Leadership for Tomorrow

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Leadership for Tomorrow

• Day Two Welcome Re-Cap

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Better Leadership Through Improved Communication
Skills

• Speaking for Success

Alistair Nicholas
Beijing, 17-18 September 2009
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Strong brands stand for something
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What does your brand stand for?
How do you build and manage your personal brand?
Will your brand fit with your companys brand?
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The Personal Brand Perception Pyramid
What we say
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How we sound
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How we look
70
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Branding is everything

• We must
• Look
• Act
• Sound
• Be
• Professional at all times offline and online

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Take control of your brand

• Visualize what you want your brand to stand for
• Work on projecting that brand image everyday
• In how you dress
• In how you speak
• In your relationships with
• your boss
• your colleagues
• your subordinates
• your customers
• business partners

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All great leaders do one thing very well
Leadership The Essential Quality
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Learn to Speak
Motivation is everything. You can do the work of
two people, but you can't be two people. Instead,
you have to inspire the next guy down the line
and get him to inspire his people.
You can have brilliant ideas, but if you can't
get them across, your ideas won't get you
anywhere.
- Lee Iacocca, former Chrysler Chairman CEO
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Exercise Speak with Impact!

• Work out your elevator speech
• 30 seconds to get across one key message about
  yourself
• Practice it with a partner
• Stand up straight
• Look them in the eye
• Speak with your heart, but from your stomach

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Public Speaking Presenting
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Types of speeches

• Impromtu or not prepared/off the cuff
• Extemporaneous or fully prepared
• Memorised speech
• Read speech
• Most of the time we are called on to give
  extemporaneous speeches

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Flat-lining speeches

• Speeches that bore the audience to death happen
  because the speaker assumes there is a burning
  interest in his/her topic
• But in an age of information overload, we have
  become experts at tuning out

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Route 350

• Most people listen at around 500 words per minute
• However, most people can only speak at around 150
  words per minute
• This gap of 350 words is referred to as Route
  350 its when listeners channel that gap into
  other thoughts
• The beach at Phukhet,
• the dress you saw at Shanghai Tang yesterday,
• the problem youre grappling with at the office.

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Sell yourself

• We all live by selling something - Robert Louis
  Stevenson
• When you give a speech or presentation you are
  selling two things
• Yourself
• Your Message
• If you fail to sell yourself, you will fail to
  sell your message

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Whats your objective?

• There is a reason or purpose for every speech or
  presentation that you give otherwise, why give
  it
• You must want to promote your expertise or your
  company, or an idea or a specific product
• Your objective is not to give a good speech the
  speech is the method to achieve something else,
  it is not the objective
• You want your audience to respond in some way, to
  take some action

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Know the audience

• Do some research and find out about your audience
• Ask some questions-
• How many people will attend?
• Who are they? What are their positions?
• Who are the real decision-makers?
• What do they already know about my subject?
• What preconceived views (prejudices) do they
  hold?
• Can they be swayed?
• What concerns them and how can I lay those
  concerns to rest?
• Am I knowledgeable and passionate about this
  subject?
• What will it take to convince them?

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Type of speech

• Decide what type of speech you will give either
  an extemporaneous speech or a read speech
• Either type requires a lot of preparatory
  research, drafting and rehearsal
• The best type of speech to give in business is
  the extemporaneous speech

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More skills for successful public speaking
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Research

• I have six friends who serve me true,
• Their names are What and Where and When
• And How and Why and Who
• - Rudyard Kippling

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Develop messages

• Limit yourself to three messages
• Everything else you say is a proof point
• Remember the 3 Cs be
• Clear
• Concise
• Concrete

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Whats in a message

• A message is what you want to communicate
• But
• Its not what you tell them thats important
  its what they hear Red Auerbach, Boston
  Celtics coach

• So, talk to them in their language and keep it
  simple and straight

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Successful Messaging

• The secrets of successful messaging
• Know what you want to say
• Dont have more than three messages in a speech
• Remember the KISS principle
• Begin where you want
• Repeat it three times so people hear and remember
  it
• Make it a strong finish

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Writing the speech

• Draft an outline plan
• Introduction
• Body
• Summary Conclusion
• Structure it logically so your arguments lead to
  conclusions that result in action action that
  achieves your objective(s)

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Writing Style

• Dont write, speak!
• A speech is not a formal report or a proposal or
  policy paper
• Use short sentences if your sentences are long
  your audience will head down Route 350
• Use short and simple words
• Dont use jargon unless youre talking to
  experts who get the jargon

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Speech structure length

• Opening/introduction
• Tell em what youre gonna tell em
• Make it attention grabbing
• The Main Body
• Tell em!
• Elaborate on it using examples, quotes, anecdotes
  and statistics
• The Summary Conclusion
• Tell em what you told em
• Leave the audience with a clear call to action
• Make it hard hitting
• Keep it short be sincere, be brief, be seated

