Presenting to Win: The Art of Telling Your Story

Chapter 12 Pitching in the Majors

Company Example:

• Microsoft

End with the Beginning in Mind

In Chapter 10, "Bringing Your Story to Life," you read abut the Symmetry linkage: starting your presentation with an anecdote or data point and never mentioning that item again until your conclusion. The two references then serve as bookends. Once again, I'll practice what I preach: In the Introduction, I recounted my experience with Jeff Raikes of Microsoft; and so, in the style of a Puccini opera or Broadway musical, let's reprise that anecdote.

I spent an entire session working with Jeff to focus and organize his story, and never once addressed his delivery skills. But that focus paid off. Jeff's presentation rang with conviction, not because of ...