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How
To Present An Executive Scorecard
By Dennis Sommer (www.dennissommer.com)
One of the most challenging and stressful situations is
presenting a performance scorecard or ROI results to an
executive team. The challenge is convincing this highly
skeptical and critical group that outstanding results
have been achieved in a reasonable timeframe, that poor
results are being addressed, and making sure that they
understand the processes. The following guidelines will
drastically improve your executive presentations.
Start Off With a Face
to Face Meeting
Plan a face to face meeting with the executive team for
the first one or two presentations. If team members are
not familiar with the data collection and reporting process,
a face to face meeting is necessary to make sure they
understand the process. These presentations normally require
one or two hours to complete.
The
Brief Version
After the executive team is familiar with the process
and reports, a brief version can be presented. This involves
a one of two page summary with charts and graphs covering
all the major categories.
Executive
Summary
At some point an executive summary may be appropriate.
At this point the executive team understands the process
and details, so a half page summary may suffice.
Save Results Until the End
When giving the first presentation, the results should
not be distributed before or during the presentation.
The results should be saved until the end of the presentation.
This will allow enough time for presentation of the process
and reaction to it before the executive team sees the
actual performance scorecard or ROI results.
Go Step by Step
Present the process step by step, showing how and when
the data was collected, who provided the data, and how
data was converted to monetary values. The various assumptions,
adjustments, and approaches should be presented along
with the results.
Allocate
Appropriate Time For Each Category
When scorecard or ROI data is actually presented, the
results should be presented step by step for each major
category. Allocate time to each category as appropriate
for the audience. This will help overcome potential negative
reactions to very positive or negative results.
Document Feedback
Document concerns, issues, and reactions to the process
and results presented. Make appropriate adjustments for
the next presentation.
About The Author
- Dennis Sommer
Dennis Sommer
is the founder and CEO of Executive Business Advisers,
a management consulting firm specializing in business
growth, sales and profit improvement. www.executivebusinessadvisers.com
Dennis helps companies increase sales revenue, reduce
sales and marketing costs, improve marketing ROI, and
drive new business growth by improving and optimizing
their sales, marketing, company strategy and financial
health.
Dennis is a highly sought after business keynote and seminar
speaker www.dennissommer.com
and author of several highly popular sales, marketing,
leadership and professional development international
articles and books www.advisersecrets.com
.
Contact Dennis at 800-627-6512.
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