10 Ways to Present a Convincing Case for IT
Find a Trusted Party Within
Take advantage of this relationship to test drive your idea over coffee, lunch or a beer.
Make a Strong Presentation Impression
It starts at the beginning: Take the time to firmly shake the hands of everyone in the room, with a warm smile and engaged eye contact.
Give a 30-Second Version of Your Full Presentation
Start the formal meeting with this short summary so everyone knows what will happen throughout the presentation and what ground must be covered.
Stand, Don’t Sit
You’ll convey more energy by standing, and your physical presence will better command the room.
Identify Each Participant’s Objectives Up Front
This way, they know you took the time to find out about their aims and are more likely to conclude that your idea aligns with their needs.
Begin With a Story
As much as CIOs love metrics, you have to introduce a story early on that frames the existing problem and the impact-making potential of the solution.
Determine Allies and Adversaries
Study body and facial language for a quick read, then try to engage allies to neutralize the adversaries.
Don’t Shut Adversaries Out
Let them bring up all of their concerns. Then relate to each concern in an empathetic, problem-solving manner that speaks to mutual interests.
Disclose all Roadblocks
If you don’t, someone else will. So preemptively indicate how you’d address each one, to convey a strong sense of proactive anticipation.
Respect Their Time
Whatever the agreed-upon, pre-determined time, make your presentation shorter: It’s a sure way to gain a new fan. No one likes overlong presentations.
