Plan and conduct a successful presentation

Know your client

In preparing for your presentation, you want to optimally "set the stage" for the best chance of achieving your objectives. Knowledge of your client's practices and culture can make a significant difference. It helps you appear more informed, create a positive meeting atmosphere, and understand their critical business issues. For example, one of the most basic understandings is what time your client starts and finishes their day. Don't schedule a 7 a.m. start if it will irritate your client because they start their day at 8 a.m. End your days with the client in mind. Understand if they car-pool, take certain trains, etc.

If your presentation will be at your client's facility, make sure you understand business security and confidentiality guidelines. Ensure that the entire team is familiar with them. Make sure someone will meet you at the proper entrance to escort you. Find out if you need special passes for equipment, samples, or props you require at the meeting. Are there out-of-bounds areas? Are there issues in getting to break and cafeteria areas? Where are safety glasses required? Lack of compliance can cause a major distraction and loss of credibility. In general, make sure no one on your team does anything careless or "stupid" from a security and confidentiality standpoint.

There are many times during a major presentation where discussions shift to alternative designs, variations on schedules, or optimal business solutions. We were ready to participate with the client as a business partner in these discussions. We had conscientiously prepared by understanding some of the basic parameters of their business as they applied to our project. These included the following:

• Funding approval process and timing

Obtaining information regarding these client-oriented issues is done by pooling the knowledge within your company of all who have worked with this client, and addressing many of these issues, directly or indirectly, with your engineering, purchasing, or management contacts. You can also use financial websites and corporate websites for more information. Maintain your company's code of ethics in this endeavor.

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Except gleaned from:

"Reprinted with permission from Dr. Alan Zimmerman's 'Tuesday Tip.' As a
best-selling author and Hall of Fame professional speaker, Dr. Zimmerman has worked with
more than a million people, helping them become more effective communicators on and off
the job. To receive a FREE, subscription to his 'Tuesday Tip' articles, go to http://www.
DrZimmerman.com. Or contact him at 20550 Lake Ridge Drive, Prior Lake, MN 55372."