Succeeding in

Business Presentations

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 1
 Exciting agenda today

Integrated
Structure Break Delivery
exercise

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 2
 Two main parts to high impact business communication

Presentation
Delivery of
structure and
the material
material

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 3
 Five steps to get you there

Presentation
Delivery of
structure and
the material
material

1 2 3 4 5
Tailor Agree Develop Create Deliver
to on main story effective for
audience message line slides impact

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 4
 Know to whom and what you want to communicate

Presentation
Delivery of
structure and
the material
material

1 2 3 4 5
Tailor Agree Develop Create Deliver
to on main story effective for
audience message line slides impact

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 5
 Tailor the presentation to the audience 1

How
What is the
Who What What will they
desired
is your motivates do they react to
outcome of
audience? them? know? your
the meeting?
message?

Type and amount of information Is the purpose to

Risks vs. benefits -Inform?
-Drive to a decision?
Compelling evidence
-Move to action?
What do you want
the audience to do
different after the
meeting?
This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 6
 Answer-first 1

You have asked me to evaluate whether we

should close our European factories
Let me say up front that I believe we must,
and we must act quickly

Answer-Last
Answer-last

Ladies and gentlemen, over the next 40

minutes, I am going to ask you to make a
decision that could fundamentally impact
the way we do business
This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 7
 Structuring answer first or answer last 1

ANSWER FIRST ANSWER LAST

Satisfies impatient Secures agreement
decision-maker one step at a time

Audience knows where Conclusion viewed as

you are headed objective and
Advantages inevitable
Logic can be explained
up front

Audience understands Audience is unfamiliar

situation and approach with facts
clearly Audience is detail
Use when
Audience is impatient oriented
Agreement with Conclusions are
conclusion is likely controversial
This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 8
 Know to whom and what you want to communicate

Presentation
Delivery of
structure and
the material
material

1 2 3 4 5
Tailor Agree Develop Create Deliver
to on main story effective for
audience message line slides impact

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 9
 Main message 2

Every presentation has 3 levels of abstraction . . .

30-second
Elevator version

5-minute
Executive summary

60-minute
Full presentation

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 10
 Developing a story line

Presentation
Delivery of
structure and
the material
material

1 2 3 4 5
Tailor Agree Develop Create Deliver
to on main story effective for
audience message line slides impact

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 11
 Structuring a presentation 3
(Answer first example)

Introduction
Situation
Complication
Question

Answer

Main assertion

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 12
 Pyramid structure quiz

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 13
 Rearrange these 10 statements into an answer first 3
pyramid

New high-speed Javelin train service in place

Olympic Stadium construction is finalized
All stadiums are ready
National teams are ready to compete
Aquatic Centre is ready to be used
Track and field training programs upgraded
Additional express bus and coach services planned
Transport infrastructure is in place
London is ready to host the 2012 Summer Olympics
Swim teams training programs world class

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 14
 The pyramid answer key 3

London is ready to host the 2012

Summer Olympics

Transport
All stadiums are National teams are
infrastructure is in
ready ready to compete
place

New high- Additional Swim

Olympic Aquatic Track and
speed express bus teams
Stadium Centre is field training
Javelin train and coach training
construction ready to be programs
service services programs
is finalized used upgraded
in place planned world class

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 15
 Difference between Answer first and Answer last is 3
straightforward

ANSWER FIRST ANSWER LAST

Situation Situation
Complication Complication
Question Question

Answer Assertion 1 Assertion 2 Assertion 3

Assertion 1 Assertion 2 Assertion 3

Answer

Summary Summary

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 16
 Five-steps to a high impact communication

Create high impact slides to deliver your message

Presentation
Delivery of
structure and
the material
material

1 2 3 4 5
Tailor Agree Develop Create Deliver
to on main story effective for
audience message line slides impact

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 17
 Data slides make up the majority of slides in 4
business presentations

Word slides

Visual slides

Data slides

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 18
 Good or Bad? 4

QS-Prozesse

Aktien

Produkt-
gruppen Aktien Inland Aktien Aktienderivate Aktienderivate Aktienderivate Aktienderivate
Standard Ausland Warrants OTC Brse Ausland

Privat- Privat- Privat- Privat-

AM AM AM AM AM
kunden kunden kunden kunden
Versicherungen/
APM/Eigen
Kunden- Externe Versicherungen/ Externe Versicherungen/ Externe Versicherungen/
Institutionals
Versicherungen/ Versicherungen/
gruppen AM Institutionals AM Institutionals AM Institutionals Institutionals Institutionals

Firmen- Firmen- Firmen- Firmen- Firmen-

APM/Eigen APM/Eigen APM/Eigen APM/Eigen APM/Eigen
kunden kunden kunden kunden kunden

