Case Study: iPad Innovation at the Innovations Fair

Who: UnitedHealthcare Medicare & Retirement
What: Corporate Innovation Day; an internal showcase of innovation designed to foster continual improvement in the healthcare system
When: May 2012

Goals: To showcase the big innovative ideas from Medicare & Retirement, to put the spotlight on the innovators, to use the day as outreach to build the innovation community, and to highlight the flagship Member Journey Map (which demonstrated how innovations evolved from member needs and extensive research).

Summary: Our client wanted to be the star of the Innovations Showcase; noticed everywhere outside the exhibit hall and with an impactful booth inside the exhibit hall.

We created 12 Member Journey "walking billboards" for each area on the member journey map. At 12 different locations, people walked around with iPads around their neck, quickly demonstrating the innovations for their area of focus.

Everyone in the hall got a QR code badge. When the "walking billboards" interacted with someone, they scanned their badge and that person was automatically entered into a drawing. If the person then answered a bonus question about the innovation--they got another entry.

People also got additional entries for visiting the booth and playing a multi-player, interactive, hosted game show.

In the end, both the 12 Member Journey stations and the exhibit hall booth were wildly popular, communicated concise and memorable messaging, and made sure that UHG's M&R group were the most visible innovators around.

More Details:
 
12 Member Journey Stations:
Each station had three people--all wearing color-coded t-shirts. One person was the designated QR code badge hander-outer, one was the QR code scanner/checker and the third person was the iPad presenter.

Badges: Each badge had a QR code and coordinating numbers. One portion of the badge "ripped off" like a raffle ticket. This section contained a place where they could "register" their name and email to associate it with their QR code. None of this had to be done onsite--all the attendees had to do was fill in their name and turn it in (at any point--before or after scans).

QR codes: The QR codes were a way of tracking how many stations people had visited--rewarding those who visited more stations with more drawing entries for a prize. This inspired people to not only visit more stations, but to also answer bonus questions and be active participants with the information. One person at each station had a smart phone (usually their own phone) with a QR reader (downloaded and tested ahead of time). That person would scan a QR badge and then check the person in to that particular station. They would then have the option of giving the person an additional "check in" for answering a bonus question as they listened to the iPad presentations.

By QR code, people were tracked and we could tell exactly which stations they visited, which questions they answered and gauge their level of interest.

iPad presentations:  We designed clean, dynamic iPad presentations that were quick, clean, informative, highly graphic and fun. The iPad presenter had a lanyard configuration (using decorative plate holders) that allowed them to be hands-free with the iPad--only needing to touch to advance or to change the path of their presentation.

At the booth: 
Getting people to interact at the innovation showcase booth in the exhibit hall was key. We needed a strategy that would engage viewers, communicate the message, and get them to spend MORE time at the booth. We developed a splashy, sleek game show format called "Spot the Innovation" that people could play with and against their friends and colleagues. We had two hosts--one to control the game and be game show host, and the other to give supplemental information. Attendees could select a Member Journey Map "bubble"--any of them--and answer a multiple choice question about that bubble. If they got 2 out of 3 questions correct, their badge was scanned--giving them another entry into the drawing.

The booth was also the place that people had to fill out and turn-in their drawing entry slips.

The Feedback: Participants thought the format was both fun and unique. They enjoyed "racing around" the exhibit hall to visit as many Member Journey Stations as they could. We had a remarkable amount of participation (DOUBLE the anticipated number of badges were given out and the number of total scans were amazingly high. It was an overwhelming success!

The client said, "We had an AMAZING day and so much positive feedback about the game and the exciting innovations coming out of M&R. THANK YOU SO MUCH!!!"

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Is Your Audience Prepared for your Event?

Is your audience prepared for your event?

Your first response might be something like, "Of course, all flights and travel are booked, all days are marked off and important meetings rescheduled or scheduled..."

But we don't mean this in the technical sense; packing, flights, hotels, teambuilding activity choices, signed up for the event app, etc. While this may be the only way that MOST meeting planners think about their audience being prepared, we're thinking about something much more impactful: Are they prepared for your messaging?

