Cover page by Leigh Thompson, Jerry Weissman, Terry J. Fadem, Stephen Robbins, Robert Follett

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Chapter Five. Capturing Your Audience Immediately

Company Examples

  • Intuit Software
  • DigitalThink
  • Mercer Management
  • Cisco Systems
  • Yahoo!
  • Macromedia
  • Argus Insurance
  • TheraTech
  • Microsoft
  • Network Appliance
  • Cyrix
  • ONI Systems
  • Laurel Elementary School

Picture your audience at the start of your presentation. Imagine a group of potential customers who’ve come to hear you give a presentation about your company’s newest product, drifting into a meeting room one by one, sipping their coffee, checking their Blackberrys or I-Phones. Or a banker in a wood-paneled office, sitting behind a tall stack of documents, who must decide whether or not to lend your start-up money for expansion. Or, as with my IPO clients, a roomful of institutional investors ...

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