SCIPAB Refresher - IBM

SCIPAB Refresher - IBM

Open your presentation skillfully to address your listeners issues Set the context by Set the context in your entry expressing understanding Situation of their business need/opportunity S P Complication Implication C A I B Get right to the point in your core message Position Then state your solution or recommendation Action Benefit . Use the Mandel Blueprint to plan listener-centered openings Set the context in your entry Situation Current business condition

Complication Challenge Problem Obstacle Implication Result Impact Consequence Get right to the point in your core message Position Your solution or recommendation Action The action youre requesting from your listeners Benefit Benefits of your solution Example Opening: IDR presentation to Business Partners Set the context in your entry Situation Biz partners struggling w/economy; making no investments; losing market share

Complication Youve cut back on resources Implication Cant develop new solutions Not reaching new mkts Missing sales oppys et right to the point in your core message Position IBM has best talent in the industry available to partner with you through IDR and IIC Action Engage with us Raise concerns and possibilities Benefit Extend your mkt reach Enable solutions development Support your sales efforts Example opening: Internal presentation about IDR Set the context in your entry Situation

IBM has many assets and resources including IDR and IICs Complication Its difficult for business partners to access our many silos Implication Were not fully leveraging w/biz partners, IT profls, and academia et right to the point in your core message Position IDR xformation can accelerate IDR making a siginificant contribution to IBMs results Action Follow along as I overview IDR Think about how this will affect your role Benefit Reach new audiences Anticipate market needs Improve effectiveness and efficiency

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