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Effective Presenting
with ‘Think, Feel, Do!’
Ray Poynter
Webinar, 7 October 2020
Sponsors
Gold
Silver
Communication
The difference between
means and ends
Means
Engagement
Storytelling
Visualisation
End
Action
Do!
Think
Feel
Do!
• Launch the product
• Choose option A
• Address customer dissatisfaction with check-in
• Do more research
• Cancel the project
• Keep doing exactly what you are doing …
Finding the Do!
Business
Question
Business
Context
Your data
and analysis
Do!
Changing Behaviour is Hard
From Behavioural Economics, we know changing behaviour is hard.
The ‘facts’ do not often change behaviour.
Changing Behaviour
Inform the rider
(Think)
Motivate the elephant
(Feel)
Shape the path
(Do!)
The Think
Business
Question
The Think
Business
Question
Business
Context
The Think
Business
Question
Business
Context
Your data
and analysis
The Think
Business
Question
Business
Context
Your data
and analysis
Think
->Do!
The Do! Defined by the Think
Do!
Feel
Think
The Do! Created by the Feel
Do!
Feel
Think
Think, Feel, Do
Think
– The facts are still important, they are platform that
everything else is built on.
Feel
– People rarely change their beliefs or behaviour because of
the facts – change happens at the emotional level.
Do
– Every story should be aimed at creating an outcome, an
action that the teller wants the recipient to do.
Example – USA Movie Popcorn
Center for Science in the Public Interest (CSPI).
In 1994 it revealed that
Medium bag popcorn = 37 grams saturated fat.
USDA (United States Department for Agriculture).
Recommended maximum = 20 grams.
20
37
0
10
20
30
40
Grams Fat
USDA Max
Popcorn
Creating Emotion
=
37 grams
++
37 grams
Movie Popcorn
Think, Feel, Do
• Think, the ‘facts’:
– Popcorn has saturated fat, saturated fat is not good,
there are limits
• Feel
– 3 junk meals in one day is dumb/gross
• Do
– When you are about to buy popcorn, think about all
that fat, feel a bit sick/scared, buy something else
Robust Simplification
Movie Popcorn Data
About double your daily fat allowance
Visual Story
A day’s worth of unhealthy food
Movie Popcorn
What was left out?
• Other things in the popcorn, e.g. salt & sugar
• Large bag of popcorn
• Other foods eaten in movie theatres
• Other comparators, e.g. normal daily meal
Structure
Narrative Flow
•A beginning, middle, and end
•The flow should be linear
•Use storytelling devices (e.g. humour,
personal anecdotes, interaction etc)
to enhance the flow
What are the key elements?
1. Link to the project objectives
2. ‘Need to know’ not ‘nice to know’
3. Supported by patterns or themes in the data
• Not just a single data point
4. Clear findings
• Try to ensure you are talking about large groups of
people – ideally majorities
For example:
• If men are slightly more interested
• If young people are slightly more interested
• If people in London are slightly more interested
• Check Young, Men in London – that may be the key message
Do Not (Normally) use the Questionnaire Sequence
• Q1 by Age and Sex
• Q1 by Region
• Q2 by Age and Sex
• Q2 by Region
• ::
• ::
• Q1 by Age and Sex
• Q2 by Age and Sex
• ::
• ::
• Q1 by Region
• Q2 by Region
• ::
• ::
Do Not (Normally) use the Questionnaire Sequence
0
5000
10000
15000
20000
25000
0
100
200
300
400
500
600
700
Brazil China France Germany India Italy Japan Russia South Africa Sweden UK USA World
CasesPerMillion
DeathsPerMillion
Deaths and Cases Per Million of Population
(until 27 September 2020)
Deaths / 1Million Case / 1MillionSorted by alphabet
https://www.worldometers.info/coronavirus/ - downloaded 27 September 2020
Sort the data by something meaningful
0
5000
10000
15000
20000
25000
0
100
200
300
400
500
600
700
Brazil USA UK Italy Sweden France South Africa Russia World Germany India Japan China
CasesPerMillion
DeathsPerMillion
Deaths and Cases Per Million of Population
(until 27 September 2020)
Deaths / 1Million Case / 1MillionSorted by declining number of deaths per million https://www.worldometers.info/coronavirus/
downloaded 27 September 2020
Typical Structure
The Lead /
Elevator Pitch
Executive
Summary
Three themes
T1, T2, T3
Do
Theme 1
Theme 2
Theme 3
Evidence
1a, 1b, 1c
Evidence
2a, 2b, 2c
Evidence
3a, 3b, 3c
Close with the
Do!
