Years ago, we received a request to propose a comprehensive IT infrastructure overhaul for a prominent publicly listed company based in Pune. They were in the process of adopting an ERP application. Following the customary rounds of technical deliberations and business negotiations, two vendors, including us, were shortlisted for the final phase. This involved a 30-minute presentation to the Executive Director (ED) of the company, showcasing our solution design.
As a representative of our company, I was the first to present. I utilized a handful of slides to concisely convey the solution within the allocated time. After the presentation, the ED posed a few questions, which I answered using plain language, keeping in mind that IT infrastructure might not be his forte. He appeared content with my responses and requested that I wait in the adjacent room while he made his decision.
Exiting his office, I overheard him instructing his secretary to summon the other vendor for their presentation. After roughly 15 to 20 minutes, the secretary called me back into the ED’s office urgently. Inside, I noticed the rival vendor’s team waiting their turn. The ED requested that I sit beside him and explain, in simple terms, the slide being presented by the other vendor. This caught me off guard, just as it did my competition. However, the ED clarified that he appreciated how I had simplified the technical solution during my presentation so he could grasp it. The ED felt bewildered by the technical jargon and complex vocabulary used by the other presenter. He desired an explanation in language he could readily understand.
In that moment, I realized that I had secured the contract!
Over time, I’ve found myself both as a presenter and an audience member in numerous presentations.
Illustrating explanations with relatable examples consistently proves effective in keeping the audience engaged.
One crucial insight I’ve gained is that some presenters assume their audience is well-versed in all the technical terminology, which leads them to proceed with their presentations without regard for the audience’s understanding. This often results in a waning attention span, a phenomenon exacerbated by decreasing attention spans in general. My advice to all presenters is to simplify your message if you aim to create an impact.
In the present day, bombarding people with technical jargon no longer garners the impressive response it once did.
-by Praveen Dabholkar, C.E.O, Matrix Business Machines Pvt. Ltd.
