Business conversations should be about issues, decisions, and actions –  not numbers.  However, sometimes it’s easy to go overboard and not provide any data.  That’s not good either.  If you don’t provide any data, it’s easy for your audience to assume you are just making stuff up.

It’s important that the person to whom you are speaking understands that you have done your homework.  Everything that you say should be based in facts.  However, that doesn’t mean that you have to provide all of those facts up front.

So, how do you strike a balance between too much data and not enough?  Here is a simple rule – provide the LEAST amount of data that accomplishes these three things:

Proves that you have data.  You need a few numbers to demonstrate that you have numbers.  However, hold most of them back.  Offer them when someone asks you to justify a statement or recommendation.

Engages your audience.  Pick data points that are interesting.  You don’t have to prove things that people already know or suspect.  Surprise them with facts for which they are unaware.

Refutes opposing positions.  If you know that your audience is coming armed and ready to tear down your argument, pre-empt them.  Choose data that counters their argument before they have a chance to make it.

You don’t need a lot of data to accomplish these three things.  However, you need some.  Be judicious and strategic in the data that you use.  Save the rest for the appendix or to respond to questions.  That will make your presentation more engaging and more focused.