{"product_id":"speaking-up-isbn-9781609948962","title":"Speaking Up","description":"If you are in middle management, to get anything done you must present your ideas to decision makers, and those presentations can be brutal. The stakes are high—one presentation can make or break a career—but the rules are utterly unclear. Tactics and techniques that work well with peers, subordinates, and immediate supervisors can actually work against you when presenting up the chain. \u003cbr\u003e\u003cbr\u003e \u003ci\u003eSpeaking Up\u003c\/i\u003e is an indispensable resource for anyone who needs to know how to present to those at the highest levels. Psychologist and coach Frederick Gilbert offers revelatory insights into the minds of the men and women at the top—information that is crucial to understanding what they’re looking for from presenters. Based on ten years of research and hundreds of interviews, \u003ci\u003eSpeaking Up\u003c\/i\u003e features extensive comments from executives explaining exactly what they want and don’t want in a presentation and includes nine chapters containing QR codes for free videos on the chapter topics. This is a must-read book for surviving high-stakes meetings.Foreword\u003cbr\u003e Preface   \u003cbr\u003e Introduction   \u003cbr\u003e\u003cbr\u003e Part 1: Who Are These People at the Top?    \u003cbr\u003e Clueless   \u003cbr\u003e Life at the Top   \u003cbr\u003e\u003cbr\u003e Part II: Survival Tactics at the C-Level   \u003cbr\u003e The Seven Deadly Challenges   \u003cbr\u003e Time Cut: A $30,000\/Hour Investment   \u003cbr\u003e Disengaged Executives: It’s You or the Smartphones   \u003cbr\u003e Food Fights: You Are Not the Referee   \u003cbr\u003e Decision Maker Leaves: Reading the Room   \u003cbr\u003e Topic Change: Time to Improvise   \u003cbr\u003e Side Talk: Keeping Your Poise   \u003cbr\u003e The Energetic Discussion: Less Talking and More Listening   \u003cbr\u003e\u003cbr\u003e Part III: Creating Winning Executive Presentations\u003cbr\u003e Content + Facilitation + Listening + Improv = Success   \u003cbr\u003e Public Speaking Unplugged   \u003cbr\u003e Delivery Style   \u003cbr\u003e I Really Did Give a Damn!\u003cbr\u003e\u003cbr\u003e PART IV: Career and Personal Advice From the Top   \u003cbr\u003e Parents, Mentors, and Role Models   \u003cbr\u003e Career Challenges   \u003cbr\u003e Career Advice   \u003cbr\u003e Legacy   \u003cbr\u003e Conclusion   \u003cbr\u003e Acknowledgments\u003cbr\u003e Glossary\u003cbr\u003e References      \u003cbr\u003e Endnotes   \u003cbr\u003e Index\u003cbr\u003e About the Author“I wish I had access to these insights when I was on the other side of the table. Now I will recommend this book to my entire management team.”\u003cbr\u003e \u003cb\u003e—John Kispert, CEO, Spansion\u003cbr\u003e \u003c\/b\u003e \u003cbr\u003e “Speaking Up is to presentations what the Boy Scout motto is to life: be prepared.”\u003cbr\u003e \u003cb\u003e—Todd Lutwak, Partner, Andreessen Horowitz, and former Vice President of Seller Experience, eBay\u003cbr\u003e \u003c\/b\u003e\u003cbr\u003e “Impressive in its breadth and yet very much ‘on point.’”\u003cbr\u003e \u003cb\u003e—Don Eilers, Managing Director, Vanguard Ventures\u003cbr\u003e \u003c\/b\u003e\u003cbr\u003e “Speaking Up has outstanding insights for successful presentations not only in the boardrooms of corporate America but also in the briefing rooms within the Department of Defense.”\u003cbr\u003e \u003cb\u003e—Winston Copeland, Jr., President, WWC Consulting, and Rear Admiral, US Navy (Retired)\u003c\/b\u003eFrederick “Rick” Gilbert is founder and chairman of PowerSpeaking, Inc. He has personally coached more than 200 senior-level leaders. Before opening his firm, he held management positions with Hewlett-Packard and Amdahl Corporation in Silicon Valley.Introduction\u003cbr\u003e\u003cbr\u003e I started PowerSpeaking, Inc. in 1985 to teach people how to make winning, career-building business presentations with confidence. Because the demand for these skills is huge, our company has been very successful. Our trainings provide excellent tools for people who present to their own departments, to subordinates, and to peers. By the early 2000s, however, I started hearing horror stories from mid-level managers about the terror they felt when presenting to senior-level management. Top-level meetings clearly require a different approach. One of our clients learned this lesson the hard way when he had a complete meltdown at a C-level meeting.\u003cbr\u003e\u003cbr\u003e No Stories! Fire Gilbert!\u003cbr\u003e\u003cbr\u003e Matt was a PowerSpeaking® graduate and a vice president of IT at a $3 billion Silicon Valley company. Preparing for a presentation to the founders and top officers of his company, he came to me for one-on-one presentation coaching. I drilled him on the importance of using stories to connect with his audience and to create long term retention of his core message. The research is crystal clear that stories are more powerful than data in this regard.1\u003cbr\u003e\u003cbr\u003e In his own departmental meetings, Matt had used storytelling successfully. A major problem occurred, though, when, following my advice, he tried the same approach in his quarterly presentation to the executive staff. A few minutes into Matt’s story to illustrate one of his key points, the COO bellowed, “Where the hell are you going with this? Get to the point!”\u003cbr\u003e\u003cbr\u003e Matt’s response reverted to childhood and made matters worse. Looking plaintively at the COO, he stammered, “Well, Rick Gilbert, the presentation coach you sent me to, told me to use stories.” Matt seemed to be looking for approval from a stern father. But instead of approval, the COO yelled, “Well, fire Gilbert and get on with it.” It was a bad day for Matt and a bad day for me.\u003cbr\u003e\u003cbr\u003e As the speech coach who had just been fired, I called the COO to find out what had gone wrong. I told him about the research showing that stories move people more than data, and that stories aid in retention. I will never forget his blunt response, “We don’t have time for stories, and I don’t care about retention. We have to get the next agenda item on the table, make a decision, then move on.”