There is a big problem with the structure of Finance presentations.
They usually follow the “Tell Them Three Things” model:
- First, tell them what you’re going to tell them
- Then, tell them three things
- Finally, tell them what you told them
You’ve heard a hundred presentations like this. You’ve probably delivered a few yourself.
Here’s the problem: it’s all telling.
You’re talking at them, not speaking with them.
It reminds me of the wise guy in a movie who says, “Here's what I'm gonna tell you, and you're gonna like it!”
With the “Three Things” structure, when do you find out whether they like it or not?
During the question period at the end?
But what if they don’t say anything?
Or worse, what if they do say something - but they say it behind your back?
Take the Temperature
Maybe the wise guy character is a step too far. So think instead of John Travolta in Saturday Night Fever.
He’s charismatic, confident, and cocky. He looks cool just strutting down the street.
He'll ask a woman on a date and tell her the time, the place - no discussion.
In the movies, it works. She loves his macho energy. She likes the way he takes charge.
And you can see why. He’s dripping with confidence.
But it’s confidence that comes from experience.
When they’re on a date, you know Travolta will notice her body language, how she responds, and the way she talks to him. He’ll build a rapport. He’ll ask her questions, give her compliments, and make her feel special.
But what if his approach isn’t working?
Well, that’s alright. A charismatic man always has a bag of tricks.
He'll change it up, pull something else from the bag, and see if it works better.
In Saturday Night Fever, he’d just take her dancing. (If you haven’t seen the John Travolta dance scenes in that movie, put them on your to-do list - you won’t regret it!)
But he wouldn’t just be dancing with her. He’d also be checking the temperature of the date as it went on.
See, it’s not just empty bravado. Yes, he’s cocky. But he’s cocky because he knows he can adapt to the responses he’s getting - and get a better one.
He ain’t a one-trick pony.
The One-Way Street
Sometimes, Finance acts like John Travolta.
No, not the dancing. I mean they’ll set up dates the way he sets them up.
We tell the business the time and the place - no discussion.
But the business doesn’t swoon the way the women do in Saturday Night Fever.
That’s because there’s no temperature check.
You’ve been through enough Finance presentations to know that it’s generally a one-way street.
Imagine it was a date instead of a meeting. Do you think your Finance team would get a second date with the business?
Or would the business tell their colleague:
- All they did was talk about themselves
- They had zero interest in anything I had to say
- They didn’t even ask me how my day was
- Would it kill them to at least pretend to be interested?
- Just once, I want a date that actually wants to get to know me
Second date? You’re lucky you even made it to the end of the first!
Create a Discussion
If you’re standing up at the front of the room, thinking “I’m going to tell you three things,” you’re not going to engage the audience.
And look, I know this doesn’t come naturally to a lot of us. I’m an introvert - a lot of Finance people are. We’re good at what we do, but we’re no John Travoltas.
So how can you get the business to want a second date if you’re not naturally charismatic and oozing with confidence?
Simple: you get them involved.
You should include the audience in your presentations and updates, not just tell them things.
Have a discussion. Ask some questions. Give them room to speak.
Here’s a simple trick to make that happen: focus on actions.
Don’t drone on about the boring details of the profit and loss.
Talk about decisions that need to be made. Work out a plan. Get some input.
You’re much more likely to get a second date if you do.
The Right Structure for Your Presentations
The structure of your presentation makes a big difference. What you tell your audience matters, but how you tell it to them has a major impact as well.
I wrote a short guide on how to structure presentations so you can involve the audience instead of losing them.
I can’t help you get an actual second date or be as charming as Travolta, but I guarantee you’ll make your presentations more engaging and become more influential as a result.
You can download it here and finally ditch the “Three Things” structure for good.
- Alan “Takes 2 to Tango” Cameron-Sweeney
P.S. Whenever you’re ready, here are three ways I can help you be more influential:
1. Grab my free insight paper
It’s your roadmap to having a more influential Finance team.
2. Book a strategy call to discuss how to upskill your Finance team
If your Finance team needs to be more influential and you want to have more impact, reply to this email and we can arrange a free 60-minute strategy call. No strings attached.
3. Get my free Engaging Presentations resource
It’s the solution, structure, and specifics to delivering engaging Finance presentations.