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Delivering the speech

• Speak in a loud, clear, authoritative voice
• but make sure it remains unaffected
• Maintain eye contact
• Be lively and animated
• but dont go wild
• Be passionate and persuasive

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Dress personal appearance

• You never get a second chance to make a first
  impression
• old adage
• Dress conservatively
• Dark suit (navy blue, black, charcoal grey),
  either plain or with a fine pin-stripe
• Plain shirt/blouse in white or light colour
• Contrasting colour tie/scarf, but not too bright
  make it silk
• Well-polished shoes
• Dark, unobtrusive socks
• Plain, black leather belt
• Women must wear businesslike, but feminine clothes

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Dress and personal appearance

• Bright, flamboyant clothes and colours do not
  work for men or women
• Avoid casual clothes even if the organisers say
  dress casually
• Avoid revealing clothes
• You must dress for success
• If you dress badly the audience will notice your
  clothes if you dress well they will notice the
  person

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Handling questions

• Recognise different types of questions
• Looking for information easy
• Concealed objection return to your messages
• Test questions answer best you can
• Display question thank questioner for their
  valuable input and move on
• Challenge question Clarify what you are talking
  about and return to your messages
• Defensive question usually from entrenched
  interests be prepared to argue your point,
  nicely
• Off the record questions no such thing dont
  be fooled into answering it
• Yes or No questions dont get sucked in
• No win questions respond by putting things in
  context

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Handling difficult questioners

• Theres always going to be at least one
• Anticipate hard questions and prepare for them
• Dont be rude to difficult questioners, no matter
  how rude they are to you
• Address the audience and not just the questioner
• Dont try to embarrass the questioner you will
  lose
• Never make up answers or lie
• Its better to apologise for not knowing and
  offering to get back to someone with an answer
• Keep emotion out of your answer
• Put a pleasant, cooperative tone in your voice to
  answer questions

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Seven habits of good speakers

• Prepare from the outset
• Understand the audience and approach the speech
  from the audiences perspective
• Never read speeches or PowerPoints
• Speak in a conversational way
• Look the audience in the eye
• Dress for success
• Keep it brief and jargon free

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Obamarama what makes a great speaker?
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Advanced skills
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Persuade the audience

• Speak with passion
• I have a dream. Martin Luther King
• Choose persuasive words and phrases
• Ask not what your country can do for you. Ask
  what you can do for your country. John F.
  Kennedy, Inauguration speech
• Repeat words/phrases to draw attention to key
  points
• One hundred years later. used by Martin
  Luther King in his I have a dream speech
• Let them come to Berlin John F. Kennedys Ich
  bin ein Berliner speech
• Use alliteration and assonance, rhyme, rhythm and
  reason
• Let us go forward to lead the land we love
  John F. Kennedy, Inauguration speech
• Use juxtapositions
• Let them come to Berlin . John F. Kennedys
  Ich bin ein Berliner speech

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Persuade the audience

• Re-define terms
• Gordon Gecko, Greed is Good, Wall Street
• Pause for effect
• Use hand gestures (Barack Obama does a lot of
  this)
• Use humour
• Senator, I served with Jack Kennedy, I knew Jack
  Kennedy, Jack Kennedy was a friend of mine.
  Senator, youre no Jack Kennedy. Lloyd Bensten
  rebutting Dan Quayle during 1988 VP debate.
• "I want you to know that also I will not make age
  an issue of this campaign. I am not going to
  exploit, for political purposes, my opponent's
  youth and inexperience." -during a 1984
  presidential debate with Walter Mondale
• More examples of rhetorical devices
  http//www.uky.edu/AS/Classics/rhetoric.html1.

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Trainee presentations
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Summary Conclusion
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Lunch
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Leadership, Personality Team Building
Prof. Alan Barrell, Cambridge University
Beijing, 18 September 2009
http//www.cambridge-china.com
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Our Personalities and Mix of Skills Building
a Balanced Team

• We are all different
• No single person has all the skills needed to run
  a company or team
• Understanding others is a valuable activity
• Expressing ourselves needs adjusting for the
  audience
• Presentations are for the audience
• Relationships are the core of good business
  practice
• Listening is more important than speaking
  sometimes
• TRUST in others and WISDOM are important for
  effective LEADERSHIP
• TEAMWORK happens when people make the effort and
  enjoy a balance of skills

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Nine Roles
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Plant
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Shaper
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Specialist
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Co-ordinator
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Completer-finisher
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Implementer
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Monitor-evaluator
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Resource investigator
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Teamworker
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Ideal vs Real
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Breaking down vs Building up
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Dissent vs consensus
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Creative vs Appraisal
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Seminal vs Mature
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Window of Opportunity
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Day Two Wrap-Up
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(No Transcript)
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Thank You

• Contact us

Alan Barrell / Helen Zhang / Alistair
Nicholas Cambridge Executive Learning China Tel.
6580-3900 Email cambridge_at_accstrategic.com
http//www.cambridge-china.com