- Try to make it visual, not a lot of text, just the most relevant contents.
- Try to display the most relevant elements, and keep the secondary ones for your explanations.
- You can structure it however you need to follow your explanations (you can start thinking about five main parts: Background, Research Question, Methodology, Data collection, Findings & Conclusions).
- Try to highlight the information that supports the achievement of your research objectives and also the information that supports your conclusions.
- A good exercise of personal reflection is detecting the weak and the strong points of your work.
- Advice: Do not “copy and paste” the written dissertation. Panel members have had the chance to read it and wish to verify that students can identify key issues.
- Students are advised to rehearse the presentation to ensure it is within the time limits established; if it over runs the set time, the Committee has the right to terminate the presentation and important concluding comments may not be allowed.
Ocean Endangered: How to Promote the Conservation of The Marine Environment Whilst Creating Value?
Table of Contents
Foreword 3
Literature review 3
A. Sustainable Fishing 5
Executive Summary 6
A. Introduction 6
B. Background 6
C. Research problem 7
C.1. Commercial fishing 7
C.2. Bycatch 8
C.3. Overcapacity 9
C.4. Control 9
C.5. Fish Farm / Aquaculture 9
C.6. Economic factor 10
D. Research Objectives 10
E. Research Hypothesis 11
Methodology 11
A. Sample Size 12
A.1. Survey Questions 13
B. Data analysis 13
C. Results 16
D. Discussion 19
Solutions 22
A. EAFM – Ecosystem Approach to Fishery Management 22
B. aquaculture. 24
IMTA – Integrated Multi-Trophic Aquaculture 24
C.1. Business Description 25
C.2. Market and Competitive Analysis 26
C.3. Operational Structure 26
C.4. Product Description and Benefits 27
C.5. Raise Capital 27
C.6. Financial Analysis and Projections 28
Conclusion 28
Recommendation 29
References 31
Appendix 36
Literature review
As far as pollution issues continue to occur globally, oceans and seas will progress in experiencing the most significant pressure and effects of pollution impacts. The long-lasting conflict between human beings and wildlife has enhanced pollution surge affecting marine life. It became essential for the current generation to create sustainable measures to control and mitigate marine life from increased pollution. Sustainability has remained a global focus on curbing the pressure of global warming effects due to greenhouse gases with less effort. Sustainable fishing needs to be enhanced to provide the safety of fisheries and other aquatic life. Developing models or methods to ensure control of all fisheries activities can promote enough fish for long periods in the ocean without endangering some species that have already led to distinct of them. Due to this, analyzing and developing a sustainable fishing model that fisheries can observe is vital in reducing the increased endangering conflict of humans and wildlife.
Today, marine life is more threatened as compared to few decades ago. For instance, a study conducted by the World Wildlife Fund revealed that more than 100 million marine animals are killed by plastic wastes every year. In addition, around 100,000 marine animals die from being entangled in plastic wastes yearly. Similarly, almost 8 million tons of plastic is released into oceans in different parts of the world every year (Yanik and Aslan, 2018). According to the projects by the United Nations Educational, Scientific and Cultural Organization (UNESCO), almost 50% of marine species in the world may become extinct if there aren’t any effective and necessary measures put in place to make sure that the threats facing marine life are eradicated (Bermudez and Lindemann-Matthies, 2020). Marine life endangers is being one of the major aspects to consider by the fishing industry. Hence several studies have been conducted in order to find the possible solutions that can help to reduce marine uncertainties. Along with this, ensuring the profitability and growth of the industry is also important. The main objective to conduct the study is to focus on the role of big fishing practices on marine life. The study has been conducted with the help of qualitative research methodology. According to the research, it has been identified that the United Nation’s stability department goals play a significant role to ensure stability and eco-friendly business implications to ensure the protection of marine sources. Along with this, the results of the study mentioned that how the fishing industry can utilize the potential opportunities to harvest fishing to protect marine life. It has been stated that fishing industries must eliminate the implementation of some particular fishing practices that are being the cause of marine life danger (Haas, Fleming, Haward, & McGee, 2019).
The understanding of sustainability is very important for the fishing industry. The study has been conducted to analyze the impact of the fishing industry and factors of sustainability. The study has been conducted with the help of primary research methodology through which the factors have been identified that how the fishing industry can ensure sustainability. The final outcomes of the study argued that with the implementation of environmentally sustainable practices in the fishing business, the fishing industry will be able to ensure the protection of marine life and higher profitability (Veenstra, Stoop, & Hopman, 2018).
As solution, an Integrated Multi-Trophic Aquaculture will be proposed: multiple species from different trophic levels are farmed in an integrated way. It reduces the water, improves the efficiency and helps the bioremediation. In other words, each organism helps each other on a given area. For instance, the feed from the higher trophic level (generally the fish) will furnish waste such as feces or uneaten food to the feed at the lowest level (plants or even invertebrates). The fish farmer can then harvest the lowest trophic species and use it as it sees fit: it can be used as nutrient for fish or it can be turned it into an additional revenue.
A.
Sustainable Fishing
Sustainable fishing is a method that can guarantee the safety and the longevity of the oceans and freshwaters while extracting seafood. It is considered that fishes and invertebrates are used as food resources because of their healthy nature for many cultures. Demand is exponentially increasing for seafood: they are in fact highly popular. They contain healthy fats and protein sources. However, with the advancement in technology, fishing practices have been increased which has led to the depletion of the fish population in the whole world. Even though technological advancement generates increasing profit for this industry, it is negatively affecting the safety of the marine ecosystem, which led to the depletion of seafood. This technique is commonly called overfishing (National Geographic, 2021).
