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Transcript of Shanghai, CDHK 25.04.2008
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
Haniel Group Chair 2
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
Haniel Group Chair 4
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?
?
Haniel Group Chair 5
This are the 3 most useful rules:
Most useful rule:
1. Presentation coaching 2. PowerPoint
1. Copy!2. Copy!3. Copy
Haniel Group Chair 6
How to create a new slide? – Duplicate the prior one
Answer:
1. Presentation coaching 2. PowerPoint
Ctr + D
I almost never start from an empty slide.
Student Task:
Please duplicate this slide 5 times!
Haniel Group Chair 7
How to duplicate objects on a slide:
Answer:
1. Presentation coaching 2. PowerPoint
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!
Haniel Group Chair 8
How to arrange objects:
Answer:
1. Presentation coaching 2. PowerPoint
- 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!
Haniel Group Chair 9
How to change the properties of objects:
Answer:
1. Presentation coaching 2. PowerPoint
- 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!
Haniel Group Chair 10
How to group objects:
Answer:
1. Presentation coaching 2. PowerPoint
- 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!
Haniel Group Chair 11
How to keep your files fast and small:
Answer:
1. Presentation coaching 2. PowerPoint
- 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”!
Haniel Group Chair 12
How to keep your boxes connected:
Answer:
1. Presentation coaching 2. PowerPoint
- 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!
Haniel Group Chair 13
How to make good bullet points:
Answer:
1. Presentation coaching 2. PowerPoint
- 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
Haniel Group Chair 14
How to make good bullet points:
Answer:
1. Presentation coaching 2. PowerPoint
Student Task: Please change the bullet points so that it looks nice! (Left to right!)
SadfasdfsadAsdfsafdSadfasdfsadfsafdsadasdfasdfasdfasASDFASDFASDsfdgsfdg
Sadfasdfsad
Asdfsafd Sadfasdfsadfsafdsad
asdfasdfasdfasASDFASDFASDsfdg
sfdg
Haniel Group Chair 15
How to access the master slide:
Answer:
1. Presentation coaching 2. PowerPoint
- ?
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!
Haniel Group Chair 17
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!
Haniel Group Chair 18
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
Haniel Group Chair 20
Not all presentations are the same:
Types of presentation:
1. Presentation coaching 3. Presentations
ManagementReport
AudiencePresentation
Start with executive summary Story telling
Haniel Group Chair 21
First we look at management reports.
Types of presentation:
1. Presentation coaching 3. Presentations
ManagementReport
Start with executive summary
Haniel Group Chair 22
Management reports can carry a lot of information…
Characteristics of management report :
1. Presentation coaching 3. Presentations
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
Haniel Group Chair 23
…so they should like appealing and are quick and effective to use
Components of Management Report :
1. Presentation coaching 3. Presentations
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
Haniel Shanghai Representative Office
25March 2009CB, LZ,ZY
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
Haniel Shanghai Representative Office
26March 2009CB, LZ,ZY
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 !!!!
Haniel Shanghai Representative Office
27March 2009CB, LZ,ZY
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
Haniel Shanghai Representative Office
28March 2009CB, LZ,ZY
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
Haniel Shanghai Representative Office
29March 2009CB, LZ,ZY
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
Haniel Shanghai Representative Office
30March 2009CB, LZ,ZY
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?
Haniel Shanghai Representative Office
31March 2009CB, LZ,ZY
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
Haniel Group Chair 32
Now we look at audience presentation:
1. Presentation coaching 3. Presentations
AudiencePresentation
Story telling
Haniel Group Chair 33
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 :
1. Presentation coaching 3. Presentations
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
Haniel Group Chair 34
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 :
1. Presentation coaching 3. Presentations
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
Haniel Group Chair 35
Layout for presentations to hold in front of an audience:
1. Presentation coaching 3. Presentations
Haniel Group Chair 36
Layout for presentations to hold in front of an audience:
1. Presentation coaching 3. Presentations
Complete sentence as main message
Heading for main graphical support
Haniel Group Chair 37
Layout for presentations to hold in front of an audience:
1. Presentation coaching 3. Presentations
Picture to appeal to the emotionalside of your brain
Haniel Group Chair 38
Layout for presentations to hold in front of an audience:
1. Presentation coaching 3. Presentations
Can you recognize the mainmajor elements?
Haniel Group Chair 39
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 :
1. Presentation coaching 3. Presentations
YOU You are the leader of your presentation – behave like it! Stand straight and smile! Be convinced of what you have to say
Haniel Group Chair 40
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:
1. Presentation coaching 3. Presentations
are extrovert and wide awake
are convinced about what they say are convinced by their own competence
are always a cultivated appearance
Convincing speakers…
Haniel Group Chair 41
The way you use your voice will have a big impact on the effect of your presentation.
Recommendations for your voice:
1. Presentation coaching 3. Presentations
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!”
Haniel Group Chair 42
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:
1. Presentation coaching 3. Presentations
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
Haniel Group Chair 43
You communicate with your voice and your eyes – but also with your body.
Recommendations for body language:
1. Presentation coaching 3. Presentations
Stand stable
Move slow and calmly
Make big, open gestures