grant pearson brown consulting ltd 2012 1 presenting a financial energy saving case to clients...

Grant Pearson Brown Consulting Ltd 20121

Presenting a financial energy saving case to clients

Energy efficiency – convincing your clients to invest

A workshop by Ewan Pearson of Grant Pearson Brown Consulting Ltd for SECBE

GPB: “The BD and communication skills specialists”


Timetable

2

09.00 Registration09.30 First session (75 mins)10.45 Break (15 mins)11.00 Second session (105 mins)12.45 Wrap up time – Qs and paperwork13.00 End of workshop


Workshop style

3

•Theory shared – presentation style•Discussions - interactive•Practicals - in small groups•Learning, thought provoking and fun•Nb. SMART Personal Action Plan


Workshop content, goals and BCA

4

•Content:•Session 1 = Energy Saving•Session 2 = Persuasive Content, Q&A

•Goals and BCA (p3)•Help you generate new work through energy saving measures•Help you create a compelling case•Help you answer tough questions

•BCA = Buyers’ Criteria Analysis


Session 1

5

Finding and quantifying energy savings across a variety of users and types to identify whole of life and individual savings

Green Deal and the 'Golden Rule' Page 7

Exercise on energy saving Page 11


Energy Savings – discussion (p5)

6

•∆ = CC + X – FC•Key Principles•Discussion based on this group

•Electricity•Gas•Water•Consumables•Building and other materials


The Green Deal and the Golden Rule

7

•Green Deal (p7-8)•What is it?•How will it work?

•Golden Rule (p9)•What is it?•A: Savings must equal or exceed the costs (i.e. ∆ is positive)


Exercise: Energy Savings – (p11)

8

•Split into groups•Choose a product or service

•Explain how the product/service works•Work out and discuss the energy savings•Give constructive, critical feedback


Break time

9


Session 2: some or all of:

10

Conversion of raw ideas and data into presentable form Page 12

Creating a persuasive argument Page 16

Exercise on persuasive content Page 19

Creating and using visual aids well Page 20

Exploring questions Page 22

Active Listening Page 23 Presenting your ideas well Page 24 Handling the tough but predictable

questions Page 26


Converting data into presentable form(p12-14)

11

•Fire bell Test•Information Iceberg•Attention Level•Complexity•2x2 Evidence Matrix•Three Rhetorical Appeals: L.E.P.•Structure - Snapper and Aristotle


GPB’s Fire Bell Test and Info. Iceberg(p12)

12

“Fire Bell Test”

‘Imagine you have 30 secs to tell your audience the single MOST important point that they NEED to hear to make a decision to

hire you…’

Remember two things:

No more than 3 pointsAll high value/interest to client

Most important,least volume

“Water Line”

Leave to Q & A

Key Key Point

Key Points

FlavourPoints

Information overload -edit out

Most volume,least important

20 mins on average

The “Information Iceberg”


Attention Level and Complexity(p12)

13

Attention Level100 %

0 %

Start End (20 mins)

50%

The Ideal Attention level95%

30%

Expert

Generalist

Start Finish(20’ on average)Time

Middle

C

B

A

DPresenter

Etc

Level of Complexity

New topic


Factual evidenceArgument: Non-factual or

‘artificial’

Knowledge / Authority

1Facts, Data, Statistics

(e.g. McVitie’s Jaffa Cake Case Study)

2Quotes

Tangible / Comprehension

3Examples

4Metaphor, simile, or

comparison

GPB Evidence Matrix (p13)


The Rhetorical Triangle (p14)

The Rhetorical Triangle

Ethos: An appeal either from the credibility of the speaker or to the audience’s sense of what is morally wrong or right. Duty, responsibility and fairness spring to mind.

Pathos:

An appeal to an audience’s emotions and sentiments prompting it to accept propositions or calls to action. Commonly used pathos related arguments are freedom, love and happiness.

