Steve Keil from Xentio shouts about creating better presentations.

1. GOAL

4. (Million)

7. What’s the Point?

13. Fame

14. Recognition

16. DONATIONS

19. AGREE

21. ACTION

22. ROI

23. What’s the Problem?

24. Most of
them are
REALLY
bad.

25. Why does this matter?

26. You’re killing us; your
business; and your reputation.

27. Prove it, Steve

28. KILLING

29. Cycle of Doom

30. Bad Presentation
Communicate Poorly
Bad Image (yourself, company)
Less Sales (less jobs, customers)
Less Money
1
2
3
4
5

33. Bad Presentation
Communicate Poorly
Bad Image (yourself, company)
Less Sales (less jobs, customers)
Less Money
1
2
3
4
5

34. Communications Model
Creators Recipients
Messages
Media
Approach
Imagine &
create a
message
Observe,
understand,
believe
ACT.
(PRESENTING)
Input Output
PROCESSING

39. Communications Model
Recipients
Messages
Media
Approach
Observe,
understand,
believe
ACT.
(PRESENTING)
GOAL
PROCESSING

41. Communications Model
Recipients
Messages
Media
Approach
Observe,
understand,
believe
ACT.
(PRESENTING)
GOAL
PROCESSING

42. Bad Presentation
Communicate Poorly
Bad Image (yourself, company)
Less Sales (less jobs, customers)
Less Money
1
2
3
4
5

44. Cycle of Doom

48. Bad Presentation
Communicate Poorly
Bad Image (yourself, company)
Less Sales (less jobs, customers)
Less Money
1
2
3
4
5

50. Bad Presentation
Communicate Poorly
Bad Image (yourself, company)
Less Sales (less jobs, customers)
Less Money
1
2
3
4
5

53. Examples:

55. Slide #...
56 (of 187)

56. 56
Push and standardise e-channel (web touchpoint)
Source: XYZ Team
Topic description and scope
Description
• Achievement of a shift from manual/direct interaction with the customer to an electronic
one (internet/EDI) and thus
– Improving efficiency with corresponding DOE reduction
– Decreasing DSO
– Increasing compliance and accuracy of documentation/reporting
– Gaining more customer insight, e.g., preferences, potential business
– Satisfying customer requirements
– Creating a new sales channel to tap small businesses and individuals
– In addition to the above, define processes to motivate customers to use 100% the e-
channel
In-scope
• Processes incl.
– Account creation (credit application)
– Credit approval
– Online quoting request
– Compliance check of shipment and compliance support
– Specification of requirements for implementation of a self-service (e.g., e-selling)
customer portal potentially reusing existing customer facing applications
– All currently offered value added services
– Integrated up- and cross-selling
– Customer e-connectivity, i.e., link to standard e-procurement tools
– Interfaces to other channels, e.g., customer self-service
Out-of-scope
• Product design, pricing definition, and tariff and product maintenance
• New track & trace systems
• New tariff and pricing system
• Customer master data base
• CRM analysis
• Customer service functionality
• Roles and responsibilities for the organisation (sales, operations, finance, etc.)
Strategic
themes
Business relevance and
implementation complexity
DOE
reduction
Customer
intimacy
Trans-
parency
Business risk
Implementa-tion
complexity
2
Low
Moderate
High