Thus, the right way of fishing can protect ocean wildlife. Scientific research has shown that fisheries techniques are significant because they can essentially protect marine life.; additionally, a right fishing can save other wildlife in the ocean. Sustainable fishing practices are meant to make people enjoy food while it also ensures the safety of seafood stocks. This is meant to create profit for any organization implementing this model while also maintaining the fish populations and their environment simultaneously (NOAA, 2020).
The major reason to propose a unique and sustainable business model is to ensure marine safety. The main argument of the study was to implement eco-friendly innovative business practices in the fishing industry to ensure higher sustainability. To conduct the research, a single case study methodology has been used for empirical analysis. Along with this, semi-structured interviews supported the results of the study. Besides, the outcomes of the study supported the fact that innovative initiatives in terms of eco-friendly business practices can help to reduce marine endanger and provide great feasibility to generate higher profit. The study highly focused on the concerns of business aspects such as innovation towards ecosystem friendly model.
Executive Summary
A.
Introduction
The marine life is significantly becoming endangered as the global population continues to increase, human activities also continue to increase, as well as industrialization. Therefore, it affects climate changes. Climate change is one of the leading factors endangering marine life. In fact, human activities, especially industrialization is among the leading contributor of ocean pollution: Pesticides, discharge of nutrients, agricultural run-off, and untreated sewage are among land-based sources that make up approximately 18% of marine pollution in the world.
Another leading factor endangering the marine ecosystem is the current fishing practices: overfishing. Being the most devastating industry for the oceans, the fishing industry will be used to demonstrate how a business can be developed to live along with the marine life whilst being valuable. And, assuming that new sustainable fishing techniques can be elaborated, what are they? And at what cost?
B.
Background
Human civilization and wildlife have a long-lasting conflict. This conflict is already affecting us and will affect even more the future generations. Thus, there is a need to change the current systems to more sustainable ones. I believe that the generations representing the next workforce will have to figure out ways to stop all kinds of pollution, or even, reverse it. But the system in which we live is so well built that we have created dependencies that force us to push the consumption forward instead of stopping it, leading to an overconsumption. This overconsumption is causing most of the pollution generated globally. There must be a focus on stopping highly polluting activities through innovative techniques and sustainable methods.
Big-scale fishing started in the early 1800s, when the human civilization was decimating the whale population for the use of lamp oil. By the mid-1900s, international attempts to increase the availability as well as the affordability of protein-rich food led to government’s efforts to increase the fishing capacity. Consequently, they established favorable policies, subsidies, and loans for the big fishing industries to achieve their goals. From then, local boatmen were supplanted as the world’s source of seafood. These large commercial fleets were exceedingly aggressive: the developed technologies and sophisticated methods in order to find, extract, and process their target species. This led to consumers growing their habits to widen selections of fish species at a very affordable price. At that time, some edible fish such as the Atlantic cod were already to the brink of extinction due to overfishing using unsustainable practices. The collapse of large fishes, the fishing companies are going deeper and deeper in the oceans for viable catches. By doing so, the father down the food chain. This technique called “fishing down” is leading to a chain reaction that negatively affects the ocean’s biological systems (National Geographic, 2021).
A sustainable development is a development that meet the present’s needs without compromising the ability of future generations to meet their own needs. For this, the benefits of the ecosystem should be maximized but without degrading it more than it is produced.
C.
Research problem
C.1. Commercial fishing
Commercial fishing generally focuses on extracting as much seafood as possible. When too many fish are taken out, it leads to an imbalance of species affecting the whole food web, resulting in the loss of other marine life too, and so on. This waterfall effect also acts on vulnerable species such as sea turtles and coral and leads to species extinction: more than 30% of all rays, sharks, and chimeras are currently more threatened than ever. The current fishing practices is one of the most significant drivers of the decline of ocean biodiversity. In fact, the industrialization of fish is destroying pretty much everything at rapid speed. According to the food and agriculture organization of the United States, one third of the world’s fisheries are pushed beyond their biological limits (World Wildlife Fund, 2021).
Mass fishing is a sustainable issue, with many fisheries lacking physical, environmental, and other small-scale fisheries skills. However, through the enhancement of fisheries management, sustainable fishing can be achieved. Managing fisheries requires the development of some policies which will regulate the rate of fishing in a given region and how fishers can modify their catchment techniques. Managing fisheries has high chances of enhancing fisheries recovery from the previous centuries where fishing has incurred great dangers from a human being. This means that through fishing management strategies at both government and regional levels, sustainable fishing can be achieved in a recovery process (Pinkerton, 2017).
C.1.1. Trawling Technique
Trawling method involves pulling fishing net through water by one or more boats. Trawling fishing method is aimed at different species of fish simultaneously, which mainly increases marine pollution. When fishers catch unwanted fish species, they leave them offshore, leading to the death of many small and other unwanted species. However, a progressive prohibition of trawling can enhance fishing sustainability (Farella et al. 2021). Government and other marine environmental conservation institutes should discourage and make trawling fishing methods illegal and set some laws that will reduce fisher’s behavior until it disappears. Also, to achieve sustainability in fishing, purse seining techniques should be abandoned and remain illegal in the fishing industry. Purse seining technique involves catching everything within a given fishing area, increasing the threat to other sea creatures that are not beneficial to the economy but are crucial in the Sea World.
