Present the Now the main issues found should be presented succinctly using
issues and the minimum number of slides. Detail is not needed on the slides,
solutions: but presenters should have it at their ﬁngertips so as to be able
to ﬁeld questions.
nd on At the end of the presentation summarise the issues, and clearly
a high: restate the decision the managers are being invited to make.
Practical points about presenting business cases
The reason why you are being invited to present your ideas in person is probably
that the decision-makers want to hear what you have to say, and to have the
arguments summarised. So it is a mistake to turn up and, in eﬀect, simply read
the report to them!
Another error is to take along too many slides, so that the complaint of ‘death by
PowerPoint’ is made. If, say, 15 minutes is available for the presentation, that
implies a maximum of ﬁve slides if suﬃcient time is to be spent speaking to each
of them. Those slides should not be endless sets of bullet points, since it is very
diﬃcult not to just read these to the audience. Instead they should contain the
main points of the presentation, and present, in pictures, things that are diﬃcult
to explain in words – such as the shape of a new organisation chart, the
conﬁguration of a network, or a bar chart showing expected increased sales.
One way of improving the chances of staging a successful presentation is to hold
rehearsals. At its simplest this could involve delivering the presentation a few
times to the mirror, but by far the best idea is to have a fuller practice session,
with colleagues taking the roles of the real audience and asking diﬃcult
questions at various points. That way, the presenter gets experience of handling
these situations, and is much more relaxed, comfortable and conﬁdent when the
real thing comes around.
Bradley, G. (2006) Beneﬁt Realisation Management: A Practical Guide to
Achieving Beneﬁts Through Change. Gower Publishing, Aldershot.
Ward, J. and Daniel, E. (2006) Beneﬁts Management: Delivering Value from IS
and IT Investments. Wiley, Chichester.
Welch, J. and Welch, S. (2005) Winning. HarperCollins, New York.
Blackstaﬀ, M. (2006) Finance for IT Decision Makers, 2nd edition. British
Computer Society, Swindon.
Cadle, J. and Yeates, D. (2008) Project Management for Information Systems,
5th edition. FT Prentice Hall, Harlow.