Haniel Group Chair 1 Shanghai, CDHK 25.04.2008 Presentation coaching How to make your case clear,...

Haniel Group Chair 1

Shanghai, CDHK 25.04.2008

Presentation coachingHow to make your case

clear, memorable and compelling

HANIEL Group Chair

of Marketing and Entrepreneurship


Today we will increase your skills in the following areas:

Topics of today’s workshop

1. Presentation coaching 1. Agenda

1. PowerPoint1. Tips and Tricks2. Layout guideline

2. Presentation1. Types of presentation2. Presenting3. Story of your presentation


How to use PowerPoint

1. Presentation coaching 1. Agenda


The following commands I find most useful:

PowerPoint functions:

1. Presentation coaching 2. PowerPoint

1. How to create a new slide (duplicate an old slide)

2. How to duplicate objects on a slide

3. How to arrange objects

4. How to change the properties of objects

5. How to group objects

6. How to keep your files fast and small

7. How to keep your boxes connected

8. How to arrange bullet points

9. How do access the master slide?

?


This are the 3 most useful rules:

Most useful rule:


1. Copy!2. Copy!3. Copy


How to create a new slide? – Duplicate the prior one

Answer:


Ctr + D

I almost never start from an empty slide.

Student Task:

Please duplicate this slide 5 times!


How to duplicate objects on a slide:

Answer:


Ctr + Drag and Drop

The advantage of copying is that many object properties such as spelling correction language are saved.

Student Task:

Please duplicate this picture 5 times!


How to arrange objects:

Answer:


- Highlight objects and use buttons- While copying keep “Shift” button pressed

These buttons are my best friends!

Student Task: Please use those queer objects and but them in as many different

orders as you like!


How to change the properties of objects:

Answer:


- double click on objectRight click, select “properties”

This is most used when you have no chance to copy. Try to use the brush function first!

Student Task: Please change the color of these objects to that of this orange box

and give it a red, bold frame!


How to group objects:

Answer:


- Highlight objects, then press the group button or Ctr + Shift + g

The group function is especially useful when you want to change the size of a multi-object entity without loosing its proportions:

Student Task: Please increase the size of the cute little face below by three times!


How to keep your files fast and small:

Answer:


- Cut and compress your pictures:

Professional picture artists always cut their pictures!

Student Task: Please eliminate everything on this

picture, except the face, and then minimize the size of the picture”!


How to keep your boxes connected:

Answer:


- Use sticky lines from the sticky button bar

This function increases your flexibility to make future changes!

Student Task: Here some unprofessionally connections for the lines. Please adjust

the picture!


How to make good bullet points:

Answer:


- Use the ruler above your slide

You should never use “space function” to arrange bullet points!

Student Task: Please change the bullet points so that it looks nice! (Left to right!)

SadfasdfsadAsdfsafdSadfasdfsadfsafdsadasdfasdfasdfasASDFASDFASDsfdgsfdg

Sadfasdfsad Asdfsafd Sadfasdfsadfsafdsad

asdfasdfasdfasASDFASDFASDsfdg

sfdg


How to make good bullet points:

Answer:


Student Task: Please change the bullet points so that it looks nice! (Left to right!)

SadfasdfsadAsdfsafdSadfasdfsadfsafdsadasdfasdfasdfasASDFASDFASDsfdgsfdg

Sadfasdfsad

Asdfsafd Sadfasdfsadfsafdsad

asdfasdfasdfasASDFASDFASDsfdg

sfdg


How to access the master slide:

Answer:


- ?

If there is something you cannot change on your slide it is probably hiddenon the master slide

Student Task: Please take away the blue bar at the bottom of this slide!


Layout guideline



There are few rules that should be adhered to for creating effective presentations:

Rules for presentation:

1. Presentation coaching 2.PowerPoint

Start from a presentation you like

Copy as much as you can

Less is better than more!


The following has emerged as principle for HANIEL chair layout.

Layout:

1. Presentation coaching

2.PowerPoint

Standard type: Arial, 16pt Main color: black Highlighting color: blue (60,100,180) Special color: orange (255, 170,0)

Main Message, blue, 18 ppt

Description ofslide content, black, min 16 ppt

Chapter and hierarchy information

Bottom line Page


Presentation structure



Not all presentations are the same:

Types of presentation:

1. Presentation coaching 3. Presentations

ManagementReport

AudiencePresentation

Start with executive summary Story telling


First we look at management reports.

