AMACOM How to Prepare Stage and Deliver Winning Presentations.pdf

How to

Prepare, Stage,

and Deliver

WINNING

PRESENTATIONS

Third Edition

Thomas Leech

American Management Association

New York

•

Atlanta

•

Brussels

•

Chicago

•

Mexico City

•

San Francisco

Shanghai

•

Tokyo

•

Toronto

•

Washington, D.C.

Special discounts on bulk quantities of AMACOM books are

available to corporations, professional associations, and other

organizations. For details, contact Special Sales Department,

AMACOM, a division of American Management Association,

1601 Broadway, New York, NY 10019.

Tel.: 212-903-8316. Fax: 212-903-8083.

Web site: www.amacombooks.org

This publication is designed to provide accurate and authoritative

information in regard to the subject matter covered. It is sold with the

understanding that the publisher is not engaged in rendering legal,

accounting, or other professional service. If legal advice or other expert

assistance is required, the services of a competent professional person

should be sought.

Library of Congress Cataloging-in-Publication Data

Leech, Thomas.

How to prepare, stage, and deliver winning presentations / Thomas

Leech.—3rd ed.

p. cm.

Rev. ed. of: How to prepare, stage, & deliver winning presentations. New

and updated ed. c1993.

Includes bibliographical references and index.

ISBN 0-8144-7231-1

1. Business presentations. I. Title: Winning presentations. II.

Leech, Thomas. How to prepare, stage, & deliver winning presentations.

III. Title.

HF5718.22.L43

2004

658.4 52—dc22

2003019971

2004, 1993, 1982 Thomas Leech.

Printed in the United States of America.

This publication may not be reproduced,

stored in a retrieval system,

or transmitted in whole or in part,

in any form or by any means, electronic,

mechanical, photocopying, recording, or otherwise,

without the prior written permission of AMACOM,

a division of American Management Association,

1601 Broadway, New York, NY 10019.

Printing number

10987654321

Contents

Acknowledgments

Part I

Presentations: An Overview

Presentations: Vital to Success in a Changing

World

Executive Summary: The Fundamental Fifteen

Keys to Winning Presentations

Becoming a Winning Presenter

Part II

Prepare

Plan: First Analyze and Strategize

Organize: Sort Out Your Ideas to Clarify and

Convince

6Suppo :MakeYourCase

Visual Aids/Graphics: A Picture Is Worth 1000

Words, Maybe

121

iii

Contents

Part III

Stage

165

Arrangements: The Devil’s in the Details

167

Working the Charts, Successfully

189

Practice: Skip It at Your Risk

198

Part IV

Deliver and Follow Up

205

Show Time: Overview and Nonverbal Delivery

Skills

207

The Spoken Word: Language and Voice

233

Interact: Successfully Managing Q&A

258

Switching Hats: Becoming a Sharper Listener

270

Follow Up: It Ain’t Over ‘Til It’s Over

281

Part V

Special Presentation Situations

285

Not Just One but a Winning Team

287

Making Sure It’s Not Greek to Them:

International Presentations

299

Becoming a Winning Presenter

313

Notes

317

Index

325

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