Logos: An appeal to logic or reason. As such it is often concerned with profitability, efficiency and necessity


Volume of information

SequenceHead Body Tail

The GPB Snapper (p15)

LogicalthreadlinkingwholepresentationWOW

factor

Strong Close Emotion

Call to action Call for reaction

Linkage

Strong Start Scene setting

Case study Bottom line

Bait

Explain Justify

Mini-summaries Case studies

Analogies FBI

Quotes Visuals

LO

GO

S

PA

TH

OS

ETH

OS

16


1)

2)

3)

Introduction - Background/Context/Evidence:Proposal/plan summary:Arguments/Evidence:

Counter Arguments:Conclusion:Nb. Try to include Logos, Ethos and Pathos

Aristotle: Suggested structure to include context and counter-argument (p15)


Creating a persuasive argument(p16-18)

18

•USPs•PoPs•PoDs•FBI•Two Routes to persuasion


The “FBI” Funnel (p17)

Irrelevant

Cold Button

Relevant

So What? So What?

Irrelevant

Cold Button

Irrelevant

Cold Button

Hot Button

Hot Button

Hot Button

Relevant Relevant


Central (words) route

Peripheral (music and dance) route

The APPEAL to LOGIC

“Careful and thoughtful consideration of true merits of

information presented in support of an advocacy “

(i.e. strength of argument)

The APPEAL to EMOTIONS

Physical attractivenessNon-verbal behaviour

Speaking styleVocal Attractiveness

Requires BOTH of•Ability to elaborate

•Motivation to elaborateto succeed

Is chosen if EITHER of•Ability to elaborate

•Motivation to elaborateare absent

The 2 routes to Persuasion (p18)(Elaboration Likelihood Model, Petty & Cacioppo et

al)


Exercise: Persuasive content (p19)

21

•Split into groups•Choose a product or service

•Do a Fire bell Test•Add some evidence•Add differentiators•Tell your storyboards•Give constructive, critical feedback


Visual Aids – good and bad(p20-21)

22


HEALTH AND SAFETYHEALTH AND SAFETYHEALTH AND SAFETY

1. Assess the workplace.

2. Identification of hazards which affect health.

3. Application of standards of control.

4. Identify socio-economic, political, cultural factors which affect health at work.

5. Epidemiology and research.

6. Avoiding risks.

7. Educational needs of the workforce.

8. Promoting critical awareness.

9. Health promotion.

10. Understanding physiological and psychological aspects of ill health.

HEALTH AND SAFETYHEALTH AND SAFETY

1. Assess the workplace.

2. Identification of hazards which affect health.

3. Application of standards of control.

4. Identify socio-economic, political, cultural factors which affect health at work.

5. Epidemiology and research.

6. Avoiding risks.

7. Educational needs of the workforce.

8. Promoting critical awareness.

9. Health promotion.

10. Understanding physiological and psychological aspects of ill health.


Manage exposures and calculate loss accumulation cont/d…

WTC Loss

Aviation

• Hull War

Property

• Building and contents

• Cargo/Specie

• Documents

Reinsurance

• Proportional

• XL

• Facultative

Personal Accident

Casualty

• Airline Liability PL

• Airport security PL

• Building Owners PL

• Architects PI

• WCA

Casualty ReinsuranceContingency

• Business Interruption

• Event Cancellation

• Project Risk

Property Damage Loss Casualty and Accident Loss

Tracing Aggregating Exposures WTC Example – by Insurance Industry class


Manage Exposures and calculate loss

accumulating cont/d…Hurricane Isabel predicted wind path 17.09.03


Staff Functions

Name

Programmes & Processes

Administration

Name

Commercial

Name

Engineering

Name

Financial Controller

Name

Customer Services

Name

Unit 1

AI/A• PEP FinancingAI/AE• Subcontract with

Aeroconseil• General Technical

SubjectsAI/AE-1• ProcurementAI/AI• TF Working Group

Unit 5

AI/BP-S• Standardization

Board

Unit 2

AI/CM• Marketing Analysis• Communication Airline

InputAI/CM-C• Customer MarketingAI/CM-M• Airline Input SystemAI/CM-R• Library Documents