Appendix
(Treasure Chest)
HT, Mike Sherman
Three Pieces of Evidence
• Focus on contrast, not repetition
– Different people learn in different ways
• For example:
– Quantitative evidence
– Qualitative evidence
– Video, open-ends, analytics
The Lead
Nora Ephron
When Harry Met Sally
Sleepless in Seattle
1st Day in Journalism School
5 Ws (Who, What, When, Where & Why?)
Asked to write the Lead for the school newspaper
“The entire school faculty will travel to Sacramento next
Thursday for a colloquium in new teaching methods.
Among the speakers will be anthropologist Margaret
Mead, college president Dr. Robert Maynard Hutchins, and
California Governor Edmund Brown.”
All the students wrote about the 5Ws – good, but not right.
The Lead?
No school next Thursday!
Truth Not Precision
MOVE!
TruthPrecision
Precision vs Truth in the real world
The Appendix
The Appendix
• Explain it is a Treasure Chest
– Not a garbage dump
• Make the information is easier to find
– A mix of tables, notes, and visuals
• It does not have to be one document
– It does not have to be in one place
• It needs to be one concept
– A single lookup system – accessing all the parts
33
Storyboarding
Feelings
The Weak Link Between Finding
the Story and Telling the Story
In finding the story we have multiple data sources
We have many analytical tools to find the story in the
data
• For example, you might use predictive analytics to find the
story
But, the best way to tell the story does not have to rest
on the ‘best’ data
• You might use an image or consumer video to tell the story
Research shows we make
too many mistakes
You learned this from the data, but the
image conveys the message.
Use Analogies
• Explaining a joke is like dissecting a frog. You
understand it better but the frog dies in the
process.
• Pitching the film: Alien ‘like Jaws in space’
• ‘AI and big data is like high school sex, everybody
is talking about it, but nobody is actually doing it’
Take one thing away
from the ecosystem and
the whole system
collapses.
Memes
Tip – Collect Examples
Confusing messages
The Story?
• It is all about the Do!
• Use Think to find the Do!
• Use Feel to cause the Do!
• Structure your presentation to deliver the Do!
– The Lead
– The Story
– The Recommendation
Q & A
Sponsors
Gold
Silver
Communication

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Effective Presenting with ‘Think, Feel, Do!’

  • 1. Effective Presenting with ‘Think, Feel, Do!’ Ray Poynter Webinar, 7 October 2020
  • 3. The difference between means and ends Means Engagement Storytelling Visualisation End Action
  • 5. Do! • Launch the product • Choose option A • Address customer dissatisfaction with check-in • Do more research • Cancel the project • Keep doing exactly what you are doing …
  • 7. Changing Behaviour is Hard From Behavioural Economics, we know changing behaviour is hard. The ‘facts’ do not often change behaviour.
  • 8. Changing Behaviour Inform the rider (Think) Motivate the elephant (Feel) Shape the path (Do!)
  • 13. The Do! Defined by the Think Do! Feel Think
  • 14. The Do! Created by the Feel Do! Feel Think
  • 15. Think, Feel, Do Think – The facts are still important, they are platform that everything else is built on. Feel – People rarely change their beliefs or behaviour because of the facts – change happens at the emotional level. Do – Every story should be aimed at creating an outcome, an action that the teller wants the recipient to do.
