Ursus Breweries

2024
Introduction
 3
Meet Stefan Teodorescu

• Leadership trainer, certified Personal Development Coach.

• Professor at IAA School Romania (International Advertising

Association)

• Background in Marketing and Business Strategy

(>20 years), most recently Regional Marketing Capability
Director for Asahi Europe & International (Ursus Breweries)
 How about you?

• What kind of presentations do you typically deliver?

• What works well for you? What does not?

• Expectations for today?

 5

What is a “successful
presentation” for you?
There are presentations and presentations…

+Content

Delivery - + Delivery

- Content
 7

In order to qualify as
successful,

the communication
should reach it’s
objectives.
 8

Every presentation should be a

win-win transaction between the
presenter and audience.

If you want your objective to

happen, it’s critical to consider
what is in it for them
(the audience).
 9

Each presentation you deliver

contributes to your
personal brand

What do you want to be

recognized and admired for?
The approach
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The Get – To – By model

GET TO By

The Audience for your The objective for your Presentation structure and
presentation presentation delivery flow
 12
GET your presentation
Audience

Who are they and what is their

connection with the subject?

What do you think they expect

from your presentation?

What is their perspective and

what possible objections might
they have?

What could they win from your

presentation?
 13
To: what is your specific
Objective?

What should happen as a result

of my presentation?

How will I know if I was

successful or not?

What is the change in

perception or behavior for my
Audience?
 14
BY having a clear
Structure and Delivery

Less is more: become aware of

how short vs long term memory
works

How can I structure my

presentation so that the ideas
are clear and easy to follow?

How do I start, how do I finish

and how do I keep the
Audience engaged?
1. Get: the Audience
 16
GET your presentation
Audience

Who are they and what is their

connection with the subject?

Why do they participate to your

presentation?

What could their reactions be,

what possible objections might
they have?

What kind of content do they

expect?
 17
Who are they and what is in it for them?

Who are they? Why participate? Reactions? Type of content?

• Decision makers • To decide • Agree • Facts and proofs

• Influencers • To get an opinion • Disagree • Action plan

• People in my • To find out what • Neutral • An involving story

team they need to do
• Other? • Dialogue etc
• Peers etc • To be informed…
 18
For example, the Target Audience for this workshop is:

Who are they? Why participate? Reactions? Type of content?

Managers that
Practical tools &
frequently present to Ask questions
guidelines
internal and/or To learn how to best
external structure and present Share examples
Lighthearted fun
stakeholders (project their ideas
updates, new ideas, Actively engage
Exercises
plan overview etc).
 19

Your turn!
Please define the Target
Audience for your
presentation

Time: 15 mins
2. To: define the Objective
 21
To: have clarity on the
Objective

What should happen as a result

of my presentation?

How will I know if I was

successful or not?

What is the change in

perception or behavior for my
Target Audience?
Focusing on a relevant objective will help you find
the right balance

What What is the full

knowledge is perspective
Understand the the Audience that you Too much information, some
background and select starting with? have? might not be relevant to your
only what is relevant audience

The objective for

your presentation
 As a result of my presentation, the audience should:

Take a specific decision Take a specific action

(now, later?)

Become more aware of Agree to support you in

a specific topic a specific way

Communicate further with

Agree with a change a specific audience
 24

The objective for this workshop is:

Get participants

TO understand and practice

how to create easy to follow
presentations
3. By: what is the content?
 26
BY having a clear
Structure and Delivery

Less is more: become aware of

how short vs long term memory
works

How can I structure my

presentation so that the ideas
are clear and easy to follow?

How do I start, how do I finish

and how do I keep the
Audience engaged?
 27
Our brain has two hemispheres, equal in size
and perfectly balanced

Left hemisphere: Right hemisphere:

- in charge of logic, - responsible for creativity,
language and analysis. emotions and intuition

- uses language and figures - uses images, sounds and

symbols
- has the capacity to
remember the past and - in charge of the present
imagine the future moment

A memorable presentation should engage both!