"Betreuung" PK FM FCF PK FM FCF PK FM FCF FM FCF FM FCF FM FCF

ber externe ber externe ber externe

ber FM Broker ber FM Broker ber FM ber FM ber FM ber FM Broker
"Handel"

Effektenab- Effektenab- Effektenab- Derivate- Derivate- Derivate-

wicklung wicklung wicklung abwicklung abwicklung abwicklung

"Abwicklung" GS-Ab- Lieferab- Ausl. Abrechnung ohne GS-Ab- Lieferab-

OTC-Abrechnungen Brsen-Abrechnungen OTC-Abrechnungen
Brsen-
rechnungen rechnungen Termin rechnungen rechnungen Abrechnungen

effektiv Cargo GS-f hig ef fektiv Cargo GS-fhig ef fektiv Cargo GS-fhig effektiv Cargo GS-f hig

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 3

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 19
 Data slide 4

Long-term biotech funding trajectory is up

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 3

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 20
 Data slide 4

Product is unlikely to contribute positively to company

profits

PROFIT IMPACT OF NEW PRODUCT

30
25.3

20

-8.8

10
-8.3
1.6 4.5

-5.3
0
Starting Reduction Reduction Reduction Reduction Net
point due to A due to B due to C due to D impact

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 4

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 21
 Data slide 4

Aventis and Rollstock together command a 70%

market share in the main European market
EUROPE MARKET (M SQM)

2,920 800 760 580 400 380

100%
Other Other Other
Other
Sierra Ritz
Other
MicroMac Ritz Ritz
Other
Sierra MicroMac
80 Sierra
Hurrican MicroMac
Ritz Hurrican Hurrican
Hurrican Ritz MicroMac
60 Rollstock Ritz
Rollstock Rollstock
Rollstock Rollstock Aventis
40

20 Aventis Aventis
Aventis Aventis Aventis Rollstock

0
Europe Germany UK France Italy Spain

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent HEL 120613- I2B - Succeeding in Business Preez ver 2 78

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 22
 Visual slide 4

APPLE CUSTOMER EXPERIENCE

PRODUCT AWARENESS BUYING PAYING USING CARE UPGRADING

Grand openings
Try and play
atmosphere Easy pay
Accessories

Online store

Store layout
Innovative and
Marketing
integrated Social In-store
products experience upgrades

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 23
 Combination of visual and data 4

Factory unit cost comparison

EUROPEAN FACTORIES UNITS COST

30
28 28
27
Transport
Direct
cost
20
A
C

B Material
10

0
Factory A Factory B Factory C

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 6

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 24
 Animations 4
Photography industry and the advent of digital

2000
2010
Operating profit

50%
Total profit =
$1.9B
$3.7B
40

30

20

10

0 Film Film D-compact Memory Digital camera Photo printers, mfg

Camera
camera
Photofinishing
mfg mfg retail Enhanced servicesPhoto
retail printers, retail
mfg
retail retail
D-SLR mfg Online photofinishing
FilmEnhanced services Photofinishing
Rolled & single use film mfg Agx paper and chemicals
Digital imaging software
manufacturing
Paper & Chemicals
wholesale Memory retail
Film camera retail
Camera Photofinishing equipment
Rolled film retail
manufacturing Retail photofinishing Photofinishing equipment

Segments that did not exist in 2000

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 25
 Animations 4
Top 20 Global Banks
Market capitalization as of 31
14 January
October
December2007
2009
2001
(US$B)
(US$B)
300
US
273.6 EU
259.9
251.3
238.0 Asia
210.8
200.2 202.6
200.2
200 185.5 185.5
167.2
160.8
146.4 148.6
138.4 138.4
120.1 123.0 117.8
114.4 109.6 114.4 116.5
98.2 101.0 98.7 101.0 98.7
95.8
100 93.4 88.7
87.4 85.2
79.9 77.0 76.7 72.0
73.7 71.7 70.3 69.6 74.2
69.5 67.2
62.6 63.1
61.2 67.6 67.6 67.2 70.4
70.3
63.9 69.6 68.9
60.7 55.2 55.1
50.7 44.6 51.6 45.8 44.6
43.5 40.5 44.6 43.9 40.8 39.5 43.5
39.0 40.5 35.7
38.8
28.1 32.8 29.8
22.8 28.1
28.1
8.2 11.7 8.2
0

