Presentation Secrets: Do What you Never Thought Possible With Your Presentations

CASE STUDY: A COMPANY INTRODUCTION

This presentation was developed during an executive training session for one of my clients, a company specializing in the factoring business. Factoring involves certain types of financial transactions akin to loans. It's actually quite complicated. We presumed that our audience consisted of business owners who were familiar with bank loans but not with factoring. However, if they wanted to grow their business they needed to understand these more complex financial concepts. We needed to explain to them what factoring is.

We took a typical corporate presentation prepared by the marketing department (You know this stuff: We were founded in this year, we have offices all over the place, we have this and that, a bare listing of facts—the “too much exposition” problem) and made a story out of it. After about 2 hours of work it looked something like this:

• Exposition:
  • Who are we? Our company is a bank that was founded 1999 (back then factoring operations required a banking license). We now have 21 offices all over the country.
  • Who are our clients? Our clients are companies that also want to develop and grow their businesses. They are mostly in wholesale, but also in manufacturing, construction, and retail.
• Problem:
  • Suppose you own a business and you need working capital. You have clients who are willing to pay you, but they ask for deferment. But if you don't get their money now, you will have no cash to pay salaries or make payments to your own ...