Alongside Partner
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An example of a corporate presentation where the speaker's notes are not "what to say" but rather "why you're saying it". This is an example of how storytelling can be incorporated into organizational presentation design and delivery.
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Alongside Partner
- 2. This is a tribe
- 3. This is also a tribe
- 4. What makes a tribe?
- 5. A tribe is a group of people who are connected to one another through common beliefs, purposes and ideas.
- 6. The advantages of our tribe OUR LOGO PARTNER LOGO
- 7. They are better We are better
- 9. Why are they better? Your customers
- 10. Sherpas The advantage of highly skilled athletes
- 11. A coordinated tribe that work with a singular focus
- 12. To do whatever it takes to get their customer to the summit
- 13. They are not the hero in the story, but they are the ones who make the heroes happen
- 14. How does our tribe make them better?
- 16. They are better
- 17. We are better
- 18. How are we better? (Partner) & (Us)
- 19. Zulu The advantage of a rich cultural history
- 20. “Sawubona” - I see you
- 21. “Sawubona” - I see you “Ngikhona” – I am here
- 22. We represent the ones who have gone before us and the sum total of our tribe
- 23. Each individual uniquely equipped to serve the needs of those around us
- 24. How does our tribe make us better?
- 26. We are a tribe
- 27. We are a tribe We believe…
- 28. Thank you for being in our tribe. Please allow us to serve you as you strive to serve others.
Editor's Notes
- This presentation was designed to be used by a large tech company (Us) seeking to align with a partner (Partner) to offer a combined solution for their clients. This deck is meant to serve as an example of how you might leverage speakers notes NOT to share exactly what the speaker should say, but rather to provide the speaker with guidance on direction and purpose of each part of the story. This is your title slide. It is purposefully meant to NOT look like an opening (Us) slide. This image was selected as the topic is about security. Looking out for others. Don’t explain this slide. Let the audience try to figure it out for themselves. If appropriate, you can have this slide on the screen as they enter the room. Since it looks unlike what they probably expect from (Us), it should begin to set their minds to being open for something different and unique. It should spark their curiosity…which is exactly what you want. If anyone asks for an explanation, invite them to share what THEY think this might mean. It should provide you with some insights and possibly some concerns or interest points you can explore during your time with them. Just let them know it will be made clear to them.
- Just state, ‘This is a tribe’. Don’t linger. Next slide.
- “And this is also a tribe”. You might offer them to look around the room and see the tribe represented in the room.
- Now you can ask them this question, “What makes a tribe?” Some may be familiar with new emphasis on tribal leadership, but for others it may be new. Either way, you have them thinking…and not about a product, but about a basis for belief and connection. The goal is to get them to see themselves in their own story. They are part of one or more tribes.
- Here you can offer one definition of a tribe. Since they have previously described their definition of a tribe, this should not come off as the “right” answer. If others have mentioned anything like this, leverage their idea. ”One thing we heard in your responses was a bond of beliefs and purpose and ideas.” Once again, you might ask them to look around the room at the people present (the tribe present) and offer what common beliefs, purposes and ideas form their tribal bond. NOTE: This is a point when an executive might speak up and offer their perspective of the tribe. Be aware of others as he/she speaks. If you sense someone has something to add, explore it with them. “Those are some solid tribal bonds. Might anyone else have other insights into your tribe?” In doing this, you are showing you are curious and caring about every individual in the room.
- Now you can share that you’d like to take a few minutes and explore why our tribe, (Us) and the (Partner) looks like and the advantages it offers.
- There are two main advantages of our tribe. The benefits are both external – for others (they, our customers, are better), and internal – for ourselves (Us and the Partner).
- As it should always be, let’s first explore how our tribe benefits our customers.
- Transition slide. The purpose of this visual is to introduce their thinking toward a mountain expedition. A picture of a group of people, linked by rope and depending on one another is a good visualization of the story you are about to share. I will offer a story you can use here if it fits. It starts with a question. “Imagine for a moment that you have the physical strength and the available funds to take on an Everest Summit attempt? What do you think is the percentage of you surviving an Everest Summit attempt?” The answers can range significantly, but you’ll generally get 10%, 40%, etc. Once they’ve responded, tell them, “The number is 98%. Why is that?” (now go to your next slide)
- Consider the tribe and culture we know as Sherpas. Many think of Sherpas as porters. We’ve named backpacks and baby carriers after Sherpas, but the reality, Sherpa is not a job classification. It’s a tribe of people who are some of the world’s most highly skilled athletes. They live on the mountain. They understand the weather. They thrive at altitude.
