentation; identifying the actions required to reach the outcome; and selecting the topics, messages and content which will deliver the greatest impact.
“Too many people approach their presentations with limited ambition – just aiming to deliver facts and information rather than striving to deliver a concrete business result.”
Chris challenges his clients to not only seek an outcome but also an ‘ambitious’ outcome to their presentations – an outcome which will really drive their business forward.
Chris highlights the fact that there seems a plethora of poor-quality visual aids which end up being an endless stream of unappealing slides with a poor narrative – lacking structure, purpose, messages and relevance. And those presentations are often delivered by
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