C.2. Bycatch
Bycatch is a huge threat within those large fishing-scale operations. The capture of unwanted sea life while fishing for a different specie. “Bottom trawling” is the most devastating fishing method: a boat deploys and drags a huge net from the sea floors to the surface of the oceans across enormous distances. This technique destroys the entire habitat of the given zone including sponge ecosystems, rare deep corals, among others. Moreover, they catch a large amount of bycatch. They are often unintentionally caught, but rare are the survivors. In fact, up to nine pounds of non-target marine life can be caught for every pound of shrimp. Most of those unwanted species will be dumbed back in the oceans dying or even dead.
It is estimated that every year, 250,000+ turtles, 100 Million + sharks, and 300,000 small whales and dolphins are killed bycatch every year. Those numbers are probably much higher (appendix A).
C.3. Overcapacity
The oceans are facing a serious overcapacity: it refers to the ability of a fleet to fish at levels that exceed the sustainable level. In fact, over four million fishing boats of all sizes are sailing. Some are equipped with technological advancements, increased efficiencies and capacities to catch more fish. The fishing industry is facing a highly competitive environment. We often say that concurrence can be healthy, but it is not the case in this industry. This overcapacity puts sticks in the wheels of governments because it makes it harder for them to control and regulate the catches brought back by the fishing boats. It makes it easier for them to bring illegal seafood back at the fishing port.
C.4. Control
Illegal fishing is as hard to control as it can sound: illegal fishing can refer to the use of prohibited fishing techniques, any activity conducted without permission (in waters under the jurisdiction of another state, or even protected areas for instance), the catch of protected species, or the catch of some species at a given period of the year. But how can a legal fishing boat sell some illegal catches? How can you prove where and how it was caught? It is really difficult to determine whether a fish was caught legally or not. And those catches can still easily move through the supply chains thanks to a lack of system-tracking fishes from catch to consumers – called traceability -. Illegal fishing is a global issue that is taken care of locally. Those threats are not easy to control and highly expensive.
C.5. Fish Farm / Aquaculture
Fishing farms can have the reputation of being an eco-friendly way of feeding the world, but it is not always the case. Despite having no bycatch, no sea-floor damage, no killing of endangered species, no dangerous working conditions, and no illegal fishing, fish farms are profitable organizations seeking to make profit at first. To maximize their profit and minimize their risks, fish farms can be crowded but therefore unhealthy: there are too many living creatures in a small space which leads to a higher chance to get diseases, parasites, and bacteria. To fight this problem, they are treated with tons of antibiotics and hormones.
Moreover, it is essential to take a closer look at what the fish are being fed in those farms: their food is heavily processed. It is stunning to know that their food contains dried fish, mixed with extracted fish oil (which requires a massive amount of fish to produce). So, in reality, many fishes are needed for the production of single one. And those fishes are coming from wild fishing… so somehow, a fish farming is just wild fishing in disguise.
Aquaculture’s unplanned and unregulated growth has resulted in significant environmental and societal damage, particularly in shrimp culture in Taiwan, China, Thailand, and Indonesia, but also in freshwater fish culture (for example, in Laguna de Bay in the Philippines).
C.6. Economic factor
Overfishing is more than just about the environment: billions of people rely on fish as protein-based food. More importantly, fishing is the principal livelihood for millions of people around the globe: catching, selling, and buying fish is their only source of income. In the case people would decrease their seafood consumption, those people will lose their job, which would dramatically impact a given economy. Communities relying on fish as a source of revenue. They cannot stop fishing unless they find an alternative. Therefore, there is a need to maintain seafood while making it the proper source of food. Some fishing communities oppose to marine reserves because they fear the short-term income losses associated with closure. (National Geographic, 2021).
D.
Research Objectives
Seas and oceans are essentials for any life on earth but they are more affected than ever. Therefore, this paper will focus more specifically on the marine ecosystem and what are the best ways to create a sustainable model for the extraction of seafood. In other words, an approach where a business activity and the marine life work with the dependency to force each other to generate the best will be developed. There can be various methods that can help in extracting the best ocean resources while maintaining and protecting ocean life as well. Techniques, material selection, costing structure, funding strategies, profit generations are other factors that will be taken into account in order to come up with a business model that could potentially reverse the human civilization and wildlife conflict.
The main objective of this document will be to analyze the current fishing trends, point out the unsustainable practices, to then propose alternatives by developing a sustainable business model for a fishery. This model will guarantee an Eco and ethically friendly way of producing seafood while beneficial from an economic growth (being a profitable organization that promotes jobs). In other words. This study will discuss and elaborates strategies to be included in a business model that generates a desired profit while rescuing the marine life. The model should expand and provide ecosystem services and other services that provide a general framework that can estimate the benefits and costs of the fishery.
E.
Research Hypothesis
The dependent variable is the safety of marine life and the independent variable is the maximization of profit generation. There are various business models in the fishing industry that can generate profit for the fishing business, however, it is necessary that the selection should focus on the maximization of marine life safety. The main reason is that if fishery management fails in protecting marine areas, it will end in harming the marine environment.
Methodology
This study will use a mixed-method research design. It is important to note that choosing a research design is a significant process in research since it helps in formulating the path followed by the researcher in an entire research process such as designing questionnaires, analyzing data, interpreting as well as reporting the findings.