Our CEO's daughter is currently taking developmental psychology course in college. The other day, she came to him with a quote from her professor: "'The difference between adults and children is that children will learn for the sake of and love of learning. Adults have to have a reason to learn.' See dad? It's just like you always say!"

Small validations aside, you have to give your *audience* a reason to learn. You have to prepare them for your event. That's the biggest thing that we see missing from major events: Preparation. Not only is preparation the first stage of learning (followed by presentation, practice and performance), but it's crucial in captivating the attention of your audience. Preparation should answer the question, "What's in it for me? What do *I* get out of sitting through this event?"

Here are four ways to prepare your audience and to make sure they get the MOST out of your content:

1. Pre-event communication:
Your audience knows that this is going to be your "best annual event ever" because that's what you say when you send out the invitations, right? Go beyond that. This isn't going to be the best event ever because it's in a great resort or because the weather looks perfect for golfing--err, teambuilding--day.

It's going to be great because the CEO is going to reveal the top 10 reasons why the latest product will be great for their personal sales. The marketing team is going to unveil the new ad campaign that will help drive business in the coming year. The CFO is going to show us a roadmap that will make it clear where we've been and where we're headed. Plus we're going to have an amazing keynote speaker that will do x, y, and z. Etc, etc, and so on and so forth.

You want your audience to know how tremendously valuable this event is going to be for them. How those three days they're spending away from the field not making sales are going to be WORTH it and pay them back in heaps and piles over the coming year.

2. Pre-event feedback:
Do your attendees act like passive players in your event because they feel like passive players in its design? Surely THEY weren't all consulted about the agenda, the presentations, etc.--so why should they listen to some stuffed suit? Give them a reason.

Put out a pre-event survey asking them what they want to get out of the meeting. What questions will they want answered? What workshops or breakouts are most important to them? What issues do they have on their mind coming into the event?

Turn them into active participants by asking them to develop their own event learning outcomes. Sure, you have outcomes, but what are theirs? By the end of the event, what do they want to know, believe and do? What will they be responsible for learning that will make this event "worth it" to them when they get back to their office the next Monday?

3. Pre-frame the content:
Every presentation should have a pre-frame, and every opening session, too. Attendees need to know what they're going to get out of a meeting, a speaker, a presentation, and why it's important to them. Issues also need to be addressed, lest they stew in the minds of the audience leaving precious little space for the actual messaging.

For instance, if you've had 4 different CRMs in 5 years and you're introducing ANOTHER one...and talking about the importance of getting completely on board with this CRM... why would your audience believe that they should be actively embracing your message? It's just going to change in another year or two anyway...

Address those objections and points of skepticism. You have to exorcise those thought and points before the audience can move on to accepting your message. (You also, in the extreme case cited above, have to provide hard evidence that they should adopt this program or that it's not going away in 2 years...it's not enough to say it when it's been said dozens of times before with little veracity.)

4. Use preparation activities:
So your audience knows it all. They've had YEARS of experience. You want to tell them about the new protocol, but THEY know how to do it. They're experts. How do you shake up that dismissive mentality and get them to focus on learning? Prove them wrong in an engaging way.

One thing that we'll do is include an audience response game as a pre-test (of sorts) before a presentation. The audience gets to compete on teams and engage with the material, but it's also a rather stark wake-up call highlighting what they do and do not know. Not only is the presenter aware of their knowledge gaps--but they are as well. And if, by chance, they should become aware that there is going to be another round of the game AFTER the presentation...they're going to be listening VERY closely for the answers they need to score well.

This is just one example of a preparation activity. You can also have someone perform a task or do a roleplay, try to install a new product, or give a team pitch. The point is to illuminate the need for the presentation/learning in an interactive and engaging (and fun) way.
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From Skeptic to Believer: One AniMate's Tale

Using an AniMated character at a meeting or an event can be a hard sell. It can be difficult for people to imagine how it's going to play out on screen. Will it be cheesy? Will people think it's a gag or a gimmick? What's the point?

This is not always the case, of course, but sometimes an AniMated character is like fireworks: a video or picture just doesn't do the concept justice. You have to be there.