 28
Our memory is very selective and qualifies few ideas
for long term storage. Less is more!

Short term memory

(active ~2 min) Long term memory
• Almost unlimited capacity, but short
(active 30 years+)
lived • Unlimited capacity, memories active
• Gather all data and facts from the as long as we live
surrounding environment • Based on relevance, but most
• Takes note of the raw emotions that importantly, on emotional intensity
we have

Working Buffer Memory

(active 15-30 min)
• Limited capacity: max 3-4 ideas at
the same time
• Acts as an active filter for both data
and emotions
 29
The Fishbone model allows us to clearly structure
our ideas makes the presentation easy to follow

INTRODUCTION FINALE
• what will I talk about? • did I achieve my objective?
• what is the tension? • what is the conclusion?
• what is in it for them? • what should the Audience do?
 30
The Fishbone model allows us to clearly structure
our ideas makes the presentation easy to follow

Key points
Introduction 1 2 3 Finale

Supporting
ideas
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The Introduction should create interest for the story
that follows

Who am I Issue / Opportunity The big question The answer

In what quality are you • Did we learn What is the big question • The answer for the big
delivering this something new? that we should all ask question is actually the
presentation? • Is there a ourselves. content of the
complication? presentation
Should be clear and • Do we have a new Highlight what is in it for
factual. idea? them.
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Here are some examples:

Something did not go as planned What are the best corrective actions?

Something could go very wrong How can we prevent it?

Something has changed How should we adapt?

We have multiple options How can we decide which is best?

We need a new approach How do we know if it will work?

 33

Get participants

TO understand and practice

how to create easy to follow
presentations

By offering them an interactive

and fun experience in which they
can put the theory into practice
 The “3-3 rule”: three key points, 3 explanations

Main Storyline

Key point (1) Key Point (2) Key Point (3)

Explanations Explanations Explanations

• • •
• • •
• • •
Guidelines
 36
Tips and tricks for a
successful presentation:

Guidelines for Powerpoint

presentations (titles, graphics,
notes etc)

Managing Q&A sessions

How to deal with nerves and

anxiety ahead of presentation
The key elements for creating an impactful
visual presentation:

Creating
Titles a visual presentation
Layout Notes Illustrations

01 02 03 04

Elements
The key elements for creating an impactful
visual presentation:

Creating
Titles a visual presentation
Layout Notes Illustrations

01 02 03 04

➢ Use talking titles that

articulate the slide’s takeout

➢ Make it conversational and

engaging
Elements
➢ Create a link between titles,
making it flow like a story
The key elements for creating an impactful
visual presentation:

Creating
Titles a visual presentation
Layout Notes Illustrations

01 02 03 04

➢ Use the same template / style

➢ Use animations for complex
slides
Elements
➢ Create annexes for additional
details if needed
The key elements for creating an impactful
visual presentation:

Creating
Titles a visual presentation
Layout Notes Illustrations

01 02 The great delivery

03 04

➢ Use notes to highlight how you

will present and what comments
will you make
Elements ➢ Use Presenter View mode to
visualize while presenting
The key elements for creating an impactful
visual presentation:

Creating
Titles a visual presentation
Layout Notes Illustrations

01 02 03 04

➢ Deploy only one graphic

element per slide (images,
graphs, tables etc)
➢ Keep it simple and easy to
decode
Elements
➢ Use talking title to articulate the
take out
 Managing Q&A sessions:

Listen to the question Ask for clarifications Answer the question Check the result

Do not interrupt, listen

Answer to the point,
fully and actively Ask for clarifications of Validate if the answer has
addressing specifically the
needed, to make sure you fully addressed the
addressed question.
Do not try to anticipate understood well question
mentally the answer,
Better to say “I don’t
rather try to understand This will also allow you to Do they need further
know” the to give a
where the question is buy some additional time clarifications or additional
wrong answer
coming from data?
 43

Extreme stress can lead to a

temporary IQ drop of up to 95%

It is essential to stay as relaxed

and focused as possible during
your presentation.
 44

Box Breathing is a simple and

accessible technique that will
help you calm down and stay in
control
Thank you!
Stefan Teodorescu
[email protected]
0722 306 512
www.positive-strategy.com