I am committed to supporting better management across all businesses all over the world. I’m uploading as many of my resources here for a free download. This will be presentations, templates, guides, graphics, localization workshops and whatever else I’m working on with a brief explanation of each. I do hope they help, if you ever want to talk to me about anything I’ve produced or presented I’m happy to chat.
This section will grow and develop. If you are looking for something that you can’t find or have a particular idea, please do get in touch.
Management Presentations
Free download of management presentations on topics such as business administration, sales, communication and international business. Always good fun and enjoy talking to people.
If you’re looking for a speaker for an event I’d love to help – contact me.
Generative AI in Sales and Marketing
Presented at Cranfield University this deck covers a brief introduction to generative AI and its uses in customer facing roles.
Within it are examples of the practical applications of Large Language Models (LLMs) in sales and account management, offering a comprehensive understanding of AI’s role in these fields. The guide also includes a section on prompt engineering, providing valuable tips on how to effectively communicate with AI to maximise its benefits. It’s a helpful read for professionals looking to integrate AI into their business strategies.
Presentation Skills and Communication
Keynote presentation at the European Language Industry Association conference EliaPM which is focused on developing the skills of project managers.
The talk covered communication theories and my top tips about how to talk to a crowd. Effective communication and presentation skills are essential for success in any career. You must be able to present the value which you create to your customers and superiors.
This presentation explained the tools and techniques to effectively communicate your ideas and persuade others to take action. The attendees leant how to structure and deliver a powerful presentation, how to use body language and vocal variety to enhance the message, and how to handle questions and objections with ease. Important across business leaders, sales professionals, or anyone looking to improve their communication skills.
Presenting Value to Customers
Presented at the annual Association of Language Companies Annual Summit at the Planet Hollywood in Las Vegas.
Shows how to effectively market and sell language services in your LSP. Packed with strategies to increase brand awareness, generate leads, and close more sales. Providing actionable tips and best practices to help develop language companies. In particular it covers the importance of positioning your service as valuable to customers, rather than just as a commodity. This means you (or your customer service teams) have to understand the impact your service has on the customer and then know how to communicate that to them.
The presentation moves on to show some ideas about how to present the value proposition to customers and to use strategies for acquiring, retaining, and increasing share of wallet from customers in order to maximise your profits. Remember how important marketing it and that once stopped it is not easily restarted.
Managing Customers
Presented to the Finnish Language Service Providers (SKY) as part of their members webinar series.
Delivered as an introduction on how to manage customers when providing a business -to-business service. The central premise being that; all customers are not created equally and if we learn a little about sales and customer management we can provide the right amount of value and earn the right amount too.
Listening to the customer can give us great insights into their world but they might not always understand what they want. It helps to be able to analyse their world to see how your product impacts it and demonstrate the true value of your service.
Avoid Getting Lost in Translation
Presented to Cranfield School of Management this was a light-hearted look at what happens when language translation goes wrong.
Also a serious message that precision in the translation of business messages, documentation, contracts, etc is crucial for Global Account Managers. Companies that specialise in helping global organisations with cross-border communication often get asked, “why can’t you just Google translate it?” this question drives me crazy and was the driving influence behind this lecture.
Establishing clear communication and a proper dialogue with your customers and potential customers is essential. Whatever form the communication takes, there are always complications, distractions and noise as the Watzlawick Barnlund model of communication shows us. The advice I’d give all global teams is in the words of Epictetus, the Greek philosopher around the first century C.E.: “We have two ears and one mouth, so we can listen twice as much as we speak.” Go to your clients and give them a really good listening to.
No Such Thing as a Commodity
Presented at memoQFest, a 3-day event attended by translation industry professionals, this presentation took stock of the global economic situation and argued against inevitable product commoditisation.
As all markets mature there’s a tendency for them to appear to be commoditised, “Like death and taxes, product commoditisation of your products are a given”.
The localization industry is not immune to this and is seeing price pressures everywhere. This happens in all verticals and if studied we can learn how other industries address the pressure on margins. In the slide deck I show a case study on the pricing of pencils, being an age old product (commodity?) ranging from 10 cents up to $700 for something that provides the user the same utility. Building a customer centric organisation and demonstrating the value it creates to your customers will improve your margins.
Introduction to Business Finance
Its important that all managers have at least a working knowledge of business finance.
This workshop uses consolidated (and completely fabricated) balance sheets, profit & loss account and cash flow statements. Built in order to learn how these financial documents link together and what information they convey to the world. Financial ratios are also useful to benchmark performance across a group of companies, helping with investment or even key account management decisions.
Account Management and Sales in a Post Pandemic World
Presented at the ALC Amplify Sales and Project Management Forum. This is a two-day virtual event of dynamic presentations from a line-up of industry experts.
In this presentation I cover a board range of topics about B2B sales and how companies can position themselves to maximise opportunities post-pandemic. Setting the scene with how business has changed and that we are at an inflection point (the 4th industrial revolution). Traditional business models are changing, the change in habits of work of 2020/2021 increased this and now we can see new businesses appearing. As entrepreneurs this gives us an excellent opportunity to revisit business strategies and tactics to maximise any new opportunities open to us.
Sales has changed with transaction/simple sales being increasingly automated. This may mean your sales team is no longer fit for purpose. Use the models and frameworks I’ve given in this slidedeck to benchmark their abilities to retrain where needed.