Types of presentation:


ManagementReport

Start with executive summary


Management reports can carry a lot of information…

Characteristics of management report :


Purpose

Structure

Language

Inform management about important business aspects Give management background information for effective

decision making

Start with executive summary that contains main messages

Continue with slides that back up the executive summary with facts

If needed explicit additional “backup” section for less relevant, detailed information

Be as short and concise as possible Lists should have parallel structure within sections Throughout presentation uniform use of terms and

symbols, such as currency expressions


…so they should like appealing and are quick and effective to use

Components of Management Report :


Graphs

Writteninformation

Structuralelements

No 3 dimensional elements Uniform layout across all graphs Always need caption/legend “Legende”

Keep same style (font, size of font) across entire report Written information to a graph can be attached by using * Recommendations to language (as given above) apply

Overall design not too colorful Keep a uniform and easy structure across the entire

report Content and headline must match

All information you present needs to have a statement of source, linked via *

Haniel Shanghai Representative Office

24March 2009CB, LZ,ZY

China Business Process Outsourcing

LZ, ZY, CB, March 2009

Example management report



BPO industry in China Overview

Macroeconomic market drivers

Pros and Cons of entering the Chinese BPO market

Company profiles of potential targets in the BPO/ITO industry

CompuPacific Inc. (T/o USD 10m)

M&Y Data Solutions (T/o USD 15m)

Camelot Information Systems (T/o USD 25m)

Masterpiece Group (T/o USD 25m)

Executive Summary

Chinese BPO market at stage of early development; Low-end customer services largest segment;

Only few Chinese players with international scope; Development mainly in cluster areas;

Growing domestic and international customer base.

Strong long-term gov. support; Vast pool of low/medium skilled labor.

Attractive business opportunities esp. with Asian Pac. customers;

Strategic fit given.

Strong Chinese player with focus on serving Western firms; Sizeable track record.

Sug

gest

ed

focu

s

Leading Chinese provider of data capture and related BPO services; 1/3 of t/o from

international customers. Large player primarily engaged in upscale software consulting.

Japanese firm focused on call center activities for Asian Pac. customers.

Summary of all relevant information

Bias to action



Market size world and China (USDbn )

BPO industry in China – Overview I

BPO subsectors in China (2006)

Source:IDC cited in China Outsourcing Institute, chnsourcing.com, McKinsey

0.9 1.1 1.5 1.92.4 2.7

39%

13%

26%30%

34% 36%

2006 2007 2008e 2009e 2010e 2011e

T/o

growth rate

World CAGR06-10 15%

50%

30%

19%

1%

Customer service

USD 425m

Procurement USD 5m

Finance/Accounting USD 166m

HR services & training USD 5m

Major players of IT enabled outsourcing*

Japanese & Korean market

Domestic market

American& European market

Ch

ines

e C

om

pan

ies

Inte

rnat

ion

al

Co

mp

anie

s

CTG

825

412

10

42

China CAGR06-11 25%

N. America

EMEA

Asia Pac.

BPO industry in China at stage of early development.

Low-end customer services build the largest subsector.

Only few Chinese BPO players serving Western markets.

*ITEO is the overarching term for the concepts of Information technology outsourcing (ITO) and BPO

In 2007, the domestic financial segment experienced the fastest growth

Do not forget to state the source !!!!



19

15

Beijing

8

3

Tianjin

6

3

Dalian2

Jinan

4

1Xi'an

43

Chengdu

3

Wuhan

6

Nanjing

6

3

Shenzhen

5

2

Hangzhou

31

Suzhou

18

3

Shanghai

BPO industry in China – Overview II

Regional distribution of ITEO firms 07/08* Customer base

1

2

3

Companies from Japan, Korea and Hong Kong Key customers of BPO businesses in China Mostly outsourcing of low-end services Focuson cost saving

MNCs with large manufacturing operations in China and Asia Pac. Major motivation for BPO is to…

…harmoize processes, …scale operations and …save cost.

DSM, Danone, Fuji, Akzo Nobel (total of 32,000 employees in China)

Domestic Chinese companies State-owned enterprises, gov. agencies and private/public

enterprises Very few experience with outsourcing, but starting out E.g. Chinese banks have started to outsource such as low-end

data processing, information validation and reference check

Prior to 2005, the majority of BPO activity was restricted to the large cities of Shanghai, Beijing and Guangzhou.

More recently, new BPO hubs have been assigned, Dalian, Chengdu and Xi’an being important ones

# of company branches

# of company headquarters

Major BPO hubs in Beijing, Shanghai, Shenzhen, Dalian and Chengdu.

* Total sample n = 69, Headquarters n = 45

Source: Internal report; Chinasourcing (2008), Li / Zhu (2007).

Growing domestic and regional customer base.