We recently had a client whose advisers had seen an AniMate in practice. The client was skeptical, but the advisers--seeing the widespread success of the AniMate at the event they were at--insisted that she use an AniMate for there event.

The client was, to say the least, skeptical. She wasn't sure how it was going to work. The event included their best clients...what if it was embarrassing? She went so far as to inform us that she would be waiting in the ladies room during the opening monolog just in case everything bombed so badly that there was no hope for recovery.

We assured her that in 20 years of event experience, we have NEVER had an AniMated character fail to be a hit with the audience. Ever.

Why an AniMate works:
  • The AniMate is the voice of the audience; they get to express their questions, support, skepticism and inside humor.
  • The audience relates to the AniMate.  He/She IS the audience. 
  • It provides an unprecedented level of interaction at an event.
  • It keeps the audience engaged throughout the ENTIRE event (no matter how dry the other material can be) with both humor and content material.
  • It puts the audience in a positive emotional state and suspends their disbelief.
  • It's a new experience for the audience; it's not just meeting-as-usual.
  • They can introduce and interact with speakers; creating strong "what's in it for me" relevance for the audience.
  • They can reinforce the corporate brand.
  • They react to the presenters, the audience and the event LIVE--making the meeting an organic, interactive, changing thing.
  • AniMates can influence and persuade the audience in a subtle, covert way.
But an AniMate is never hokey or cheesy--because it mirrors the level of the audience, and our expert staff of writers have been navigating the AniMate waters for a long time. There's simply no room for cheesy when the humor comes out of the event, the people, and the content. An AniMate isn't a gag-reel or an interruption; it is a seamless, purposeful part of the event. Audiences adore the interaction and entertainment, and the event producers love the audience engagement and attention.

Now in the case of our skeptical client (as in every other case) their audience LOVED the AniMate. Not only did it receive anecdotal rave reviews, but in post-event surveys on a scale from 1-10 the AniMate was rated 10.2. Attendees had actually filled in extra boxes and raised their ratings to express their enthusiasm for the character and its impact on the event.

But that wasn't all. After the event, we received this letter from our skeptical client:

Well, I must take my licks – I have to admit that I was definitely short-sighted on what Live Spark would bring to our conference.  You guys were awesome, and were a vital part of the success of [Redacted Event Name].  After a few tense moments on Monday morning, when none of us were sure what the reaction would be, it took off – successful beyond what I think any of us imagined.  As I have de-briefed with various members, we’ve all agreed that it was, by far, our best conference on record.  There was something about the energy and engagement of both [redacted] members and clients alike.  And as I think about what [Redacted] said about starting the day in a positive frame of mind, I truly think this was the beauty of what Live Spark/[Character] brought – we started each day laughing, and then left the room charged up and ready to go.  The energy and positive feeling was truly different, and had a direct impact on the success of the conference.

I’m glad we took the time to really focus on the voice and persona of the animate – you really nailed it, and it was clear that you listened to us.  But it was also evident that you maintained your level of creativity and originality.  Thank you for all you did, and you can now list me as an official Live Spark convert!

Thanks again, and looking forward to 2013.

[Redacted]


We would say that the success of the AniMate speaks for itself, but the amazing, overwhelmingly positive feedback from our clients, the audience, and past clients is what *really* speaks.
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Flash Mob: A Team Building Flash-In-The-Pan?

Since we've been talking about Team Building (or teambuilding or team-building or teamBONDING) experiences lately, we thought we'd point out another team building trend: super trendy trends.

Some examples are team challenges/experiences like:
  • Create a "viral" video
  • Create a "mashup" of two songs that describe your company
  • Participate in a "flash mob"
It's interesting to see social media-influenced trends trickle down into the corporate world...about a year after the internet has stopped talking about them. It makes sense, in a way, that this is the time line. It does, after all, take time to build up best-practices and processes around these concepts.

However, the window of opportunity for these super-trendy team building concepts can be very short lived. There are some components of these ideas that have legs or that might work well as part of a larger context. Creating videos, for instance, is something that can be used in team building in a variety of different ways. It's only the colloquialism "viral" that gives it the trend-spin.