  • 16. Example – USA Movie Popcorn Center for Science in the Public Interest (CSPI). In 1994 it revealed that Medium bag popcorn = 37 grams saturated fat. USDA (United States Department for Agriculture). Recommended maximum = 20 grams. 20 37 0 10 20 30 40 Grams Fat USDA Max Popcorn
  • 18. Movie Popcorn Think, Feel, Do • Think, the ‘facts’: – Popcorn has saturated fat, saturated fat is not good, there are limits • Feel – 3 junk meals in one day is dumb/gross • Do – When you are about to buy popcorn, think about all that fat, feel a bit sick/scared, buy something else
  • 19. Robust Simplification Movie Popcorn Data About double your daily fat allowance Visual Story A day’s worth of unhealthy food
  • 20. Movie Popcorn What was left out? • Other things in the popcorn, e.g. salt & sugar • Large bag of popcorn • Other foods eaten in movie theatres • Other comparators, e.g. normal daily meal
  • 22. Narrative Flow •A beginning, middle, and end •The flow should be linear •Use storytelling devices (e.g. humour, personal anecdotes, interaction etc) to enhance the flow
  • 23. What are the key elements? 1. Link to the project objectives 2. ‘Need to know’ not ‘nice to know’ 3. Supported by patterns or themes in the data • Not just a single data point 4. Clear findings • Try to ensure you are talking about large groups of people – ideally majorities For example: • If men are slightly more interested • If young people are slightly more interested • If people in London are slightly more interested • Check Young, Men in London – that may be the key message
  • 24. Do Not (Normally) use the Questionnaire Sequence • Q1 by Age and Sex • Q1 by Region • Q2 by Age and Sex • Q2 by Region • :: • :: • Q1 by Age and Sex • Q2 by Age and Sex • :: • :: • Q1 by Region • Q2 by Region • :: • ::
  • 25. Do Not (Normally) use the Questionnaire Sequence 0 5000 10000 15000 20000 25000 0 100 200 300 400 500 600 700 Brazil China France Germany India Italy Japan Russia South Africa Sweden UK USA World CasesPerMillion DeathsPerMillion Deaths and Cases Per Million of Population (until 27 September 2020) Deaths / 1Million Case / 1MillionSorted by alphabet https://www.worldometers.info/coronavirus/ - downloaded 27 September 2020
  • 26. Sort the data by something meaningful 0 5000 10000 15000 20000 25000 0 100 200 300 400 500 600 700 Brazil USA UK Italy Sweden France South Africa Russia World Germany India Japan China CasesPerMillion DeathsPerMillion Deaths and Cases Per Million of Population (until 27 September 2020) Deaths / 1Million Case / 1MillionSorted by declining number of deaths per million https://www.worldometers.info/coronavirus/ downloaded 27 September 2020
  • 27. Typical Structure The Lead / Elevator Pitch Executive Summary Three themes T1, T2, T3 Do Theme 1 Theme 2 Theme 3 Evidence 1a, 1b, 1c Evidence 2a, 2b, 2c Evidence 3a, 3b, 3c Close with the Do! Appendix (Treasure Chest) HT, Mike Sherman
  • 28. Three Pieces of Evidence • Focus on contrast, not repetition – Different people learn in different ways • For example: – Quantitative evidence – Qualitative evidence – Video, open-ends, analytics
  • 29. The Lead Nora Ephron When Harry Met Sally Sleepless in Seattle 1st Day in Journalism School 5 Ws (Who, What, When, Where & Why?) Asked to write the Lead for the school newspaper “The entire school faculty will travel to Sacramento next Thursday for a colloquium in new teaching methods. Among the speakers will be anthropologist Margaret Mead, college president Dr. Robert Maynard Hutchins, and California Governor Edmund Brown.” All the students wrote about the 5Ws – good, but not right. The Lead? No school next Thursday!
  • 32. The Appendix • Explain it is a Treasure Chest – Not a garbage dump • Make the information is easier to find – A mix of tables, notes, and visuals • It does not have to be one document – It does not have to be in one place • It needs to be one concept – A single lookup system – accessing all the parts
  • 35. The Weak Link Between Finding the Story and Telling the Story In finding the story we have multiple data sources We have many analytical tools to find the story in the data • For example, you might use predictive analytics to find the story But, the best way to tell the story does not have to rest on the ‘best’ data • You might use an image or consumer video to tell the story
  • 36. Research shows we make too many mistakes You learned this from the data, but the image conveys the message.
  • 37. Use Analogies • Explaining a joke is like dissecting a frog. You understand it better but the frog dies in the process. • Pitching the film: Alien ‘like Jaws in space’ • ‘AI and big data is like high school sex, everybody is talking about it, but nobody is actually doing it’
  • 38. Take one thing away from the ecosystem and the whole system collapses.
  • 39. Memes
  • 40. Tip – Collect Examples
  • 42. The Story? • It is all about the Do! • Use Think to find the Do! • Use Feel to cause the Do! • Structure your presentation to deliver the Do! – The Lead – The Story – The Recommendation
  • 43. Q & A