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Field-tested, spaced repetition, presentation practice

“You presentation coaching guys give lots ideas on how to improve my presentations but no one has given me an efficient, usable practice schedule leading up to the live presentation day.” Advertising Agency MD.  The above comment was made to me, with a tinge of frustration, during a workshop I led last year. Below is the spaced-repetition practice template I suggested to the MD prior to an upcoming important presentation he had…

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BDMs: Enthusiasm is underrated

‘Enthusiasm is underrated. Business development people are exploring the unknown. That means that there’s more than cash on the table, there’s bravery and initiative and excitement. The best business development people I’ve ever worked with are able to capture the energy in the room and amplify it. They’ll build on the ideas being presented, not make them smaller.’

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What’s most important to you about . . . ?

What’s most important to you about your communication at work? Regularly I ask my clients and their direct reports this question. Below* is a list with answers people have given in response to that question. The ‘What’s most important to you about’ language (as some of you know) is a great question starter, for uncovering key information in a ‘customer’ interaction.

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Serious doesn’t mean intelligent (or competent)

Before doing a piece of work with a client I’ll often have a coffee at a cafe at the bottom of the office tower, before going to the client’s reception desk. At the these cafes I regularly observe senior executives getting their flat whites and macchiatos. Many of these people (mostly men, though increasingly women too)  look very serious.

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BDMs – This is how your career will be defined

“I remember many years ago when I had only just started life as a trainee client services manager at a well-known advertising agency in London. One night about six o’clock I had left the office early and was going down the escalator at Knightsbridge tube station when a chap called Don White came up behind me. In those days Don was our Creative Director and one of the “A listers”…

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