The danger, of course, is that these things quickly become passe or "corporatized" to the point where they lose that freshness that made them appealing in the first place. Let's take the flash mob, for instance. The idea behind a flash mob team building is that everyone learns the same steps and has to coordinate to come up with a final product. They then, at some point, perform this--perhaps during an interlude at an award ceremony, for instance. We've seen this now about a half-dozen times at various events and it has never failed to...well...fall a little flat. Flash mobs in and of themselves are/were originally delightful because they had an element of surprise. Some people--the dancers--were in on the mob, but the rest of the audience was amazed by this moment of socially-awkward-moment-turned-coordinated-effort. In addition to taking away novelty, the amazingly complex movements performed by a group need to be simplified, played down and cleansed for a corporate audience with various skill levels. And, truthfully, 80% of all executives we've seen performing in a flash mob looked tremendously uncomfortable.

Viral videos become viral because they have an almost-indefinable nugget of appeal. Something that surprises people and makes them want to watch and share the video. Part of the charm is in absurdity and spontaneity; a truly "viral" video is incredibly hard to manufacture. It is certainly extra-hard for your average meeting attendee, and most of the "viral videos" we've seen end up veering perilously off-message and into the inexplicably bizarre territory. Of course, there's the option to parody other viral videos, but that takes away from some of the creativity this activity is supposed to foster.

There are the same issues with song mashups, etc. The bottom line is that "trend" gets played out and loses its aim quickly when done for trend's sake. We're not arguing against fresh ideas and changing things up--we like that--but sometimes tried and true IS better than flash-in-the-pan. Or flash in the mob.
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Case Study: Intel's Best Buy DSM Event



Intel/Best Buy DSM Event 
Craguns’ Resort, Brainerd, MN 
July 24, 2012

Our Task: 
Intel wanted a way to communicate three key initiatives to Best Buy District Managers within a 45-minute workshop. Since there were other vendors giving similar workshops throughout the day, they needed to make sure that their presentation cut through the noise and stood out. Since the District Managers are in a position of influence in stores, they also needed to make sure their messaging was memorable and “sticky” enough to take back to the stores.

 
Solution: 
Making a presentation into an engagement experience.

We divided the audience into teams and gave them each their own audience-response keypad. Using this keypad, they all played along in a game show (called the Intel Ultra Bowl). In addition to the game show, there was also a live, 3D, AniMated game show host tasked with emceeing the event, hosting the show, adding in humor, and interacting with the audience in real-time. The game show both reinforced and taught the content, and the event was structured so that additional information from Intel experts was placed at key moments of peak attention within the game.
 
Results: 
The audience remained engaged throughout the entire presentation, and their delight and participation in the event was evident in their rave reviews. The buzz created by the workshop lasted long after the event was over. 

According to Intel client:

“The Best Buy folks are still talking about the event even today [3 days post-show],” and “One word: AWESOME! The feedback has been great!”

According to Best Buy:

“I heard GLOWING comments about the Intel Breakout…Thanks for putting together a great experience for our employees.”
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Beyond Bike-Building: Making Team Building Better

It seems like, these days, everyone is doing a charity bike building team-building (or team-bonding, depending on how much vernacular you want to employ) component in their events. Heck, the recent scandalous G.S.A. event featured a $75,000 bike-building portion (which worked out to be $3k a bike...those must have been some very nice bikes).

Watching trends in team building is interesting to event professionals. Multi-day meetings have traditionally reserved an afternoon "outing" so the audience could have some non-event "reward" time. This could be a golf tournament, a spa afternoon, some deep-sea fishing...whatever. This was well-intentioned; the audiences were faced with hours of intense workshops or general session content, and in a meeting generally devoid of one-to-one content, interaction and networking (that didn't revolve around the bar) was needed.

However, this type of team building was seen as lacking a true business purpose, and as belts tightened it became more and more frowned upon. Meeting planners were faced with a dilemma: give the audience a chance to relieve stress and network--but with a business purpose. Team Building was born.

