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ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel Effective communication & Presentation skills
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
Effective communication &Presentation skills
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
Speakers
Susie Flook: Group General Counsel - TheBody Shop International Plc
Barbara Jungblut: Director / Head ofSection Corporate Legal – Deutsche BörseAG
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
What we want to talk about
What do I need to keep in mind when preparingthe presentation of a legal issue?
When presenting, how can I assure that I getthe message across in the most effective waypossible?
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
I. IntroductionEffective communication & presentation skills areessential for your job as in-house legal counselPersuading others is what you have to do on a daily basis,whether
you are speaking to a client/customerupdating your boss on a legal issue orhosting a meeting
People accept your recommendation based on trust!The tool to build up trust is effective communication andpresentation
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
II.1. Preparation: The audienceLearn as much as you can about youraudience
What do they already know about your topicHow much will they want to knowAnticipate objections and/or tough questions
How do they make decisions?What is their backgroundWhat will they gain from your speech
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
II.2. Preparation: The timingBe aware that your management is always short oftimeLiterally, you have two minutes to score with anaudienceIn those two minutes you must captivate,motivate, educateIf you are not able to build up trust in the firstinstance, you probably won’t get a second chanceConsequence: be short and be precise
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
II.3. Preparation: The structureAlways structure your message
What is the problem
What is the solution
What are the arguments
Make it simple; use a limited number of keypoints
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
II.3.a. When describing the problemMake sure that you really understood theproblem
If you are uncertain, don’t be hesitant to ask
Keep in mind: When listeners get a sensethat you understand them, they tend to payclose attention to what you, as the subjectmatter expert have to say
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
II.3.b. When describing the solutionDoes your approach or recommendationmake sense?
Does it answer the listener’s problems orissues?
Is it pragmatic?
Have you not only thought like a lawyer butalso like a business man / woman?
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
II.3.c. When describing the argumentsTell the listeners why your idea would be ofbenefit to themMake sure that your points are clearly expressedand not filled with jargon / acronyms that onlyinsiders understandMake sure that your arguments really support thesolutionDon’t bore the listeners with highly sophisticatedlegal elaborations
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
III. Presentation: Key factorsListeners determine whether to trust you orsomeone else on specific key factors
These factors areVerbal factors (7%)
Vocal factors (38%)
Visible factors (55%)
Vocal and visible factors are said to be much moreimportant than content (see percentages)
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
III.1. Verbal factorsVerbal factors relate to your message
Does your approach or recommendationmake sense?
Are your ideas well supported?
Do they answer the listener’s problems orissues?
Are your points clearly expressed?
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
III.2. Vocal factorsVocal factors take into consideration the voice
Does it sound confident, sincere and professional?
Is it clear?
Can I understand it?
Is it too soft?
Is it too fast?
Are there lots of non-words (ah/äh/hm)?
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
III.3. Visual factorsVisual factors take into account your appearance
You are dressed appropriately for the occasion
You captivate the audience
Your posture says you are interested and open
You look people squarely in the eyes
You back your points with strong gestures and theappropriate facial expression
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
IV. SummaryDo not underestimate the importance of effectivecommunication & presentation for your job as in-house counsel
Prepare adequately; think about the audience andthe timing as well as the structure of your message
Present adequately; take into account the keyfactors: verbal factors, vocal factors, visiblefactors
ACC Europe 2008 Corporate Counsel University March 2-4, Amsterdam Radisson Hotel
Thank you!
