Use Cases
#1
Financial Services VP Succeeds During Tech Keynote
Financial Services VP Succeeds During Tech Keynote
CHALLENGE: Tom, a Vice President with a bulge bracket bank, was invited to deliver a Keynote speech at Cisco's annual global sales conference. Tom was already a competent presenter. As a wealth management specialist, helping a non-finance sales force understand how banks decide IT spend was the speaking challenge. Tom's goal was to help Cisco's sales force speak in a common language that builds trust and authentic connection with banking decision makers approving IT budget.
STRATEGY: During 3 private training sessions, Dynamically Speaking helped Tom to:
- define and project strengths of his leadership brand
- transform his Keynote into a TED-style talk
- compose a narrative to captivate stakeholders
- communicate with clarity, passion and simplicity
- speak in a common language that technology sales teams understand
- enhance warmth and approachability
- add stories to provide meaningful context around data
- deliver "wow" moments
- develop rainmaker questions to help audience sell better
RESULT: After Tom's Keynote speech, many audience members approached him. They were interested in wealth management solutions. The CEO of Cisco sent an e-mail to the CEO of the bulge bracket bank, praising Tom for delivering actionable value. Tom's conversational speaking style and ability to present without jargon made his Keynote a hit with global audiences at Cisco.
#2
Investment Team Delivers Excellence as Panel Moderators
Investment Team Delivers Excellence as Panel Moderators
CHALLENGE: A team of 25 professionals from a boutique investment advisory firm wanted to create the best audience impression. Their next opportunity was hosting the company's East Coast conference. Middle market clients, research analysts, institutional investors and members of the media were invited. Based on attendee feedback from the last conference, some presenting team members looked bored as panel moderators. This time around, the team was determined to raise the bar. The goal was for every team member to show thought leadership and presence on-stage.
STRATEGY: During intensive private and team sessions, Dynamically Speaking guided the firm's CEO, along with Investment Banking, Institutional Sales, Corporate Finance and Research teams to:
- gain speaking confidence
- align the visual, vocal and verbal to project the firm's brand strengths
- show poise and engagement (even when not speaking)
- reconnect with their passion for investing
- guide the conversation without controlling it
- speak with energy and conviction
- apply fluid hand gesturing to build trust
- listen attentively before speaking
- pose thoughtful questions to stir healthy debate
- shed filler words ("uhs" and "uhms")
- calm nerves
RESULT: After reviewing audience surveys, the CEO was proud of high scores team members received. Guests attending the post-event reception were pleased with deep market insights gleaned from panelists and moderators. Media coverage of the event was highly favorable. The CEO, along with the company's Board of Directors, were delighted with the event outcome.
#3
Tech CFO Shows Up as an Relational Strategic Thinker
Tech CFO Shows Up as an Relational Strategic Thinker
CHALLENGE:i Bill was articulate, polished and analytical. As CFO of a pre-IPO software company in Silicon Valley, he often felt uncomfortable speaking in front of large groups. Being a 'numbers guy', he felt that he might be coming across as a stiff talking head. Reading the room to look for audience cues was a personal challenge. Making eye contact for extended periods felt uncomfortable. The CEO asked him to visit Asia and present a financial update to the team there. This was to be Bill's first meeting with the overseas team. He wanted to create a great first impression.
STRATEGY: During private sessions, Dynamically Speaking and Bill focused on tuning his leadership charisma and showing internal stakeholders how much he cared about them as people.
- show up as a poised and relational leader
- learn best practices to build connection and trust
- project warmth and approachability
- communicate with clarity and simplicity
- refer to team members on a first name basis
- add customer stories to show understanding of the business
- shed distracting mannerisms that crush credibility
- present numbers with calm, relevance and clarity
- clarify meaning behind the financials to help team understand performance
- present big picture overview of the business
- observe audience cues and adjust behavior
RESULT: After delivering the financial update, the Asia team had renewed confidence in Bill as a strategic leader. He welcomed questions. He knew their first names. He had presented thoughtful context around the company vision and past financial performance. Team members now understood how the business was doing. They felt positive about the company's direction. The CEO was pleased by Bill's deep understanding of the business. Bill looked forward to his next visit with the team abroad.
#4
Woman Data Scientist Leads with Assertiveness
Woman Data Scientist Leads with Assertiveness
CHALLENGE: Anna was a senior data scientist for a mobile analytics start up. The CEO saw leadership potential in Anna that needed to be nurtured. Anna wanted to gain leadership influence and visibility. This was her first time leading a team. Competent and smart, Anna, at times, felt invisible in the room. With deep insights, at times she held back from expressing her thoughts in front of male peers. She wanted to get her point across with a strong voice.
STRATEGY: During 8 private sessions, Dynamically Speaking developed a program that helped Anna to:
- appear confident in her own skin
- enjoy speaking up without fear of criticism
- speak up with an authoritative tone of voice
- know when to dress up (or down) to enhance credibility
- reconnect with the company's vision
- communicate the vision with passion and conviction
- shift body language to display poise and composure
- be aware of negative facial expressions when listening
- help team understand the "why" behind decision making
- get her point across in crisp and clear soundbites
- ask good questions
- calm speaking jitters
RESULT: Mid-way through coaching, the CEO observed a tangible difference in Anna. She spoke with confidence. She moved with poise. She was no longer afraid to speak up. Her voice projected authority without hubris. Anna felt confident to lead a large team. She inspired team members to deliver excellence. Under her leadership, the team achieved a key business milestone.
#5
Millennial Sales Pro Grows Assets During Investor Road Show
Millennial Sales Pro Grows Assets During Investor Road Show
CHALLENGE: Taylor, a Vice President of Sales with a global investment manager, was tasked with growing assets during Road show presentations. A millennial, Taylor was poised, articulate and brilliant. An overachiever with a youthful appearance, her biggest hurdle was being perceived as a credible investment professional when meeting with older male investors.
STRATEGY: With private coaching, Dynamically Speaking helped Taylor to:
- develop a stand out value proposition for her company's brand
- present the investment thesis with clarity, relevance and conviction
- communicate the Fund's derivative strategy with simplicity
- project authority with a strong voice
- tell the firm's story with 15 clear and compelling slides
- respond to investor Q&A with confidence and control
- refine marketing materials to align with spoken narrative
- stay positive and healthy during Road show meetings
- compose short list of investor targets
RESULT: Despite a frothy market, Taylor succeeded in raising new money. She exceeded asset growth goals by 33%. Feeling more confident than ever, she looked forward to delivering the next investor pitch.
#6
Tech CEO Awarded "Best in Show" at Finovate
Tech CEO Awarded "Best in Show" at Finovate
CHALLENGE: Edward was an introverted and brilliant Founder of a Fintech start-up. He was selected to present at Finovate, a competition featuring companies disrupting finance with technology. Edward's big challenge was communicating his business model with simplicity, clarity and impact.
STRATEGY: During private sessions, Dynamically Speaking helped Edward to:
- appear poised and confident
- command the stage with energy
- show up as a thought leader creating a new category
- compose an inspiring message
- project power, presence and warmth
- speak with simplicity and vocal range
- create a “wow” moment during the demo
- explain WHY his start-up solves pain better than industry incumbents
- communicate revenue model with clarity
RESULT: Edward's start-up was awarded “Best in Show." 500 Startups became an investor. It was an exciting day for Edward when a market leader in financial services later acquired his company.