Browse Category: Making speeches

Are you considering discounting?

Are you considering discounting?

Short-term discounts can help preserve cash flow in an emergency, or be used as a strategy to increase market share. But the impact of discounting on your brand, margins and future pricing must be included in your decision! Commodities are assumed to be equivalent and are sold on price only.

Most companies are able to add value and differentiate themselves from their competitors. If price is your only advantage – don’t let your competition know. If they have deeper pockets, they will undercut you – and outlive you. Brands like Maybach, Bentley and Mont Blanc do not discount. (Do they?). They know their value and educate their clients about their value.

Identify, analyse and focus on the value that you (can) deliver and how your products or service add value to your clients. And if, for example, you are a Top 4 Accountancy Company pitching audit services to a UK based company – do not rabbit on about your global reach!!!! Fool’s Gold!! Relevant added value, promoted to the right customer, in the right way and with the right customer service will always trump price! If you do not add and sell value, price will always be your determining factor.

Will the downturn persuade British business people to learn from Obama and the Germans?

Will the downturn persuade British business people to learn from Obama and the Germans?

German white collar workers who are not sent on at least 2 weeks training a year fear that they must be on the redundancy short list and will soon face the chop. (Their company is not investing in them – so they must be on their way out!). Their British counterparts (with some exceptions) consider that an offer of training implies a personal or professional deficiency and gingerly start checking the post for their P45.

Is this the British fondness for the effortless amateur – the smooth-but-not-stirred James Bond? HR and PR departments are patronised with “I have 20 years experience giving speeches old boy – no need for training!” More like 1 years experience – repeated 20 times.

Practice and preparation are the absolute life-blood of a good performance – even those in the Public Speaking Premier League like Winston Churchill and William Hague.

Churchill would say that he could deliver an hour’s speech immediately at any time. But a ten minute speech needed an hour’s preparation. And a five minute speech needed a week’s preparation.

William Hague’s brilliant performances at PMQ’s were preceded every week by 26.5 man hours – 4 or 5 of which were his.

In a recent BBC tribute to Geoffrey Perkins (the legendary Comedy Writer, Performer and Producer of a range of classics such as Father Ted the Catherine Tate Show and The Fast Show show) an actor remembered how Geoffrey asked him to deliver a line “just one more time” – but this time a second quicker. The actor complained, but complied. And when he saw the final version, he admitted that Geoffrey had been right and the show was better because of it!

This perfectionist trait was the essential partner to Perkin’s humour and skill – and key to his success.

So what sort of look would you get if you asked the Chairmen of the FTSE 500 the following question? “Is your (draft) Annual Report/speech written yet for your next AGM? You know – the profits warning one? Any themes? General Ideas? And how much time will you spend preparing for it?”

And how long will these State-of-Our-Business-Reports and how well will they be delivered?

Lincoln’s historic speech, now known as the Gettysburg Address, was all of 10 sentences and 272 words long and lasted only two or three minutes.

Martin Luther King’s “I have a dream” speech changed the world with just 1669 words delivered in only 16 minutes 12 seconds.

President-Elect Obama’s team is not just preparing for government by working with the incumbents in every government department, but a team is already working on Obama’s Inaugural address – due to be delivered on January 20th.

Obama and his team obviously believe in the 7 P’s (Proper Prior Preparation Prevents Piss Poor Performance).

And they are going further. In the last week, Obama and his team have already been on the TV and radio stations across the country, managing expectations.

So, how long will Obama’s Inauguration speech be? Who can tell at this stage – but you can bet money on the fact that at least 20 hours or more of preparation will go into the preparation and writing of each minute of that speech – and that Obama will practice and prepare and be robustly critiqued on his delivery for days beforehand – winging it is not his style.

Nor should it be the style of the cream of British industry.


New: Free downloadable guides to improve speeches, survive telephone interviews, set goals and more.DOWNLOAD NOW
+ +
Visit Us On TwitterVisit Us On FacebookVisit Us On LinkedinVisit Us On Instagram