And then came ropes courses, build-a-bikes, scavenger hunts... you get the idea. It reflects an unfortunate team building trend--that it's something that is plugged into a meeting as an a-la carte element instead of something consistent with the whole. Not that the charity purpose is bad (it is absolutely not, and could definitely be part of a company's ongoing mission) it's just that people are not utilizing the full potential of team building.

A well-designed meeting has team building, sure, but it uses it in a different way:
  • Team building is integrated with the theme and content of the event. Is a major component of your event a new product? Sales training? The goals for the next year? You can--and should--use these as jumping-off points in designing team building activities. Use team building to build upon skills. That's not saying it can't be a bit lighter on the learning and heavier on the fun, but integrating team building with content produces a powerful punch.
  • Team building is not a 3-hour single event. Team building integrated throughout the event (i.e. putting the audience on teams and having multiple team challenges throughout the meeting days) can be much stronger both in team building and in overall audience engagement. You can still have the three-hour team building block, but it can be supplemented by other team building activities. Your whole event has the potential to build up your team--grab and use that potential.
  • Team building has meaning. You don't want your audience to walk away going, "That was fun, but so what?" or worse, "That was pointless, I wonder how much that cost?" Team building is an amazing opportunity to give your audience members a gift; of creative opportunity, of peer learning, etc. It should be relevant to them. The new wave of team building tends to be slightly more inclusive than the divisive "golf outing" wave, but hardly any of the messaging lasts beyond the event. I've never spoken to anyone who reminisces fondly with colleagues: do you remember that bike-building we did?
To be clear, we think that team building can have an impact and be a necessary, positive thing. It's a chance to bring people together, to forge bonds, to strengthen the organization through interpersonal relationships. But it shouldn't be a throw-away.
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Presentation Pet-Peeves

Speakers--professional or internal, or even professionally internal--can be a tremendous asset to an event. They can inspire and motivate, convey information, give important goals, announcements and milestones, etc. They *can* have a lasting impact on their audience.

However, there are a few fairly frequent mistakes that speakers make that tend to negate the good will of their audience. After hearing a few hundred (probably closer to a few thousand) speakers--both internal and external--these are our biggest presentation pet-peeves.

1. Apologizing for their time.
"I know it's been a long day, try to stay awake..." or "I know I'm coming between you and lunch..." Sometimes this comes off well--with a strong speaker--as a lighthearted attempt at humor. More often it comes off as a reminder that I really want to check-out and a red-flag that this speaker doesn't consider him/herself important enough to listen to on their own merits.

Instead: Own your time. What you have to say is important. If it's not, don't be on that stage. The audiences' time is a gift; don't apologize for taking it--make them glad that they gave you their time because you're giving them something valuable in return.


2. Saying "in conclusion" and not really meaning it.
I once heard a speaker--no exaggeration--declare his conclusion a half-dozen times in his presentation. He may have meant to conclude single points among many in a fairly long speech, but there was no way for the audience to know that. He said, "In conclusion..." and everyone prepared for a summary statement and the end. The fact that he then went on another 5 minutes, then concluded again, then went on another 10 minutes, and then concluded again, and so on and so forth, sorely tried the patience and attention spans of the audience. By the time his real conclusion came about a more fidgety bunch of folks I have never seen.

Instead: Only conclude when it's time to end your speech. You have 30-60 seconds to wrap up after you make a conclusion statement. It's a great signal in a presentation to have the audience sit forward and take in your final point, but they don't appreciate being jerked around by multiple conclusions.

3. Using incorrect/outdated/inaccurate information.
We were listening to a speaker who was giving a professional, paid presentation on a very serious topic. To make a point via metaphor, she told a story about a military dog--Brutus--who protected his captured owners by killing their captors with a single silent signal. Something about the story wasn't jiving, so those of us with smartphones (a great majority by now) went on a little fact-finding mission at Snopes.com. The story turned out to be untrue and debunked. Not only did we spend time in her presentation checking this out instead of listening to her message--but she lost some amount of credibility in her actual message.