The study will use both primary and secondary approaches in data collection and analysis. In other words, it will collect both qualitative and quantitative data. As far as the primary research is concerned, the researcher will conduct telephonic and online surveys to examine and understand the role of businesses in the protection and conservation of endangered marine species. A standardized questionnaire will be administered to a maximum of respondents which will include researchers, professors, policy-makers, and business leaders for the purpose of collecting primary data which will be quantitative in nature. Every respondent will be asked to completely fill a structured questionnaire to demonstrate the way and magnitude in which businesses can contribute in the protection of marine life. A standardized questionnaire involves asking precisely the same questions to all participants in an identical format, and recording the responses in a uniform manner (Sharpe & Berggren, 2019). It will capture the role played by businesses in protecting and conserving marine animals and ocean species. Before the main study, I will conduct a pilot study including 4 respondents from the study area. However, the respondents that will take part in the pilot study will not be included in the main study. A pilot study gives the researcher an opportunity to ascertain the feasibility of the project and also whether the proposed instruments and methods of the study are appropriate and if they will yield needed information (Manzello et al., 2019)
Primary data will be complemented with secondary data which will result from a systematic literature review. I will identify, select, and appraise literature for the purpose of answering the research question. The main research question of the proposed study is whether businesses can promote the conservation of endangered marine species while also creating value for the business at the same time.
A.
Sample Size
To conduct the study for primary data collection, an online survey has been designed. The online survey has been provided to around 50 participants through online sources to understand the role of business and conservation of marine protection. The online survey included 6 questions to gather the related data from targeted respondents. On the other hand, for the collection of data, the target respondents were researchers, policymakers, business leaders, and professors. Each respondent was provided with designed survey questions separately and asked to fill in accordingly. The outcomes of the primary research methodology have been interconnected and analyzed with the systemic review analyzed through secondary sources. Based on the analysis of data obtained from both the secondary and primary sources, results have been interpreted as follows:
A.1. Survey Questions
1. Can ecosystem-friendly business model in the fishing industry save and promote the marine environment while generating profit?
2. Can fisheries management business model in the fishing industry help to save marine life and make a profit?
3. Can sustainable fishing practices result in saving marine life and generating profit?
4. By implementing the Integrated Multi-Trophic Aquaculture business model, can the fishing industry save marine life and make a profit?
5. Would implementing innovative business practices help in protecting marine life and generate higher profit?
6. Can eliminating bottom trawling and longline fishing and practicing alternative techniques help in generating more profit and saving marine life?
B.
Data analysis
For the primary data collection, the data interpretation is mentioned below for respective survey questions. For the implementation of ecosystem-friendly business model into the fishing industry to save marine life and make a profit; Fifty-eight percent of researchers supported this fact. Ten percent support for implementing ecosystem friendly model came from business leaders’ side while 23% of policymakers agreed that this model can help in protecting marine life from uncertainties. On the other hand, 9% of professors agreed on the fact that this business model can be the best fit to eliminate the negative impact of the fishing industry on marine life. By implementing this model, not only the profit ratio can be exceeded but also the sustainability of marine life can be ensured.
Solutions
A.
EAFM – Ecosystem Approach to Fishery Management
The Ecosystem Approach to Fisheries Management (EAFM) is a major approach that offers effective and practical means for the holistic management of fisheries. It is based on the management of target species, stock assessment, relevant processes, systems, and decisions making. This technique works to maintain multiple objectives that can be impacted and managed by how the system is being controlled. Their main objective is to allow enough resources to harvest and sustain the fishing industry. It leads to the sustainability of the marine ecosystem. This system takes into account environmental aspects, but also the social and well-being within a given framework.
Some decentralization policies have left many local sections with the challenging task of developing management plans that not only works on a higher level of strategic decision-making, but also fit for local fisheries. Every country has its own jurisdictional local, regional, and national boundaries. Within and across those jurisdictions, different laws are applicable. In fact, some countries emit policies favoring the increase of fishing productions, some are promoting exports for the national income, or even providing feeds for developing the local aquaculture. The Ecosystem Approach to Fishery Management provides all kinds of information about restriction and zones on both notional and regional policies to its users (appendix C).
Why the Ecosystem Approach? This tool is offering an adaptive management that leads to a more effective planning for fisheries specifically. It provides a way to consider large-scale issues and allows trade-off while balancing the human and ecological well-being through a good governance. Moreover, it increases the stakeholder positions since they have access to the system and can interact in it In addition, many important factors are to be taken into account for any fisher: recreational uses, tourists, shipping and pleasure boats, but also land-based activities that may impact the fisheries as well as the marine ecosystem – Industries for instance – (EAFM, 2021).
There are different models and tools that are designed to operationalize ecosystem on the behalf of fisheries management. EAFM can solve the trade-off issues and represent the marine management scope as well. The major focus of this model is meant to be based on ecological and social factors linked to strategic and tactical decision-making. The evaluation model under the EAFM requires knowledge about marine life and human derives. Therefore, it links the environmental and human pressure on both ends (Fay, DePiper, Steinback, Gamble, & Jason, 2019).
However, despite being applicable worldwide, EAF Management tools are only available on the Asia-Pacific region, Latin America, and the Caribbean region. Some improvement in the system would enable European fisheries to benefit from an effective management of the target species, used methods, and therefore, the decision-making. Once done, it can be made available to all, offering a two and a half hour training course in English, Spanish, and French. The tool is made up of nine components can simply be downloaded on any devices
B.
aquaculture.
