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Entrepreneur Pitch Presentations: Lessons From the Front Lines

12-06-2013

Entrepreneurs are headstrong and passionate – they live immersed in their idea and sweating out the details. Yet at the same time, they are often hard pressed to bring others into their world.

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7 Traits Of Executive Presence, The Key To Winning People Over

09-24-2013

Larry Ellison has executive presence. So did Steve Jobs.

Although very different people, they both had that confidence and composure that allowed them to connect with others.

Chances are, you may need executive presence, too, to get venture capital for your business, motivate your staff or get a promotion. How important is presence?

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Brief and Brilliant: The Technical Presenter’s Holy Grail

09-19-2011

“But why would I leave anything out? It's all important!” At first, I thought the chemical engineer was kidding. I even laughed at what I thought was an attempt to make fun of the prevailing stereotypes of engineers and other technical professionals. But this engineer was not joking. He was serious in objecting to my guidance that his presentation on bio-diesel be cut down to 8 slides from the 21 he had prepared. Well, so much for fighting stereotypes.

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Leveraging the Lunch and Learn

02-07-2011

These informal lectures are perfect practice for client presentations.

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Honest Feedback for Public Speakers: How to Get It and Give It

12-21-2009

Speakers crave useful critiques of their talks yet most people shy away from offering helpful feedback. But good speakers are always looking to fine-tune their craft.

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Five Steps to Delivering an Effective Presentation

10-01-2009

Presenting at a medical conference or to a group of your peers can be challenging and, for some, even frightening. Too often, one struggles to prepare and deliver a presentation, while the audience struggles to maintain interest. Most presenters, even those who fail, begin with good intentions. But effective public

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Hit the Ground Running

02-02-2009

Set goals, redefine relationships and communicate as a leader.

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Clear Messages are Crucial in Leadership

12-05-2008

As a professional in an intellectual discipline such as the law, chances are you were rewarded in life for being smart. You did well in high school, so you got into a good college. You did well in college, so you got into a good law school. You studied hard in law school and landed a nice job at a respectable firm.

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Developing Business in Tough Times

10-03-2008

In difficult economic times, two communication skills can help improve client relationships and generate more business. First, we can become our clients’ trusted shoulder to lean on as they deal with their own difficulties. Second, we can help them understand the many ways in which we can help them as they deal with their difficulties.

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Persuasion Through Story Telling

08-01-2008

As lawyers, we routinely need to persuade others. We need them to hire us, to find in favor of our clients, to work for us, to promote us to partner. In order to persuade others we must tell engaging stories about how we can help them.

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Clear Writing Equals Greater Impact

06-06-2008

Yesterday, I received four voicemail messages and 62 e-mails. The tide has turned and we now communicate at work far more through writing than through actual conversation. So here are a few things to keep in mind about effective writing:

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Conveying Effective Feedback

04-04-2008

As an associate, I was once in a colleague’s office when a clearly annoyed partner walked in. He threw a letter on my colleague’s desk, a junior associate, and asked, “What’s wrong with this?” The junior associate stared blankly at the document, trying to figure out what could possibly be wrong. Had he left out some important information? Was it addressed to the wrong person? Was the caption wrong? The font?

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Effective Delegation

02-01-2008

Business professionals change titles every two or three years. Along with those changes, they generally receive training on how to work effectively in their new roles. At law firms, our roles change more subtly. We may refer to associates as junior, mid-level or senior, but our business cards don’t change, our clients may not see the change (except on fee statements) and our firms may not acknowledge the changes with training to give us the necessary skills for our new roles.

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Connecting With Your Audience

11-23-2007

In college public speaking classes, we were all told to make eye contact with the audience. Most of us heard
that message as, “Scan the audience. Make eye contact with as many people as possible.” Unfortunately, when we scan the room, whether we are talking to three people or 30, we increase our anxiety because we try to process information about each person we see.

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Building A Reputation As a Listener

09-07-2007

As workloads begin to pick up with summer’s end, it’s time to focus once again on how best to impact those around you. In a recent survey conducted by my firm, 74 percent of more than 1,800 legal and business professionals listed “listening skills” as one of the three most important communication skills a leader must possess. No other communication skill was listed more often. “Conveying clear messages” was a distant second, at 59 percent.

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Influencing Snap Decisions

07-06-2007

We all make snap decisions: attorneys, clients, jurors, our colleagues. Many issues we decide on the fly should be made that way. Fax the document or e-mail it? Delegate the assignment to a junior associate or do it myself? Do I want fries with that?

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Communicate Clearly and Confidently

06-01-2007

Convey to your employer that you possess the intellect, dedication and maturity to help serve its clients.

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Goal Driven Interviews

05-04-2007

As you advance in your legal career, you’ll find your role at the firm changing. Although your job initially is to  crank out billable hours, after a few years part of your job becomes helping to plan for the firm’s future. At large and small firms alike, this often means helping to hire new attorneys.

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Reading More Helps Make You A Better Writer

04-30-2007

While taking a business writing program, whether it's with bankers, accountants or lawyers, a participant will ask how to become a better writer. The answer is easy: Become a better reader.

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Negotiations: Listen More, Talk Less

03-02-2007

With your game face on, you walk into the conference room to meet opposing counsel. Your client has given you the guidelines for what they want to achieve from the negotiation. It’s the first time you are on your own with the other side. You’ve always known you were tough, and now you get to prove you can play hardball with the big guys.

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Leadership 101

02-05-2007

It takes values, a vision, a plan—and good communication skills.