Source information

Structural elements all the same



Macroeconomic market drivers

GDP growth rate yoy from ’08 to ’10 Government support

Talent pool and low wages

-3

0

3

6

9

12

08Q1

08Q2

08Q3

08Q4 E

09Q1 E

09Q2 E

09Q3 E

09Q4 E

10Q1 E

10Q2 E

10Q3 E

10Q4 E

China India US Euro Area

%

Economy expected to grow fast despite financial crisis

Context: Industrial growth will be limited by availability of resources, diminishing export demand and environmental restrictions General Objective of the “11th Five Years Plan” (’06 – ’11) is to bolster the service industry to sustain economic development

Special policies: USD 733.5m incentive package:

Set up 20 service outsourcing demonstration cities (incl. Beijing, Xi'an, Shanghai, Chengdu, Dalian, Shenzhen)

Training of 300,000 to 400,000 personnel in BPO related subjects (1.2 million service outsourcing professionals by 2013)

Offer policy based loans to base cities for infrastructure improvements, quality assurance, etc.

A subsidy of up to RMB 4,500 p.a. per college graduate employed for at least one year (~ 1 month’s salary)

Flexible working hours for employees

Favorable tax policies in the demonstration cities, e.g. 15% corporate income tax instead of 25% in Suzhou Industrial Park

1

2

Demographics: Favorable demographic development ensures large supply of service workers at relatively low wages

Education: Poor English language skills obstacle for delivery of services to

Western countries, but Asian language skills and cultural understanding likely to foster BPO within Asia Pac.

Broad base of IT skilled labor is growing and government incentivizes BPO related vocational training, practical training long-term availability of low/medium skilled workforce

# of call center staff hit 158,000 in 2007 (+22% yoy)

Strong government support and large low/medium skilled talent base will foster growth of BPO industry in China Source: Internal report; Global service 2008



Pros

BPO market in China – attractive for Haniel?

Cons Growth prospects projected by many studies conducted by

e.g. McKinsey, Gartner, IDC Focus on China’s premature domestic market and

outsourcing from other Asian countries as a first step towards offering services to Western companies (Japanese+ Korean market as big as EU+US market)

Superior infrastructure compared to India and strong government support with long term perspective

Big scale manufacturing bases by MNCs build attractive local customer base

Large pool of low/medium skilled labor (approx. 6-7 million university graduates p.a.) relatively low wages (currently USD 120 – 250 per month)

Financial crisis could spur BPO due to cost cutting pressure, but prices could deteriorate, according to the IAOP and CCID

Renown international BPO&ITO players like EDS, Convergys or Genpact service Asian clients from China

In China labor cost for university-educated personnel is 30%-50% less than India. While India is moving up the value chain in BPO, China could take the lead in relatively simple outsourced services

Shrinking workforce in many developed countries on the long run could boost demand for BPO

Currently China accounts for only a fraction (~3%) of the global BPO market and it is not clear whether this will change significantly in the next 3 – 5 years

Poor English language skills are a big obstacle for service outsourcing to Western countries.

Enforcement of intellectual property rights in China as a major concern of many firms

Indian companies are far more experienced and renowned for superior quality and better English skills in the BPO and ITO business

Latin America is offering a compelling alternative for US business

Investment and M&A in BPO sectors shrank in ’08, due to the downturn of the capital market

Despite the attractiveness of the BPO industry in China, competing countries are strong and the financial crisis could slow down the growth in the short/medium term.

Diversifying into BPO related firms could be a first step towards a long term commitment in a promising service industry.

Haniel has no experience in BPO and no related business units.

+

-

Unbiased information is given so that management can form own judgment



Summary

CompuPacific Inc. – Company Profile I

Management

T/o (USDm) and Headcount CompuPacific International, Inc. is a provider of global BPO solutions

headquartered in Plymouth (US).

Founded in 1998 and focusing on serving corporate and government clients in North America, Europe, Australia and China from the major BPO hub in Xi’an that operates 24/7.

Further branches are in Beijing, Manila, Melbourne, and London. 90% of T/o generated in Western markets.

Focus on end-to-end solutions in insurance and financial industries

Strategy*:

Increase share of Chinese business from < 10% to 40% in 2010. Two new locations in Chinese 2nd tier cities planned.

Increase workforce from 1080 (Jul. 2008) to 30,000 – 50,000 in 2013

Seeking strategic investment of USD 10m.

IPO planned after two more rounds of financing.