Instead: Use metaphors that you know to be true, and fact-check any anecdotes, datapoints or tidbits of information. If your aunt forwarded you the email that you got the story from, it's best not to just run with it in your public presentation.

4. Thinking your message is more important than it is. 
Being unable to see the relevance of their message in perspective to the audience's perception of its relevance is a huge stumbling block for a lot of presenters. Sure, you've spent 11 months in the trenches of marketing and the minutia of the new PR rollout is really fascinating for you and your team and you're really proud of it... but does your audience feel that way too?

It's like the episode of Seinfeld where Jerry and Elaine go to visit their friends who just had a baby. Their friends, of course, think their child is the most beautiful thing in the world...but...it's an ugly baby. Your content is the baby. You may think it's beautiful but it might not be completely relevant to your audience.

Instead: Think about the perspective of your audience before crafting a presentation. Does it fit into what they immediately NEED to know? Does it fill in a "what's in it for them"? If not at all--or you can't think of a way to make it relevant/fit--then you may not be the right choice for a presentation at that event.

5. Not rehearsing
You'd think that if someone were presenting in front of a group of thousands, they would at least rehearse their presentation, right? Wrong. And it shows. Sometimes this is as simple as not testing the technology--the video clips, the PowerPoint, the transitions, etc. Other times it's as simple as not practicing and being rough, unpolished and nervous. Still other times this manifests itself as speakers going way, way, way over time.


Instead: Even the best speakers in the world practice each presentation. Test your technology. Make sure your timing is right. However, do NOT rehearse by memorizing your speech. Be comfortable enough with your talking points to relax and simply talk TO your information instead of repeating back the information.

6. Having a very obvious "insert company here" message.
This is more for professional external speakers that make the rounds at big corporate events. A lot of speakers have a fairly canned message about how they accomplished X and Y and how it's relevant to you, as an employee of Z company, accomplishing A and B. Sometimes you can literally hear the pause for the "insert company here" line in their speech. Is it really relevant to that company? Does the speaker actually know anything about the situation? Not really. Yet they're trying to be motivational with a generic message.


Instead: Good keynote speakers take the time to get to know the situation in the company and customize their message accordingly. They may have a bank of several messages or key points they can draw from or put together depending on the needs of the audience in front of them.
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The Problem with Award Ceremonies


Bootlegger Bob, award show host.
Award ceremonies are wonderful; they give a much-needed opportunity for recognition, are motivational and inspirational, and are a chance to celebrate the success of an entire team.

However, award ceremonies present inherent problems:
  • People who haven’t been nominated don’t have a strong incentive/interest in the proceedings
  • Nominated individuals often tune out after their award category
  • The ceremonies tend to go long due to the nature of the recognition—straining the attention span of even the most invested individuals
  • They often lack engagement outside of the award presentations
  • Balancing a serious/regal/elegant award presentation and entertainment value can be tricky (and often times scripted entertainment dialog can come off flat in the best of situations. See also: The Academy Awards)

Having an Engaging Award Ceremony
So: How do you make an award ceremony interactive, fun, engaging and relevant for EVERYONE involved? Here are a few techniques that we’ve utilized during award ceremony presentations:

AniMated Hosts: An AniMated host interacting throughout an award ceremony can add continual humor, engagement and interaction. An AniMate is a 3-d animated character that interacts in REAL TIME with a co-host, presenter or the audience. We recently used a character named Bootlegger Bob to interact at the ISES Star Awards (Theme: The Bootlegger’s Ball). Bob made observations, kept the ceremony moving, presided over the entertainment, interacted with the host and provided a rollicking good time.

Game Show Activities: Just because there are a set number of awards doesn’t mean that there can’t be a little more competition. Giving everyone in the audience a stake in the proceedings can intensify engagement exponentially. Game show competitions can come in several formats. At the beginning of an awards event we’ve divided the audience into teams (by table/region/room section/whatever). Between award categories, we’ve asked the contestants to answer 1-3 questions. The questions can be based on company content, details on awards or award winners, or just plain trivia. The competition reengages and refocuses the audience, and gives continual, much-needed shots of energy throughout.