Today, aquaculture plays a very important part in the production of fish-based products to meet the increasing global demand for the products. Aquaculture is one of the fastest growing trends in the fish industry as it is recognized to play a critical role in the global food production. Aquaculture supplies about 50 percent of all the fish as well as seafood consumed around the world, with the production of these products increasing steadily every year. And as the population is growing, governments are giving more and more subsidies to this type of area. Money that can help achieve key innovations for the improvement of techniques.
As stated earlier, aquaculture can be the center of criticism due to those huge fish nets covering a large area, with all this waste and uneaten food that pollute all around. This is why an Integrated Multi-Trophic Aquaculture plan will be proposed in the following section. IMTA focuses on selecting the right organisms that leave together and provide nutrients to each other. Kelp, for instance, is grown nearby salmon net pens and benefits from the nitrogen that they release.
C.
IMTA – Integrated Multi-Trophic Aquaculture
An Integrated Multi-Trophic Aquaculture is a sustainable concept created to fight the intensive aquaculture using an ecosystem-based approach. It also guarantees businesses to be profitable at sea. This method as quite new. On March 2020, it was still at laboratory state, “to promote environmental sustainability awareness and value aquaculture products”.
IMTA is an aquatic version of polyculture: multiple species from different trophic levels are farmed in an integrated way. It reduces the water, improves the efficiency and helps the bioremediation. In other words, each organism helps each other on a given area. For instance, the feed from the higher trophic level (generally the …
Copyright D Hunt & C Clarke
MAKING PRESENTATIONS
By Damian Hunt and Christine Clarke
Copyright D Hunt & C Clarke
INTRODUCTION
The first problem of presentations is fear, and at least three quarters of that fear is fear of the
unknown.
You can never get rid of all your fear, but you can enormously reduce it by reducing the area
of the unknown. The small amount that is left is necessary and valuable – it concentrates your
mind and sharpens your performance. And even if you are one of those rare beings who feel
no fear at all, the technique for conquering fear is also the best technique for improving any
presentation.
PREPARATION
We can start by breaking the unknown down into five areas:
Why are you making this presentation?
What are you going to say?
Who are you saying it to?
Where will you be saying it?
How will you say it?
1 WHY?
Every presentation has an objective, and the objective is almost always some form of
persuasion. You want the audience to place an order, commission a survey, accept a
proposal, agree on a budget, develop a product, accept a reorganisation plan – the list is
endless. Two points are particularly important:
a) Make your objective as precise as you can – with fallback objectives as well –
and put it into words. Write it down.
b) Keep referring back to the objective whenever you are wondering what to
include or where to cut.
Copyright D Hunt & C Clarke
2 WHAT?
Make a note of all the information; illustrations and arguments you could possibly need –
and jot them down. Do not bother too much about order at this stage.
3 WHO?
Find out all you can about the people you will be presenting to. Not just how many will be
there and their names and jobs, but why they are interested, what
method/equipment/supplier they are using at the moment, what bad or good experiences
they have had in the past with whatever you are trying to persuade them to do, what
objections they might raise to your proposals, how they might feel threatened by them,
and which of their worries your proposals might remove. This will probably suggest more
facts, arguments and visual aids to add to the list. And then if, on the day, you can
possibly arrange to chat to them informally, over coffee say, for a few minutes before the
presentation, do so. It is not only an invaluable extra research opportunity – it is also a
marvellous way to break the ice and create an early rapport.
4 WHERE?
Not as important as the others and you can’t always do it, but if “where” is unfamiliar
territory it helps on the day if you have been there before. And as you look round the
room you may spot something important: wrong kind of electric socket, or too distant for
your flex, windows that won’t black out, no table, excessive noise – you never know till
you look, if there’s nothing wrong it gives you a little more of what you need most;
confidence.
5 HOW?
Once you know what you want to say, whom you will be saying it to, where and why, you
can work out how. Now is the time to think yourself into the mind of your audience. What
anxieties can you relieve, what needs can you identify and satisfy? That will guide you to
an introduction, something to make them sit up and think “Yes, that would be a great
advantage if it really can be done at that price”.
Following from that you can start to arrange your facts and arguments into the best order
best for their understanding and best for persuasion. Then devise or select the illustrations
you are going to need. Then when all the material is assembled and marshalled, make
Copyright D Hunt & C Clarke
your notes -and make them clear and large enough. I personally prefer to write out the
whole presentation; after all, (and especially if time is limited) there is always a best way
of putting something -best argument, best order, best phrase – and you are more likely to
think it up and work it out by making yourself write it in advance than by thinking on
your feet. But even if you do not, you should always have at least the opening and closing
sentences committed to memory in their entirety.
And finally, in front of a colleague if possible, on your own if necessary, rehearse. It is
rare indeed to find an over-rehearsed presentation, and nothing is one quarter as effective
in removing nerves, or at least minimising their effect on your presentation, as a lot of
rehearsal. As we agreed (at least I hope we did), fear is largely fear of the unknown, and if
the unknown includes what you are going to say you have every reason for fear.
The Start
Almost every presentation requires some sort of preface. Exactly what elements it should
contain will obviously depend on circumstances – you do not have to explain who you are if
you are addressing your own department (or if you do have to, something is wrong that no
presentation will put right). The preface has a double value – it establishes certain important
facts, and it also helps to ease the presenter into their relationship with the audience by means
of “neutral” material that they can all accept and agree with. The longer you keep everyone
nodding the better, so long as they don’t nod off.