57. And now, Slide #
58 (of 187)

58. 58
Physical operations (2/4)5
Execute export operations
Perform freight handling instructions as per
local requirements
M M I/O
Get sign-off from carrier
(shipment acceptance)
M M I/O
Core operations systemTransactional operations
* Trucks, plane, etc. ** Overall contour, e.g., Q6, Q7
• Shipment
monito-
ring
Transactio-
nal ops
• SOP
Perform
freight
handling
instruc-
tions
M M I/O M M I/O
Do build-up
(consolidation)*
and map
shipment to
ULD/ move-
ment
M M I/O
Present
documen-
tation to
customs
M M I/O
Produce
shipment
labels
M M I/O
Check
weigh (and
dimen-
sions)
M M I/O
Map ULD
to move-
ment*
M I/O
Get sign-off
from carrier
(shipment
accep-
tance)
M
Transactio-
nal ops
M M I/O
Source
required
ULD
• Capa-
city
M M I/O
Store
and label
freight*
M M I/O
Confirm
ULD
contour
• House
bill
• Weigh
• Dimen-
sions
• Relevant
documen-
tation
AFR
Perform freight handling
instructions
Store and label
freight*
Perform con-
solidation and map to
container (LCL only)
Get sign-off from
carrier (shipment
acceptance)
M M I/O M M I/O M M I/O M M I/O
Core opera-
tions system
Transactional
operations
Transactional
operations
• SOP
Transactional
operations
• House bill
OFR –
LCL
OFR –
FCL
Transactio-
nal ops
Transactio-
nal ops
Transactio-
nal ops
Transactio-
nal ops,
capacity
management
Transactio-
nal ops,
customer
service
Transactio-
nal ops,
customer
service,
capacity
mgmt Customs
• ULD
con-
tour**

59. And now, Slide #
60 (of 187)

60. 60
Sales1
Actual revenues
Actual costs
Internal rates
Main interactions
Product/capacity management3
Sales Transactional operations1 4
Customer service Physical operations2 5
2
3
Cus-
tomer
Targets
• Customer/
account profit-
ability
• Volume targets
• Fulfillment of
committed
fore-cast given
to capacity
mgmt.
• Performance of
accounts
pipeline
(new/existing
customers)
Customer
facing
• Undi-
fferenti-
ated by
product
• Split by
custom-er
type and
sales
channel
Out-
side
sales
Self
service
sales
Inside
sales
(centra-
lised)
Tradelaneexperts
Sectorstrategy
Key activities
• Farming and hunting of
customers
• Single customer contact
(key account manager for
nominated accounts and
pool of account managers
for non-nominated
accounts)
• RFQ management
• End-to-end product
configuration and pricing
• SLA calculation
• Business development
(incl. marketing strategy)
• Campaign management
• Administrative support for
sales (e.g., agenda
planning, data gathering)
• Implementation
Back office
Non
customer facing
Sales account managers (outside
and inside sales) liaise with relevant
customer service key
account/front-office responsible on
• End to end service pricing (sales
ownership)
• Relevant customer events
identified by sales or CS
• Potential leads (up-selling/
potential churn) identified
by CS
Trade lane experts (sales) liaise
regularly with route managers
(product/capacity mgmt) on
• Bilateral commitments on cargo
volumes (sales) and pricing
(capacity mgmt.)
• Capacity imbalances/required
cargo identification and special
deals creation
• New product design and
developments (capacity mgmt)
• Owner of customer relationship
• Contract/terms definition and
SOP creation
Staff, facilities, other costs
Source: XYZ Team

61. Can you imagine
HOW I/YOU will FEEL

62. 186 (of 187)

64. 187 (of 187)

66. Will I

69. ?

72. BAD
•Communication
•Presentations

73. Good Presentations:
1. Goal
2. Significance
3. Structure
4. Simplicity
5. Are Rehearsed

74. Good Presentations:
1.GOAL

79. GOAL
ROI

81. Good Presentations:
1. Goal
2. Significance
3. Structure
4. Simplicity
5. Are Rehearsed

82. Good Presentations:
2. SIGNIFICANCE

83. Why do you present?
1. Your boss told you to?
2. Give information?
3. Create Meaning!
Significance

84. Meaning = Passion
1. Passion = energy
2. Energy = excitement
3. Excitement = attention
4. Attention = ACTION!!
Significance

85. Communications Model
Recipients
Observe,
understand,
believe
ACT!!
GOAL

88. Good Presentations:
1. Goal
2. Significance
3. Structure
4. Simplicity
5. Are Rehearsed

89. Good Presentations:
3. STRUCTURE

90. 1. Make an opening
• What is this going to be
about?
• State your GOAL.
Structure

91. 2. Tell a STORY
• We love stories.
• Use examples (story).
Structure

92. 2-3 million years
Structure

98. 3. Make a limited # (3-4)
of points
• We won’t remember
more anyway…
Structure

