In Part 4 of Persuasion Atrophy, I talked in-depth about securing credibility. Securing credibility is job one when it comes to your persuasiveness. Credibility must be earned and reinforced; it’s rarely just granted. The final installment of this series uses the last of The 4 C’s of Compelling Presentations pillars: being concise.

An organization I belong to holds an annual convention, which includes bringing in several subject matter experts as speakers. I was especially interested in hearing one particular speaker. His credentials were impressive, having written several books on his area of expertise. I got to his session early to ensure I had a seat as I expected the room to be full. His session was right before a break for lunch, so there wasn’t another speaker people needed to run off to.

He took to the stage on time and started his presentation.

His content was a meandering mess. He repeated himself. He didn’t talk about the topics on his slide. He was difficult to follow. And he went way over his allotted time, acknowledging that the only thing people would be missing out on was lunch.

I expected to be inspired. Instead, I was bummed.

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So let's cut to the chase...

You may be a great consultant, one who effectively applies his or her wisdom and experience to help his or her client solve some tough business problem.   That's all fine and well.  When it comes to facilitation, though, it's a different ballgame and a very different approach to problem solving.  I like to think of the difference as follows:

In Part 2 of Persuasion Atrophy, I did a deep dive on the importance of choreographing your content and delivery. Professionals now and in the future need to be intentional about how they build and exercise what I call the persuasion muscle. This will ensure the skill of persuasion doesn’t give way to equating persuasion to shaming—and thinking critical copy/pasting is in and of itself persuasive.

Continuing to use The 4 C’s of Compelling Presentations as the roadmap for exercising the persuasion muscle and avoid persuasion atrophy, my focus is now on connecting with your audience.

In my freshman year of college, I took a class on giving speeches. Aside from helping me meet core requirements, I also thought it would be an interesting class. The instructor was opinionated, potty-mouthed, and yelled at the students if they did something he didn’t agree with. It was required that we prepare and present two speeches to him and the entire class. The class would provide feedback, then he was supposed to provide his feedback.

The purpose of my first speech was to educate the audience on a topic of my choice. I decided to do the speech about musical notes using a pie as an illustration. The entire pie equated to a whole note. I sliced the pie in half to create half notes, then sliced each half to create four quarter notes, then sliced each quarter to create eight eighth notes. Pretty safe topic, right?

Not according to my instructor.

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In Part 1 of Persuasion Atrophy, I introduced how I see social media and artificial intelligence not only impacting how we work and play, but also how they can fundamentally impact the skill of persuasion. Professionals now and in the future need to be intentional about how they build and exercise what I call their “persuasion muscle” to ensure the skill of persuasion doesn’t go the way of long division by hand.

To apply a layer of practicality to my argument, I’d like to use The Four C’s of Compelling Presentations as the roadmap for exercising the persuasion muscle. This installment in the series focuses on choreographing your content and delivery.

The most challenging and consequential talk I’ve ever given wasn’t to a large group of people or a room full of executives, and it wasn’t even a business presentation. It was when I eulogized my sister Lori, who died of lung cancer in 2012 at age 54.

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There are two seismic-shifting technologies that have already changed just about every aspect of our lives, and will continue to in the future. The first is social media. It’s enabled the rekindling of old relationships, the building of new ones, and the end of others. Anyone with a phone, tablet or computer and internet connection can participate in discussions with others anywhere in the world.

The second is artificial intelligence. Using the internet and its 150 zettabytes of information (that’s 150 followed by 21 zeros), AI can search, analyze and present information that is either humanly infeasible or impossible in no time. It’s changing the way we work and play.

Before going further, I am a fan of both technologies and do not in any way advocate a head-in-the-sand position on either one. I firmly believe that, as leaders and project managers, it’s incumbent on us to learn about these technologies first-hand and weave them into what we do.

I do, however, want to sound a warning bell about both technologies and how they can inhibit development of a crucial business skill.

Persuasion.

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Throughout my career, I’ve facilitated and been a party to disagreements or conflict more times that I can possibly count. Sometimes things worked out okay, and those affected were satisfied with the outcome.

Other times, things didn’t turn out as well. As I’ve thought about both the good and not-so-good outcomes, it caused me to dig deeper to find the underlying factors that helped drive the outcomes.

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Jane was a group manager over a team of six buyers for a large department store chain.  Her team specialized in buying house-wares, including linens, sheets, towels and small appliances.  Her team met every week to discuss advertised specials for upcoming weeks and any supplier issues that the team needed to be aware of.  There was one linens supplier, Patty’s Linens, that has had some difficulty with product quality and the department store was experiencing higher-than-normal returns on the product.  Two weeks earlier, the supplier submitted a plan for how they were going to improve the quality of their product.  The department store decided to keep the supplier on for three more months to evaluate their plan and give the supplier an opportunity to resolve the quality issues.  With this as backdrop, we eavesdrop on Jane’s current team meeting:

In The Clarity PM: 6 Areas to Improve, I talk about six attributes of a what I call a Clarity PM, as follows:

1. Clarity of purpose
2. Clarity of done
3. Clarity of constraints
4. Clarity of what/who/when
5. Clarity of external dependencies
6. Clarity of communication

I’ve certainly been burned by not doing each of the attributes well. Number 5, clarity of external dependencies, has brought unwanted surprises that created ugly fire drills. It has caused me to be more mindful of those dependencies and how I unearth and manage them, making me better at intentional external dependency management.

Given so, I’d like to share some lessons learned to help you avoid getting bit by an external dependency. Here are six external groups that can carry dependencies that can have a material impact on both your work and the external group’s work:

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One of my favorite movies is A Few Good Men. The riveting court scene at the end of the movie where Lt. Daniel Kaffee (played by Tom Cruise) is questioning Col. Nathan R. Jessep (played by Jack Nicholson) ranks right up there with some of my favorite movie scenes. “You can’t handle the truth!” and “Did you order the code red?” are lines that could be said in just about any venue or context, and someone will likely tie the line to the movie.

In another scene, Jessep is explaining to Kaffee that, “We follow orders or people die, it’s that simple. Are we clear?” Jessep then underscores, “Are we clear?” to which Kaffee responds, “Crystal.” The scene intensifies in its back-and-forth dialogue until Jessep…actually I won’t spoil it for anyone who hasn’t seen the movie.

The ”Are we clear”? line has stuck with me over the years. Aside from it being powerful theatrics, it’s something that I believe is a foundational tenet of what we as PMs are all about.

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