There are five elements to a full preface: a single sentence may be enough for each.
a) Welcoming courtesies – simply thanking people for giving up time and hoping they
will feel it is well spent etc.
b) Self-identification – your name and job, your background if relevant (“I worked in the
aircraft industry myself for two years, though not of course at your exalted level…”)
and any details about colleagues who are with you.
c) The intentions – What you are proposing to explain, suggest or demonstrate at this
presentation. This has to be angled towards the benefits they can expect from what
you are presenting – not “Tell you about our new GZ180”, but “Show you how our
GZ180 could provide you with a quicker and more economical…” Everything should
be presented in terms of their interest, not yours: not “What I am going to tell you” but
“What I thought you would like to know”.
d) The route map – how long the presentation will last, whether it will be in sections,
will it all be here or will we be moving to another part of the building, does it include
film, will there be a break for coffee?
e) The rules of the road – in particular, do you want people to interrupt if they have a
question, or wait till the end of the section, or hold all questions until the end? They
cannot know unless you tell them.
Copyright D Hunt & C Clarke
The Structure
1 Hold your breath and wait for a massive generalisation. Ready? Right.
All good presentations have the same structure.
It is a simple three-part structure, and the same as a symphony or a play. Exposition.
Development. Recapitulation. First movement. Second movement. Third movement. Act
I, Act II, Act III. Order demonstrated, order challenged, order re-established. You can
embroider it in all sorts of ways, but if you abandon it, – resorting, for example, to a string
of unstructured and unconnected assertions – you will not hold your audience’s attention
for long.
2 For the purposes of a presentation, you can call the structure “Situation, Complication,
Recommendation” and you will find that everything you have to say fits into one of those
three sections.
a) Situation. The audience at the start of a presentation is like the horses before the start
of the race – scattered all over the place and facing in different directions. The starter
at a race meeting has to bring them all up to the line together so that they start level
and all go off in the right direction at the same time.
A presenter has to do much the same, and the way to do it is to outline the present
situation: describe the way overseas distribution is currently organised, or the way we
order stationery at the moment, or the way the pattern of home demand has been
changing – whatever the purpose of your presentation it is essential that everyone
should start with the same knowledge, and important that you should demonstrate to
them all that you know the situation and background. It also enables everyone to focus
on the specific part of the present situation to which you are addressing yourself. This
part of the presentation, establishing common ground, may take only a couple of
sentences, or it may need quite a long analysis of how things came to be the way they
are, but some statement of the present situation has to be made and agreed upon. By
all means ask them questions about the present situation and past history: it helps you
to angle the rest of your presentation more precisely to their needs, and a bit of two-
way communication in the early stages is a valuable icebreaker.
b) Complication. This is where you introduce the need for change by showing why the
present situation cannot continue or why it would be unwise to continue it. Demand is
shifting, technology is changing, staff are leaving, delays are lengthening, competitors
are gaining, costs are rising, profits are falling, buildings are leaking -there must be
some significant change or danger or worry or opportunity or you would not be
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making the presentation. This is the stage at which you dig the hole in which you
intend to plant your idea.
c) Recommendation. The other two sections may be brief: this one forms the bulk of the
presentation, and it is also the one you are least likely to omit. It may include
evaluating alternatives, demonstrating products, describing services, meeting
objections, comparing prices, adducing evidence, quoting examples, and is in fact
what most people mean when they talk about “a presentation”. But its success may
well depend on how well you have prepared the ground in those first two sections
which it is all too easy to omit.
Very often, you will find that “evaluating alternatives” is important enough to deserve
a section on its own. You may also decide that your recommendation should itself be a
choice of alternatives rather than a single take-it-or-leave-it proposal. Because of the
importance of discussing alternatives, you may find it more helpful to think in terms
or a four-part structure, and if you add in your introduction and conclusion you can
create a 6P alliterative mnemonic:
Preface Possibilities
Position Proposal
Problem Postscript
3 A small but important part of structuring is paragraphing. It is an easy thing to
do, but it is also an easy thing to forget to do. The problem is that you know perfectly
well where you have got to in your presentation, and where you are going: the
audience does not, and they cannot see your notes, nor can they glance forward as they
can with a book or a report to see what is coming. It is therefore important to provide
them with the equivalent of a paragraph. This only needs a summarising sentence to
round off one section followed by an introductory statement or question to introduce
the next. “Right”. Therefore, we have seen that our present warehouse capacity will be
insufficient when we open our north region branches. So what do we do? Well, we
have narrowed the practical options down to three, and I´ll describe them briefly first
and then discuss them in turn. Option one is…” Good paragraphing is a great help to
retention, since you are supplying the audience not only with information but also
with a ready-made filing system to put it in.
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The Technique
1 Delivery: a brief booklet cannot turn you into a good speaker. Only practice can do
that. You can go on a course, or a group of you can practise on each other and
comment, encouragingly and constructively, on each other’s performance. You can
learn quite a lot just by watching other people doing it wrong and discussing why.
The truth is that good delivery, apart from a few small (but important) points of
technique is not a question of acquiring skills but of removing obstacles. Most people
speak well enough round a table with a group of friends or colleagues: learning to
speak in public is little more than learning to retain that ability when standing up in
front of ten or twenty or five hundred people you do not know. This means learning to
remove the inhibitions that stop you being your normal, natural, friendly self once you
get up on your feet.