\u003cbr\u003e\u003cbr\u003e Suddenly a light bulb went on above my head. It was instantly clear that what works in most presentation situations can cost you your job in higher-level meetings. That conversation with the COO literally changed our business from that day to this.\u003cbr\u003e\u003cbr\u003e Different Rules at the Top\u003cbr\u003e\u003cbr\u003e Since that eye-opening exchange with Matt’s COO, we have been studying the dynamics of senior-level meetings. Like cultural anthropologists, we set out to explore the unique set of rules in this strange land referred to as “the C-suite.” We asked questions, such as: How can major projects and successful careers fall apart in a matter of moments at a senior meeting? Conversely, how does one become a corporate hero in the C-level meeting room?\u003cbr\u003e\u003cbr\u003e To find the answers, we conducted in-depth, video-based interviews with 22 C-level executives. They shared priceless insights about how to survive and even thrive in the often brutal life at the top levels of corporate America. What they revealed, although not exactly secret, is generally unknown in the lower ranks. This explains why so many mid-level managers fail when presenting to C-level executives.\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e OneID CEO Steve Kirsch being interviewed\u003cbr\u003e\u003cbr\u003e In short, the insights these high-ranking executives shared will help you avoid presentation pitfalls and boost your professional standing in the process. Now let’s meet our senior executives.\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Greg Ballard\u003cbr\u003e SVP, Warner Brothers\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Ned Barnholt\u003cbr\u003e Chairman, KLA-Tencor\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Steve Blank\u003cbr\u003e Founder, Former CEO, Epiphany\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Robert Drolet\u003cbr\u003e Brig. General (Retired), Former Defense Industry Executive\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Dan Eilers\u003cbr\u003e General Partner, Vanguard Ventures, Former CEO, Claris Corporation\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Doris Engibous\u003cbr\u003e Board Member, Natus Corporation, Former CEO, Hemosphere, Inc.\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Anna Eshoo\u003cbr\u003e Member, U.S. Congress California’s 14th District\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Harold Fethe\u003cbr\u003e VP, Anacor Pharmaceuticals\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Ginger Graham\u003cbr\u003e Board Member, Walgreens, Former CEO, Amylin Pharmaceuticals\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Vern Kelley\u003cbr\u003e SVP, Intersil Corporation\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Steve Kirsch\u003cbr\u003e CEO, OneID\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e John Kispert\u003cbr\u003e CEO, Spansion, Inc.\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Bryan Lamkin\u003cbr\u003e CEO, Clover Network, Former SVP, Yahoo, Inc.\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Mark Leslie\u003cbr\u003e Founder, Former CEO, Veritas Software\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Mike Lyons\u003cbr\u003e Venture Partner, Paladin Group, Associate Professor, Stanford University\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Audrey MacLean\u003cbr\u003e Co-Founder, NET, Former CEO, Adaptive, Associate Professor, Stanford University\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Felicia Marcus\u003cbr\u003e Western Director, Natural Resources Defense Council, Former Regional Administrator, EPA\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Corinne Nevinny\u003cbr\u003e General Partner, LMNVC\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Brenda Rhodes\u003cbr\u003e Chairman and CEO, InTouch Communications\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Jane Shaw\u003cbr\u003e Chairman, Intel\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Rick Wallace\u003cbr\u003e CEO, KLA-Tencor\u003cbr\u003e\u003cbr\u003e image\u003cbr\u003e\u003cbr\u003e Dan Warmenhoven\u003cbr\u003e Executive Chairman, NetApp\u003cbr\u003e\u003cbr\u003e Knowing what the expectations are at the top can mean the difference between a successful career and a new job search. Unfortunately, these lessons aren’t taught in business schools, but are often learned via real life fiascos. Throughout this book, you will hear directly from these C-level executives. They will tell you the best ways to present to them. Their advice can literally save your career, get your project funded, or even help your company pull ahead of the competition. In the following pages, you will get all the information you need to survive the rough and tumble of a senior-level meeting.\u003cbr\u003e\u003cbr\u003e Speaking Up®: Surviving Executive Presentations is divided into four parts. Each part explores a different element of engaging with top-level decision makers. Whether you work in a corporate setting or a nonprofit environment, the communication issues you face are the same.\u003cbr\u003e\u003cbr\u003e In Part I, we look in depth at who the C-levels really are. In Part II, we review the major problems—the “Seven Deadly Challenges”—that can derail your well-prepared presentations. You will follow the plights of six mid-level executives as they learn some hard lessons on the playing fields of “Mahogany Row.” In Part III, we provide a presentation plan that will keep your executives paying attention to you instead of their smartphones. In Part IV, the executives let you into their world on a personal level. The greater your understanding of who they really are, the quicker you will be able to create a collaborative relationship with them when you step up to the table and say, “Good morning.” Finally, on pages 189–192 there is a glossary of terms used throughout this book.\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e Let’s get started …","brand":"Berrett-Koehler Publishers","offers":[{"title":"Default Title","offer_id":46305438499045,"sku":"NP9781609948962","price":26.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781609948962.jpg?v=1767737048","url":"https:\/\/k12savings.com\/products\/speaking-up-isbn-9781609948962","provider":"K12savings","version":"1.0","type":"link"}