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Perfect Phrases for Presenting Business Strategies new software staffing program was developed that coordinated available people with the events being run. The program sent e-mails to contractors with their weekly assignments that they can either accept or reject and automatically replaces contractors who are not available with an alternate. I recommend we purchase this software to improve the use of our on-call staff at our customer training events. Address Listeners’ Expected Concerns We have experienced the problem of the right staffing levels repeatedly over the last three years and have added office staff to call people, check on availability, and finalize schedules. But frequently they can’t get in touch with people. As a result we have higher office costs without solving the problem. We’ve reviewed many solutions and are confident this software package is by far our best option. Show the Strategy as a Response Clearly we have a problem in scheduling, which is a major reason the company is only bidding on 18 percent of the quote requests it receives. Another reason we need to move ahead, even if we choose not to grow, is the high costs associated with our current attempts at solving the problem. We have three extra people in the office, and we estimate we average 5 percent extra people on major events in order to be sure we have sufficient coverage. Demonstrate a Good Fit We currently outsource our IT work, and the high hourly cost is one reason we have chosen the solutions we’ve used before. 208
Sample Presentations Now we have been able to negotiate with our IT provider for better terms and the provider has agreed to give us a fixed cost for setting up the software and a standard monthly fee for operating the system on an ongoing basis. The firm has reviewed the software and talked both to the provider and current users and is confident it can install and debug the software in 60 days. Explain the Future Fit To date, our scheduling problems have prevented the company from tackling large-scale events with many smaller events occurring at the same time. The company has also limited the number of events it will run at any given time. This software package will remove those constraints. Grow the Company The company would like to bid on many more projects, as well as bid on the large events that occur in this market two to three times per year. That is the only way the company can increase its growth rate from 3 percent per year to management’s goal of 15 percent year. Other companies that have used this system have grown over 20 percent per year, and they have started to bid on every event where they project a profit margin of over 30 percent. Add Value to Customers This strategy also provides a significant value to customers and event planners. They want every project to go smoothly without any conflicts or problems at a reasonable price. We should 209
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The Right Phrase for Every Situatio
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Contents Chapter 5 Show the Strateg
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Contents Presentation to Analytical
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Introduction ■ What is the best p
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Introduction Purpose of the Strateg
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Introduction Presenting to an Audie
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