Michael Liu,(founder), 40 – CEO 10 years in health insurance industry, 10 years IT mgmt. (U.S)

Sunny Sheng, 40 – VP Information Technology 15 years IT solutions (U.S.) Dan Schottenfels, 55 – VP Operations, 20 years in healthcare operations, IT mgmt. and

consulting (U.S.) Michelle Huang, 37 – Vice General Manager, 6 years in BPO data processing (PRC) Lee Schottenfels, 56 – VP Business Development, 20 years in sales, client relations (U.S)

4 56.3

810

15.5

24

1,000

2,145

693 862512400

4,600

2004 2005 2006 2007 2008 2009* 2010*

T/o

# of employeesT/o CAGR04-10 35%

Source: Hina, Own research

Investment history

n.a.

Net margins 10-20%* Labor turnover rate 10-20% p.a.*

* Forecast prior to Q4 2008

Company profiles should look uniform across companies

Do you still remember how toarrange your bullet points?



CompuPacific Inc. – Company Profile II

Recent development In ‘07, CompuPacific together with Beyondsoft and Dalian

Hi-Think signed and investment agreement with TEDA* and registered a capital of RMB 10m to fund a project designed to provide international customers with service outsourcing solutions

Company was ranked among the top 100 global service outsourcing providers in 2008**

Current financial crisis could affect demand from Western customers

Corporate/Regional structure

Services

Data capture

Digitalization of paper based documents

Electronic content mgmt. (e.g. data analysis, indexing)

Electronic storage vaults

Build-operate-transfer services*

Track record Company recognized for*:

Top 10 in China by employment Best 10 focused on healthcare industry Best 10 offering human resources management services Best 20 focused on insurance industry Best 20 offering document management services

Major clients: >50 US customers incl. Boeing, Unisys, brother, Lazard, GMAC, Allstate, DealTrack, corbis,…

Strategic alliances with EDS, IBM, Fuji Xerox

* Provision of technical, HR, and other infrastructure for market entry

CPI plans to set up a Chinese holding company supported by future investor

IPO at domestic stock market is planned within the next 2 years (‘09-’10)

The UK & Australian affiliates are independent, they act for local sales purposes only and can be integrated fully after investment

CPI China CPI US Michael Liu 83% Xi’an Software Park 7% Yingluo Wang 5% Xi’an Investment Inc. 3% Xiaojun Tan 2%

Michael Liu 29% Sunny Sheng 29% Dan Schottenfels 22% Lee Schottenfels 20%

Service offerings Financial services

Government

Retail & marketing

Health insurance

Title industry

Insurance

Target clients

Broad range of service offerings and sizeable track record. High exposure to volatile Western markets.

* According to the International Association of Outsourcing Professionals (2008)

** Global Services Survey (media platform)

Source: Hina, Own research

* Tianjin Economic-Technological Development Area


Now we look at audience presentation:


AudiencePresentation

Story telling


To be good at presentations in front of an audience, you have to manage three major components

Elements of presentation in front of an audience :


Slide design

YOU

Your story

1 main message per slide Appeal to both parts of the brain, i.e. include graphical

element Less information is better than more

You are the leader of your presentation – behave like it! Stand straight and smile! Be convinced of what you have to say

SCQA scheme to lead to topic PYRAMID logic to support it





Slide design 1 main message per slide Appeal to both parts of the brain, i.e. include graphical

element Less information is better than more


Layout for presentations to hold in front of an audience:





Complete sentence as main message

Heading for main graphical support




Picture to appeal to the emotionalside of your brain




Can you recognize the mainmajor elements?





YOU You are the leader of your presentation – behave like it! Stand straight and smile! Be convinced of what you have to say


To be respected as a speaker it is good if you display a strong personality. There should be a flow of energy from the speaker to the audience.

How to leave a big, dynamic impact:


are extrovert and wide awake

are convinced about what they say are convinced by their own competence

are always a cultivated appearance

Convincing speakers…


The way you use your voice will have a big impact on the effect of your presentation.

Recommendations for your voice:


Vary your tone Punch key words Raise and lower volume Pause for impact Vary the speed

Student Task:

Say the two sentences below by specifically varying the impact parameters as described above!

“I will do this only for you!” “If we all try very hard, the world can be saved!”


Eye contact is a very important and professional means of drawing your audience into your presentation as it builds trust and credibility.

Importance of eye contact:


Look into the eyes of your audience. – There are many eyes

At the beginning look for one contact person in the audience

Face the audience


You communicate with your voice and your eyes – but also with your body.

Recommendations for body language:


Stand stable

Move slow and calmly

Make big, open gestures





Your story

Determine the main message -SCQA Support the Main Message – Logic Pyramid

Haniel Group Chair 1 Shanghai, CDHK 25.04.2008 Presentation coaching How to make your case clear,...

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