I have found that it helps enormously if you can get the audience on your side at the
beginning. This is why people say you should start with a joke. However, a joke that
fails is a major disaster, and if you have the confidence to know it will not fail, you
probably do not need it.
It is better, in my view, to start with some remark that makes it clear that you are not
setting yourself up above the audience, -for example to stress that you know much less
about their business than they do- and to enlist their sympathetic indulgence rather
than risk stimulating a critical resentment.
In terms of actual speaking technique, these are the chief technical faults to watch out
for:
a) Mumbling. Better to be too loud than too quiet.
b) Hesitancy. Excessive pauses, usually filled with “…er… Almost always a sign
of insufficient rehearsal.
c) Gabbling. Much rarer, and easily corrected once you know you are doing it.
d) Catch phrases. “The point is.” “…and all that sort of thing…” “…if you know
what I mean…” These phrases are harmless in themselves, but if they become a
frequent verbal mannerism they can distract the audience.
e) Poor eye contact. Do not move your gaze from the floor to the ceiling via the
back wall. Look at people – not aggressively or hypnotically – just look at
them as you do in normal conversation. And that means all of them, including
those at the sides.
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f) Dropping the voice. The most common fault of amateur speakers is to drop
the voice at the end of each sentence. It becomes very tedious, since it makes it
seem that the talk has ended with each sentence, and it has to be started off
again each time. For most people keeping the pitch and volume of the voice up
at the end of the sentence is not natural; it has to be practised and developed.
But it is vital.
2 Language. There are hundreds of rules for good spoken English, but only a few vital
ones for most presenters. The most important one is to use short words and short
sentences: do not say “Circumstances occasionally arise involving a situation in which
one or more of the contributing personnel wishes to exercise the option of continuing
in employment beyond the normal retirement date as specified in their formal
contractual agreement, in which eventuality suitable arrangements can be concluded
for the further maintenance of contribution and consequent enhancement of eventual
benefit”; just say “Sometimes people want to stay on after they’re 60. If so they can
still stay in the Pension Scheme.”
Apart from that, use active verbs and concrete nouns rather than passive verbs and
abstract nouns; illustrate general statements with specific examples; avoid technical
terms unless you know the audience is familiar with them; and ruthlessly cut out
jargon. I have seen computer people quite unaware of the effect they had on lay
audiences by talking blithely about “redundancy” and “graceful degradation” in their
special data-processing meanings of which the listeners were wholly unaware. Make
your notes as full as you like, but never read a written presentation or memorise it
word for word and recite it (although key phrases should be memorised). Always use
your own words and phrases you actually use in conversation, not those you reserve
exclusively for formal writing.
3 Visuals: it is nearly always wise, even for the smallest presentation, to have a largish
plain white pad and a thick black pen in case you want to show the group some
illustration or calculation. Apart from that, think in advance if there is any picture,
diagram or object you can include. Think under two different headings:
a) Explanation: Many complicated verbal expositions can be enormously clarified,
simplified and shortened by a photograph, a drawing, a diagram a graph or an object.
Make a conscious effort to find opportunities. I remember a presenter taking quite a
time to describe a floppy disc. It had never occurred to him to bring one along in his
folder.
b) Persuasion: A picture is worth a thousand words, and the pictures you show will
remain in your audience’s mind long after your words have gone. So make a real
effort to find or create illustrations that have persuasion value -the images you want to
lodge in their memory.
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If you want to know more about creating visuals, see section 2 of this booklet.
4 Detail: there is very often a problem about how much detail to include in a
presentation. The problem is at its most acute when the audience includes some
technical experts and some laymen. If you leave it out the experts will feel slighted,
and if you put it in the laymen will be baffled and bored.
Almost always the correct course is to leave the detail out of the presentation. You can
make up for this by having it all typed out and distributed afterwards (not before, or
they will be reading while you are talking). You will of course tell the experts that the
details are in the supporting documentation. Alternatively (or additionally) you can
bring an expert colleague with you to make a technical presentation just for the
experts, or answer technical questions when the main presentation is over.
5 Feedback: if you know your audience well this is less important, but if they are
people you know only slightly or not at all it can matter a lot. How do you know if
your assumptions about their current practice, past experiences and future needs are
correct? How do you know if they understand about random access or if you have to
explain it to them? Only by asking. Therefore, -especially with small Audiences and
especially in the early stages of the presentation- do not be afraid to ask them
“feedback” questions. Ask them about the way that they do this now. Ask them what
alternatives they have considered. Ask them what is their order of priorities. Not only
will this give you valuable information and guidance, it will also break the ice, involve
the audience and turn the presentation from a generalised hand-out style statement into
a private communication specifically and exclusively for them.
6 Concessions: however strong your case, it will have limitations and drawbacks. After
all, a Rolls Royce is thirstier than a Mini, harder to park and more expensive to insure,
quite apart from the price. These limitations will not be lost on your audience and it is
important that you should mention them because it strengthens your case; it is the salt,
which gives the savour of credibility to the whole presentation. The technique is
always to admit limitations in the first half of the sentence and reaffirm important
persuasive points in the second half -never the other way round.
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Summary and Questions
1 the ending of a presentation, like the opening, is too important to be left to the mercy
of chance or the whim of the moment. True, you may think of an improvement on
your planned ending while you are speaking, but it is still vital to have a planned
ending to improve on. This does not mean that it has to be long or complicated, only
that it has to be worked out in advance and well rehearsed.