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 26
 Word slide 4

Assuming some medium-term resource constraints

Focus additional resources on GSM to close/identify product gaps and achieve/enhance leadership position
-Close near-term engineer shortfall (for 1999 revenues) immediately
-Close specific product gaps
-Mid-tier products in Europe and Asia
-Multi-band, multi-mode handsets (to facilitate U.S. roaming from EMEA and Asia)
-Focus resources on e-commerce and data application delivery in Europe
-Evaluate alternative strategies: Copy Nokia vs. Beat Nokia through differentiation have very different
implications for CSS
-Evaluate acquisition opportunities to enhance scale in targeted European (and potentially Asian) markets. The most
likely acquisition candidates are Alcatel, Siemens, and Philips (and potentially Bosch). Ericssons handset business
could also be up for sale in the near- to medium-term, depending on how strongly Ericsson decides to focus on
infrastructure
Make CDMA the new strategic thrust in driving CSS growth given preliminary estimates of the opportunity
-Aggressively leverage the current window of opportunity with Star-Tac introduction and:
-Samsung hampered by slow growth in Korean market
-Qualcomm potentially in play
-Add resources to speed up product releases and focus on launching dual-band products faster than planned

-Aggressively link with CIG in key markets and target major operators (especially in Japan) to develop a strong
launch platform
-Actively pursue Qualcomm acquisition to speed up CDMA capabilities (especially engineers, chipset, and IP) to
solidify 3G efforts and also to thwart competitor acquisition. Ericsson is also likely to be strongly interested given its
lack of CDMA capabilities. Qualcomms infrastructure businesss links with Nortel could be a stumbling block
-Understand benefit sources to competitors from acquiring Qualcomm and the impact on CSS
-Further understand market dynamics (competitor behavior and operator rollout) to define likely market scenarios
around growth and profitability
This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent HEL 120618- I2B - Succeeding in Business Preez ver 2b 46

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 27
 Slightly better word slide 4

Four main sets of initiatives that should be pursued in

order to achieve differentiation

Focus on high value customers

-CompuRent should identify and tag high value customers, make specific service
changes for these customers, reorient its marketing spending towards attracting and
retaining more of them, and develop programs that recognize and reward these
customers for their loyalty
Turbocharge and restructure Preferred Program
-Preferred service drives higher satisfaction and loyalty among customers and may
actually be lower cost to provide. It should be significantly expanded and at the same
time restructured and relaunched
Address key root causes of defection
-there are a number of recurring service failures which should be addressed across the
board by identifying and sharing best practices across the locations, and by
developing mitigating or recovery programs
Upgrade the service-oriented front line
-the most successful service organizations focus on ensuring that whenever there is an
employee-customer interaction it is high quality; currently those CompuRent
employees that have the most frequent customer interaction have low employee
loyalty, limited incentives, and little or no feedback on service quality

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent HEL 120618- I2B - Succeeding in Business Preez ver 2b 47

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 28
 Impactful word slide 4

Differentiation demands four initiatives in its place

Focus on high-value customers

-Identify and tag
-Reorient marketing spending
-Create programs that reward loyalty
Turbocharge and restructure Preferred Program
-Restructure and re-launch
-Expand significantly
Address operational causes of defection
-Service failures
-Recovery programs
Upgrade front line
-Highest quality employee customer interaction
Increase feedback on service
Increase incentives

4B profit impact realistic

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent HEL 120618- I2B - Succeeding in Business Preez ver 2b 48

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 29
 Minimalist word slide 4

Differentiation demands four initiatives

Focus on rich customers

Restructure Preferred Program

Address operational causes of defection

Upgrade front line

4B profit impact realistic

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent HEL 120618- I2B - Succeeding in Business Preez ver 2b 49

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 30
 Five-steps to a high impact communication

Presentation
Delivery of
structure and
the material
material

1 2 3 4 5
Tailor Agree Develop Create Deliver
to on main story effective for
audience message line slides impact

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 31
 Effective presentation delivery is important 5

Delivery is crucial, but

most people are anxious

Todays agenda

Nervousness Presence Behavior

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 32
 Its all a blur... 5

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 33
 Look at one person at a time make eye contact 5

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 34
 Presence is not about what you say 5

IMPACT OF COMMUNICATION

How you look: How you sound:

55% 38%

What you say:

7%

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 35
 Use your voice 5

VOLUME YOU YOU COME

LEVEL SOUND ACROSS AS

78 Dynamic Confident

56 Monotonous Boring

34 Weak Lacking
conviction
12 Inaudible Timid

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 36
 Avoid distracting behavior 5

POCKETS TWITCH ROBOT DANCE LEAN

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 37
 Three easy ways to help reduce nervousness and 5
increase effectiveness

Make eye
contact

Increase
volume and
inflection

Avoid
distracting
behavior

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 38
 Five steps to a high impact business communication

Presentation
Delivery of
structure and
the material
material

1 2 3 4 5

Tailor to Agree on Develop Create Deliver

audience main story line effective for
message slides impact

This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 39
This information is confidential and was prepared by Bain & Company solely for the use of our client; it is not to be relied on by any 3rd party without Bain's prior written consent 40