We’ve all been through those long boring presentations that slog through chart after chart with no end in sight. Surprisingly, despite all of the data, those presentations rarely end with decisions.
The problem is that our brains weren’t designed to absorb a lot of data. We need a lot of data to ensure that what we’re saying is true. But having data and showing data are two different things.
Our brains like stories, pictures, and patterns. Our brains need context to make sense of details. Those marathon data-dumps rarely provide any of that. That’s why it’s so hard to reach a decision.
It’s time to take back control of your presentations. Don’t let the data control you. You need to control the story. For that, I use the 50/10 rule.
Fifty percent of your presentation should be context setting.
Context is the single most important driver in creating understanding. Without context facts have no meaning.
However, context helps beyond that. Context is what drives people toward your recommendation. It’s probably more important in getting someone to agree with you than is the solution itself.
No one cares about your solution until they:
- Believe there is a problem
- Think the problem is worth solving
- Understand why the problem is occurring
Without those three elements, it doesn’t matter how well you frame your solution. It’s going to be hard to get people on board. Sometimes in our eagerness to talk about the solution, we skip right over the context.
You may be thinking, “Fifty percent? That sounds like a lot of context. My presentations usually last 45 minutes. I can’t do 23 minutes of context.” You’re right. That’s way too long. However, the reason that your presentation takes 45 minutes is that you are providing way too much data and not enough synthesis and conclusions. Your main presentation should only be about 5-10 minutes (then there is time for discussion and questions).
So, how do you get there? Ten percent of your presentation (or less) should be data (charts, graphs, tables). The remaining ninety percent should be the conclusions and story that you’ve drawn from the data.
People make decisions based on the story and the reasoning behind it. The data is only necessary to prove that the story is true. However, you don’t need to prove things that people already know or believe.
So, give them a few key data points to support your story. Then, let them tell you what additional data they need. At the point, you can show it.
The 50/10 rule will help you shift from providing data dumps to simple, clear arguments that are supported by data. When you’ve mastered it, you’ll find that you will actually say more by showing less.
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Brad Kolar is an executive consultant, speaker, and author with Avail Advisors. Avail’s Rethinking Data workshop can help you turn data into simple, clear insights, recommendations, and actions.
