Is it possible that your efforts to communicate are falling short due to critical presentation mistakes? You can greatly increase the probability of achieving your goals and gaining approval for your recommendations by avoiding the following mistakes.

1. Ignoring What Is Important To The Audience

   When presenting to large, cross-functional audiences, preparation should include checking the perceptions of a variety of people. Research shows that the opinions of employees on important issues varies significantly from one level of the organization to the next. For example, senior managers often hold different opinions on the health of the organization than middle managers. When you take the time to learn about different perspectives, employees will be more open to supporting your plans. To get the information you need, use brief employee surveys and/or meet with informal leaders throughout the organization. There is an old saying, "No one cares about what you know, until they know that you care." Do your homework and people will walk away saying, " For once, we have a leader who understands how this organization works."

2. Not Considering The "Gnat Phenomenon"

   It has been frequently observed that people have the attention span of gnats. Most of us attend meetings and presentations with a host of important issues on our minds. Although we have the best intentions of listening attentively, we are often distracted by other concerns. The leader who does not respond to the "gnat phenomenon" is at a major disadvantage. How can the he or she combat this problem and keep audience members "in the game"? I would recommend building into your presentation the following approaches:

   • Use an opening "hook" that grabs the audience emotionally and intellectually. It could be a startling statistic, quote from a well known expert, or rhetorical question that strikes at the heart of your central theme. Deliver the hook with as much feeling and expression as possible.

   • Tell success stories that involve members of the audience.

   • Request examples to reinforce a key point. "Who can give me an example of how this initiative will impact our business?"

3. The Trap Of A Perfectly Crafted Message

   I have observed leaders devote countless hours to an important speech that subsequently failed. During their preparation, they often made everyone around them miserable with demands for increasingly obscure information. What these leaders failed to realize is, that even the most eloquent message alone is not enough. A message without a strong delivery is like a missile without propellant. Take the time to rehearse important presentations and have a trusted ally or speech consultant give you feedback on the following delivery techniques:

   • Employ movement that enhances and underscores your message. In his book, "Showmanship For Presenters" (Jossey-Bass/Pfeiffer), Dave Arch recommends "If not overused, motion can be a powerful tool in attention management." My suggestion is that you select two or three places to stand when delivering your presentation. Move from one place to another to emphasize your key points.

   • Be more animated and use hand gestures to punctuate key words and phrases.

   • Develop vocal variety and projection to add emphasis to key words. A monotone voice will cause even the most ardent supporter to lose interest.

Try these techniques in your next presentation and watch your success rate grow. The higher you go in the organization, the more people will expect from your presentations. Powerfully delivered presentations will demonstrate to all why you deserve to be at the top.

You may also be interested in "How To Address Career-Limiting Presentation Skills," located on the Newsletter page on this website, or click the title link.

Copyright 2006, Mark J. Campbell. All rights reserved.
Permission to reprint this article is granted, provided you let me know where it is being printed, the copyright is not removed, and the following text accompanies each article:

"Mark Campbell partners with organizations for leadership development. For a complimentary subscription to his newsletter, "Management Challenges," go to www.mjcampbellassoc.com."

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