Collection• Requirements

Document PublishingAI/CS• Sales

Unit 2 (cont’d)

AI/ED-X• Certification• Design Progress Meeting• FPCC, Future Projects• PEP• Technologies• Performance

ImprovementsAI/EE• Engineering Views• Aerodynamic

Coordination• Pavement CompatibilityAI/EE-A• Maintenance Avionics• In-service problems• Systems Development

Process GuidelinesAI/EE-C• Mock-up Center, Cabin

Definition, Payload, Freighter Version

• Systems Cabin, Oxygen Systems, BFE, SFE policy

AI/EE-C3• Ground Handling ServicesAI/EE-L• Feedback previous

programs

Unit 7

AI/GC• Communication &

Conferences

Unit 4

AI/S• In-service experienceAI/SE• In-service experienceAI/SE-A• Structure Repairs, In-service

problemsAI/SE-D• Electronic Documentation,

Publication SupportAI/SE-E• Maintenance, Avionics• In-service reliability,

system failure, CIDS, IFEAI/SE-LD• A340 In-service experienceAI/SE-M• General Maintenance Issues

on In-serviceAI/S-M3• Maintenance ProgramsAI/SE-ML• Fleet + Reliability StatisticsAI/SG-E2• DMC, Baseline Derivation,

EDP DevelopmentAI/SG-EA• DMC Data TetrievalAI/SI-D• Electronic DocumentationsAI/SM• Spares SupportAI/SP• Product Support IssuesAI/ST-F• Approved Aircraft Manuals

Electronic Documentation

Engineering

Name

Unit 3 (cont’d)

AI/EE-M• System Engineering

of other programs, In-service product

development of fuel & pneumatic

AI/EE-Q• Aerodynamic IssuesAI/EE-S• PEP• General Structural

IssuesAI/EE-T• Maintenance Engine• Propulsion, System

Performance, Noise, APU, consistencies

AI/ET• Wake Vortex, New

Technologies, Environment, Noise, PEP

AI/EV• Certification Flight

Test• OFZ issues, PEPAI/EV-T• Feedback on systems

development

Unit 6

AI/E• Coordination with LADAI/EA• Certification• New

Approval / RequirementsAI/EA-A• CertificationAI/ED-N• A340-600 processes /

consistencies

Large Product Division -an integrated part of the company


Technology solutions

Supplier Interfaces

ContentManagement

System

In-house systems

Enterprise Application Integration

Business Logic & Process Workflow Chordiant / SeeBeyond / BEA Tuxedo

MediaApplications

Multi-MediaContact Centre

Data

Managem

ent &

Analy

sis

Contact Strategy

SMS/EMAILDTVPDAs PHONEWEB Branch/Kiosk

Customers SuppliersPartners


Handling tough but predictable questions(p26-28)

29


Questions and Answers

Statement/Question

(Correct,Clarify,

Paraphrase)

Answer Question (+ reasons), or don’t answer (give reasons)

Bridge

Time

Pause

Key Question tips:• Pause before answering each question• Avoid over-answering: find a place to stop• Bridge to the positive

Active listening

by you


3131

Open and closed questions (p28)

OPEN

•What

•Where

•When

•Who

•Why

•How

•(Which)

CLOSED

•Do, did

•Are, aren’t

•Have, haven’t

•Can, may, might

•Will, won’t

•C/W/Should

•(Which)


The types of answers (p28)

•Yes/No (closed) or 42* (open)

•Don’t know (do know)

•Context, scale up, scale down

•Answer, block (can’t say), evade or equivocate (communicative conflict)

•Defend, push back, attack

•Short/brief, or long/verbose

•Bridge* From The Hitchhiker’s Guide to the Galaxy, Deep Thought, 7.5m years,

then Arthur Dent, Q:9x6.


Wrap-up:

Further questions and discussionSMART Personal Action Plans

Form filling

33


Appendix

34


3535

Active Listening is…

•Giving full attention

•Reflecting data (back to originator)

•Reflecting feelings (ditto)

•Summarising

•Interpreting

•Overall it is…

“Listening with gusto”