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A Crash Course In Writing Effective E-Mails

02-04-2003

We have a love-hate relationship with e-mail. Perhaps no business tool has moved faster from being a tremendous boon to a tremendous burden than e-mail.

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Crisis Communication

12-15-2002

Sometimes, who tells and how they tell it is as important as the missive itself. How can you make sure that the message reaches the right audience in the way you had in mind? It's all part of a well-thought-out communications plan.

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Effective Encounters

10-15-2002

Positive Client Meetings Build Strong, Lasting Relationships

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Motivating Through Tough Times

09-01-2002

Communication becomes even more important when you're hashing out solutions to tough problems.

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Coaching And Counseling: You Need To Do Both To Retain Talented Employees

07-15-2002

Today's reduced workforce demands that fewer employees take on more responsibilities. For managers, this means maximizing the talents and potential of their subordinates and making sure they are fulfilled and challenged by what they do day to day.

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Play Nice

06-01-2002

Skip the tricky ploys—try these tips to negotiate successfully and ethically

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Put Your Best Foot Forward With the Press

05-15-2002

Getting mileage out of your public relations program takes planning. How you relate to reporters, what you say to them, and how you say it can make or break your company's public reputation. Your company's image is particularly challenged when an unplanned crisis occurs and grabs the attention of reporters. They want to know what happened and why, so you need to have a communication strategy in place that puts you and your company in the best possible light.

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The Big Cheese

05-01-2002

Senior executives can't afford to have presentations skills that stink, but many do. Here's how to meet the challenge and come out smelling like a leader.

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Every client meeting provides a dynamic new opportunity

04-01-2002

Are you taking every advantage offered to you?

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Coaching and counseling

03-25-2002

You need to do both to retain talented employees

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Coach and Counsel to Retain Top Producers

03-15-2002

If Companies know that a productive workforce improves shareholder value, why do so many neglect the coaching and counseling of their human capital? Unfortunately, many companies ignore the value of human capital — an asset that directly affects the bottom line. The high: costs of rehiring and training for positions vacated by unmotivated, underutilized individuals are strong, support for the need to make the employee's career growth a priority. So if managers know these skills are crucial for employee retention, why do many resist using them?

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Ethical negotiators use smart strategies, not ploys

02-01-2002

Your goal is to win the sale and keep the relationship

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Guiding Teams To Wise Decisions

12-01-2001

Solving problems as a team is never an easy task. Too often, managers concentrate on their individual needs and goals and miss the opportunities of collaboration. What should be a coordinated effort that capitalizes on the sum of individual strengths unfortunately often degenerates into an unproductive series of destructive internal struggles.

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Communicating With The Press During A Crisis

07-01-2001

Your company's public image is particularly challenged when it is linked with a crisis which grabs the media's attention. They want to know what happened and why, so you need to have a communication strategy in place that puts you and your company in the best possible light.

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In Search of Feedback

06-01-2001

Many senior executives struggle with the question, "How am I really doing?" Most executives have the discipline and initiative to set their own goals and gauge their performance. These leaders can show the overall business results that they and their subordinates have achieved by citing revenues, returns on investment, and other data. But on a qualitative level, how can these people know both how they are performing and how they are perceived?

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Face-to-Face With Your Management Style

05-01-2001

It can be difficult to get a frank, useful assessment of your management skills. But with the help of a good coach - and videotape - you can take a long look at yourself and discover what in your professional presence, demeanor, and syle needs improvement to enable you to better lead, manage, and motivate.

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What you say, What they hear

02-01-2001

International Meetings

Quick tips for overseas meetings and presentations.

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It's A Hit In Peoria, But Will It Play In Prague?

01-01-2001

When can "yes" mean "no" and even "maybe"? When speaking to international audiences, the executive who doesn't understand this could be in a heap of trouble.

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Communicating your IPO effectively

01-01-2001

Getting ready to announce an initial public offering is a stressful undertaking. Newly formed companies are typically so distracted with all the financial and legal details of "finishing the deal." that they often do not spend enough time properly planning their communication strategy for the crucial first press conference.

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Ethical Negotiations

01-01-2001

The savvy negotiator recognizes that using unethical tricks to win single deals does not build long-term relationships. Their client won't want to do business with them again if they resort to underhanded manipulation.

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Effective Interviews

11-01-2000

You need to probe beyond the resume to know if the candidate interviewing for the position is right for the job and company.

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Presenting to an international audience?

08-14-2000

The increased globalization of business has required that executives be effective presenters in a number of different cultures. Many managers perform quite well in their own countries, but neglect to account for the cultural differences of the audience when planning presentations.

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Interviewing Senior Executives

07-01-2000

Chief executive officers have consistently noted that they are most likely to lose sleep over talent gaps in the executive ranks. Whether a company is a new dot-com or a traditional corporation, the crucial goals of innovation and growth depend on planning and implementing recruiting strategies.

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Communicating Your Confidence

06-05-2000

Make Sure Your Natural Talents Are Evident to the People Around You

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Communicating Better With Your Boss

02-01-2000

Getting along with your boss can be a challenge. One way to foster a good relationship is to understand his or her preferred communication style. With this information, you will better understand what motivates your boss and how he or she is most comfortable receiving and processing information.

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How To Get Your Way With Reporters

01-01-2000

Getting more mileage out of an interview

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Writing Clear Memos Can Reduce Snafus

08-26-1999

Use Too Much Text, And You Risk Confusing Your Readers

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