- They coordinate their tribe to serve effectively. Assigning tasks and aligning needs and skills to fit the objective. They have a common purpose -- to safely lead their customers to a once-in-a-lifetime summit experience. Individually, many Sherpas have summited Everest many time. One Sherpa, has been to the summit 25 times. You might want to ask if this reminds them of any of their project meetings.
- This is actually a picture of a Sherpa helping their client learn how to use the ascender.
- Like Sherpas, we exist to make our customers the hero of their journey. We’ve travelled the routes numerous times. We’ve conquered the summit on multiple occasions, but we serve to help others reach the pinnacle. And when they do, we celebrate in their victory as if it were ours.
- This slide and the one that follows is a place holder where you can put specifics about how our (Us and Partner) products and services help (Partner’s) customers reach their objectives. Remember this isn’t about what the products or services do, but rather about what (Partner’s) customers can do because the products and services exist.
- A slide onto which you can add benefit statements. If possible, offer statements that have associated short stories to illustrate the value to the customer. For instance: ‘Relieves the mundane so they can focus on the meaningful” – “During a recent project, one project manager we worked with pulled us aside to tell us how we’ve changed his work life. Previously he came into work each day, dreading how he was going to spend his day revisiting the same problems and not seeing and end. Now, he said he looks forward to work because the mundane stuff is being addressed, once and for all, which allows him to explore new and more meaningful ways to contribute to the success of the project and company goals.” Quick stories like this are meant to cause a connection with your audience. The goal is to get someone to say to themselves, ”I’ve felt that despair” or “I wonder if my team is feeling like this?” Don’t just state bullet points. Offer story lines that they can (or have) lived.
- You’re now ready to transition from why it’s good for your customers. If time allows and the audience is engaged at this point, you might pause and ask for thoughts or insights that may have come from the last few minutes. NOTE: Asking for their thoughts or insights can be more welcoming than asking “Does anyone have any questions or comments?” That statement, while an invitation, can come across as “Does anyone want to challenge what I’ve just said?” Instead, asking for interaction should be an invitation to them to share something from which you, the speaker, can learn. You are curious about them and their thoughts and ideas.
- Now lets turn our focus inwardly to see because of our tribe, we (Us and the Partner) are better.
- What does that look like for us?
- The Zulu tribe is like most tribes. They are built and sustained upon a long and rich cultural history. It could be that your audience may have a long and rich cultural history. This supports what might be their beliefs in the value of such a history. For an audience who is just starting out, this may align with what they are hoping for as a one-day rich cultural history. Again, you want this to be their story. You can tell a culture by listening to its story. You can change a culture by changing its story. Your goal in this presentation is to help them see themselves in the new story. Identifying their current story is necessary for doing that.
- Within the Zulu culture they have a greeting, “Sawubona”. It means I see you. This is meaningful because it’s more that I can visually see you, but rather I can see that you exist and that your existence is meaningful.
- The response to this greeting is equally deep. “Ngikhona” translates to “I am here”. But again, it’s more that I am present. It’s better translated to mean “We are here”, myself, my ancestry, the ones who came before me, we are all here with you.
- (Us) and (Partner) both have a rich heritage of innovation and market leadership. Your individual role as a member of our tribe affords you the benefit of all of that. Your “we are here” represents a massive amount of resources and intellectual property that stands ready to be applied for those you are blessed to serve. These statements recognizes and respects the value of each organization’s culture, heritage and capabilities
- And as is the case with all tribes, we are not all the same. We are uniquely qualified to fulfill specific roles that are necessary to the tribe’s ability to survive and thrive. Some are hunter sellers, some are leader organizers, some are planners and some are nurturers. The purpose here is two-fold. First to introduce the necessity for both (Us) and (Partner) as unique contributors. Second, to leave room for anyone in the room (as an individual contributor) to find their place in the story you are proposing.
- Like in the previous point, this slide and the one that follows is a place holder where you can put specifics about how our security products and services combine to serve the (US) and (Partner) members with a unique capability to serve and succeed.
- Close out on this note: We are a tribe. Confirm what you are suggesting is not an arrangement or a loose coupling of resources. This isn’t about what or how both organizations work. This is about why both organizations exist and the common bond of beliefs and goals. People do business with people who believe what they believe. Alignment within a tribe illustrates this point.
- And share a list of what we mutually believe in. This should be a list of values. Like “People should not have to worry about…”, “Our client companies should be able to protect…” etc.
- Use this slide as a punctuation mark to your message and an invitation to further conversations of exploration and discovery of alignment of beliefs and the subsequent benefit to our clients.