Reordering the Agenda: We’ve worked with companies extensively to design an award ceremony that is both engagement/entertainment friendly, and adult learning friendly (you want people to remember the night and key messages as well as get recognition). We’ve done agenda consultation as simple as arranging categories or entertainment elements in a logical, compelling way—or as complex as spacing out an award ceremony throughout a multi-day event.
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Your Audience Has Baggage

Say you're having an annual sales meeting. The audience comes into the ballroom and sits diligently in front of the stage. What's known in the industry as the SUSD opening video plays (that's Shut Up Sit Down for non-insiders). The CEO comes out to speak about the previous year and the goals for next year. And your audience shuts off.

It's all pretty straight forward; but is the message that is being delivered even acknowledging the state of the audience? People don't just come into a sales meeting all tabula rasa; waiting for you to dump 8 hours of information into their heads (not that information should be dumped anyway, but that's another blog post). They come with the whole year on their shoulders.

We're not saying that you have to start off a meeting with a little therapy session, but measures must be taken to move your audience from baggage-carrying and not-really-listening to an unburdened audience ready to see the possibilities of the next year. If you don't do this, every persuasive point you try to make (i.e. "We can hit 3% growth, here's what I want you to do," will be met with skepticism).

1. Acknowledge what they're going through. If it's been a tough year, don't kick off the meeting like everything is great. Ignoring a major communal issue that the audience has isn't going to make them forget it--it's going to make them reiterate that issue in their heads after every point you make.

It's not enough to say, "It's been a tough year," either. Open by relating to the audience. "I know it's been a tough year; you've had problems retaining sales leaders, our clients only seem to want bargains, we're late on x product." That way you can get over the past and move forward into the coming year. Maybe the situation isn't going to improve--but acknowledging that you're all going through it is going to help people deal with it as a team.

2. Anticipate objections. You want the audience to adopt a new sales strategy, but in the past you've gone through "new sales strategies" like a couch potato working on a bag of chips? (This year: Relationship Selling! Next year: No, Now Whiteboarding!) What makes you think that the audience will have faith that the new way will stick around? Why would they make the effort to adopt something that will be gone in a few months? Pre-frame their objections by acknowledging the situation of the past and giving concrete reasons (what's in it for them) for the future strategy.

3. Acknowledge your shortcomings. If you didn't deliver on something--don't be afraid to admit it to your audience. "We know that we didn't give you marketing support like we promised, but we'll have to do more with less." It's not justification to tell the story of an initiative gone wrong. It's a way of bringing it to a rational, understandable level. Be sure to follow up, of course, with why it's not going to be this way in the future (or alternate options if it IS going to be this way in the future).

4. It's not all negative. If your team busted their behinds all year and did a great job, don't start off by telling them how much more they're expected to grow in the coming year. It's okay to celebrate. This doesn't mean that you'll be resting on your laurels in the future, but many people are driven by significance and positive reinforcement. Be sure to give your team the props they deserve for a job well done.
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Congratulations, you've just had the best event they'll never remember...



We made a short video highlighting our event philosophy.

These are absolute event truths that a lot of companies don't take into account when planning their event.

For instance: The attention span of an attendee during a presentation is 5-7 minutes. Do you know anyone that keeps their presentation that short? What about all those 90 minute CEO presentations about the direction of the company?

That's important information, right? Right. It is, in most cases, absolutely CRITICAL information. Yet the attention span of the audience wavers at the 5 minute mark. So how do you keep your audience engaged during a long presentation? (And no, the answer is not making everyone fit their content into 5 minute chunks...you can still have very effective 90 minute presentations--think of expert keynote speakers and how they keep the audience engaged the entire time...)

There are multiple ways to engage the audience that accommodates the limitations of the working memory. We employ several techniques: from varying content, to multimedia, to storytelling to more unique solutions like AniMated characters and audience interaction.

And yet, most meetings are planned so that if the right people present at the right time, and everyone who "needs" to present gets to present (structured around breaks, lunches and golf time, of course) the event is considered a success.

But when the attention span of the audience isn't taken into account for EVERY presentation, you lose the value of your event. Something to think about, no?
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