99. 4. Close the Story
• Provide a summary,
restate your GOAL.
Structure

100. Story = IMPACT

101. Good Presentations:
1. Goal
2. Significance
3. Structure
4. Simplicity
5. Are Rehearsed

102. Good Presentations:
4. SIMPLICITY

103. Simplicity
“I apologize for the
length of my letter, but
I didn’t have time to
write a short one.”
- Mark Twain

104. Simplicity
Simplicity:
•Keep it simple, stupid (KISS)

105. Simplicity
Simplicity:
•Focused: limit your message

106. Simplicity
Simplicity:
•Re-write, re-write, re-write
(shorter and more concise)

107. Simplicity
Simplicity:
•Big words are NOT impressive,
(they alienate your audience)
•You want your audience to
UNDERSTAND

108. Simplicity
Simplicity:
•PowerPoint is not a book
•If you feel the need to present me
187 pages of text, WRITE A BOOK.

109. Simplicity Design Rules
1. One idea per slide
2. Few matching colors
3. Few fonts
4. Images, not text
Simplicity

110. Images = IMPACT

111. Example:
(images & story)

115. Facts and Figures on Hunger and Poverty
• In 2005, almost 1.4 billion people lived below the international poverty line, earning less
than BGN 2 per day.
• Among this group of poor people, many have problems obtaining adequate, nutritious food
for themselves and their families. As a result, 947 million people in the developing world are
undernourished. They consume less than the minimum amount of calories essential for
sound health and growth.
• Undernourishment negatively affects people’s health, productivity, sense of hope and
overall well-being. A lack of food can stunt growth, slow thinking, sap energy, hinder fetal
development and contribute to mental retardation.
• Economically, the constant securing of food consumes valuable time and energy of poor
people, allowing less time for work and earning income.
• Socially, the lack of food erodes relationships and feeds shame so that those most in need of
support are often least able to call on it.

118. 15,000,000
(Children only)

119. 41,096
(Day)

120. 1,712

121. While we sat here
(1 hour)

123. (dead)

124. While we sat here
(1 hour)

125. 1,712

126. Children

127. (died)

128. Emergency relief
Program

129. HELP (Please: donate)

131. HELP (Please: donate)

132. YOUR HELP

135. IMPACT

136. Good Presentations:
1. Goal
2. Significance
3. Structure
4. Simplicity
5. Are Rehearsed

137. Good Presentations:
5. REHEARSED

139. Relevant

140. Designers,
Copy, Ad,
Marketing

142. Pitch

148. We don’t care:
• About you being #1
• About your creativity

149. (Or, we shouldn’t)

150. We DO care
• About ROI
• And what you can do for
ME, and my business.

160. We understand
your business
needs.

161. Sure, we are
creative.

162. But we realize that
for every EUR
you spend, you
need 1+ EUR back.

163. “If it doesn’t sell,
it isn’t creative.”
- David Ogilvy

165. Our campaign

166. Incorporate best practices
• We illustrated a benefit
• ADS WITH BENEFIT
SELL MORE

167. Incorporate best practices
• Didn’t use riddles
• Didn’t use platitudes
(meaningless phrases)
• SELL LESS

168. Incorporate best practices
• Easy to understand
• SELL MORE

169. Incorporate best practices
• TOLD them what to DO
ACTION = SELLS MORE

173. Headline
MS causes impotence
& paralysis.
It can happen to anyone.

174. Caption Underneath
We’re working on a cure,
but we need your help.
Please donate:

175. Tested it
Limited run

177. Tested it
WHY?

178. Tested it
WORKS!

179. Tested it
Special account # for
donations

181. Tested it
WHY?

183. Results:
MS donations increase
25%, or 250,000 EUR over
the run of the ad.

184. Results:
Company went nation-wide

186. Results:
MS Donations increased
2.2 MILLION EURO.

190. Summary:
• Keep your GOAL in mind (ROI)
• Have MEANING (or don’t do it)
• Have STRUCTURE (story)
• Keep it SIMPLE (understanding = action)
• REHEARSE (practice makes perfect)
• You’re selling YOU.