Business-to-Business Markets Presentation Skills

The Background

The client, a professional services company, relied heavily on the success of their staff in one-to-one and team presentation situations, both for securing new work and building on-going relationships with existing clients. They found that they were not having the success they had previously enjoyed at interviews and attributed this to some rustiness on the part of longer service staff and knowledge and skills gap on the part of more junior staff.

Having identified the problem the client approached Reeves Consulting Limited to develop a consultancy project to train and develop the staff in the area of presentation skills.

The objective of this project was to design, prepare and deliver a presentation skills learning programme uniquely tailored to the clients needs. 

Services Reeves Consulting Ltd provided

  • Development and design with the client of a programme uniquely tailored to his business
  • Preparation and delivery of the presentation programme, including venues, handout materials and reading list
  • Planned delegate activity: exercises including role-plays, video analysis (individual and team), homework exercises
  • A personal presentation skills seminar
  • A team presentation skills seminar
  • Analysis and feedback to Client 

The project outcome

  • The Client’s staff who attended the programme improved their self-confidence and effectiveness in presenting, in both individual and team presentations
  • The Client’s staff increased their sales conversion rate at team interviews with new clients
  • The Client increased the volume and scope of sales with existing customers

Key Words

Personal presentation skills, team presentation skills, staff development, training

 

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What the client thought...

"We recognised we had a problem that we were not getting our usual levels of success at selection interviews. Reeves Consulting developed a course to help our staff improve their presentation skills. The programme was popular with our people, and almost immediately we saw an improvement in our interview strike rate, and the overall confidence of our staff."

 
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