The early part of my career was spent making presentations to Japanese executives to obtain key technology products for our global aftermarket distribution business. These executives were about the hardest for me to read. Later, we made investment pitches to similar sets of executives in Japan. I learned from one of the masters, our CEO, Mike Clarke, how to appropriately tailor a presentation to the audience. I have branched out and attended some great course work e.g. Miller Heiman, https://www.millerheimangroup.com/ , but the best lessons have come through licking my wounds.
What tips have I learned over the years making presentations to global executives?
Speaking in front of a group is hard. Speaking to a diverse executive group exposing their problems is even harder. No one likes having their flank exposed, having a solution to that problem delivered respectfully necessitates artful delivery. Previous blogs have addressed selling products to groups: https://www.jimthomasintl.com/blog/key-account-skills-required-in-todays-world , but realize today’s blog is for a different audience.
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