O'Reilly logo

5 Business Skills Every IT Pro Must Master (Collection) by Leigh Thompson, Jerry Weissman, Terry J. Fadem, Stephen Robbins, Robert Follett

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter Fourteen. Pitching in the Majors

Company Example

  • Microsoft

End with the Beginning in Mind

In Chapter 10, “Bringing Your Story to Life,” you read abut the Bookends linkage: start your presentation with an anecdote or data point, and never mention that item again until your conclusion. The two references then serve as symmetrical brackets for your presentation. Once again, I’ll practice what I preach: In the Introduction, I recounted my experience with Jeff Raikes at Microsoft; and so, in the style of a Puccini opera or Broadway musical, let’s reprise that anecdote.

I spent an entire session working with Jeff to focus and organize his story, and never once addressed his vocal inflection or gestures. But that focus paid ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required