It is when working out your ending that you must go back to the original statement or
intention. It is the objective of the presentation that dictates the ending. The ending
will normally include:
a) A summary of the salient facts and arguments and a reprise of the key visuals.
b) A recommendation of a course of action.
c) A proposal for the next step, if the recommendation is accepted, with the target
dates.
d) A description of the supporting literature (if any) which you are now
distributing.
e) Thanks for patient attention, etc.
f) Invitation to ask questions.
2 Questions: with a large audience you do not have to have a question session. It is not
unreasonable to say that in view of the wide divergence of background and interest in
the audience you will take questions individually after the audience breaks up. But
with a small group, of the sort this booklet is concerned with, you will need and
usually welcome a question session. Some of the questions will be genuine requests
for further information, but many will be some other response in disguise. The
principle ones to look out for are:
a) The concealed objection. It may indeed be only thinly concealed -“Won’t this mean
weekend working?” “Why is the price so high?” but can be handled according to the
rules for objection handling – don’t get defensive, make the objection specific, put it in
perspective, give the compensating benefits.
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b) The test question. Designed to probe your knowledge and experience. “What are the
stress characteristics of this new alloy?” The golden rule is not to bluff or try to excuse
your ignorance. If you don’t know, promise to find out for the questioner – and keep
the promise. In fact it can be a useful excuse for coming back to them later.
b) The defensive question. Something you are proposing may mean a loss in staff,
budget, status, authority, patronage or perks for one or more of the audience. “What
makes you think we can trust area managers to do their own purchasing of technical
equipment?” may in fact mean “central purchasing is the part of my job I enjoy most
quite apart from those bottles of Scotch around Christmas, and I’m damned if I’m
going to let you take it away from me”. One way to deal with this is to question the
questioner and get him talking more, and then if you have difficulty dealing with the
point at the factual level try to throw it back to the rest of the group.
With any difficult question, your first action should be to quell any emotional response
you may feel rising in your breast, and your second to explore the question and ask the
questioner to elaborate and refine it. You then have the various options suggested in the
previous paragraph:
to answer the question
admit ignorance and promise to find out
defer it to deal with privately at greater length afterwards
refer it to an expert colleague if you have brought one
throw it back to the person who asked it
throw it back to another member of the audience
put it up for general discussion
Afterwards
Immediately after a presentation all you want is reassurance and, if possible, praise. But
emotional vulnerability fades fairly quickly, and after a week or so it is possible to review the
presentation with a certain detachment. That is why it is always a good idea to have a
colleague with you when you give a presentation, to give you a more detached appraisal of
what worked and what did not, quite apart from the possibility of your going down with “flu
and needing an understudy at short notice.
This post-mortem is an important part of the presentation: a book can offer tips and lay down
guidelines but it cannot on its own turn you into a presenter any more than a map and a copy
of the Highway Code can turn you into a driver. They can make you a better driver, and help
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you get to your intended destination quicker, but they are not a substitute for the lessons that
come from experience.
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Summary of the Twenty Principal Lessons
PREPARATION
1 Know the facts – the facts your audience will want, as well as the ones you want.
2 Find out about the people, including their past experiences, present situation and
future needs.
3 Always have notes, with key phrases as well as subject headings.
4 Write out the introduction and memorise it.
5 Rehearse, and rehearse, and rehearse.
STRUCTURE
6 Preface – opening courtesies, the purpose of the presentation, its duration and shape,
and the “rules of the road”.
7 Position – a brief outline of the present situation.
8 Problem – a description of the audience’s need which can be met by accepting your
proposal.
9 Possibilities – a look at the principle alternatives your audience will want to consider.
10 Proposal – the recommended course of action.
11 Postscript – summary of proposal. The next step. Description of supporting
documents. Thanks. Invitation to ask questions.
TECHNIQUE
12 Convert statistics into charts and graphs wherever possible.
13 Relegate detail to supporting documents.
14 Use short words and short sentences.
15 Choose the active verb rather than the passive and the concrete noun rather than the
abstract.
16 Avoid or explain jargon.
17 Signpost and paragraph the presentation.
18 Never mumble or gabble.
19 Look at the audience – all of them.
20 Keep your voice up at the ends of sentences
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A guide to the techniques of slide design and
presentation.
PLANNING
When planning a presentation, the first question is not “What slides do I require?” it is `Do I
need any slides at all? ´ The answer may well be “NO” There are, after all, many
disadvantages to visual aids: they take up a great deal of time and thought, they can divert
attention away from what is being presented on to how it is being presented, they diminish
flexibility, they cost money, and if they go wrong the result can vary from mild confusion to
the ultimate in catastrophe and humiliation. But having said that, it remains true that a picture
is worth a thousand words. Most presentations are improved, and many are transformed, by a
good use of slides. They portray instantly and vividly things that are impossible to convey
verbally, they save time, they create interest, they add impact, and – most important of all –
they remain in the memory long after the words have left it.
So if you decide to use slides, think about them from the very start. Do not finish your script
and then say, “Now what slides do I need”: start by asking yourself “What pictures do I want
to lodge in the minds of the audience?” and make sure that they are built into your
presentation from the beginning. And if you can manage it, space them out more widely at the
start when the audience in fresh and alert, and bring them in with a greater frequency towards
the end to keep interest alive.
There are four particular types of slide to concentrate on in the planning stage: the
unnecessary slide, the missing slide, the impact slide and the verbal slide.
1 The unnecessary slide
The first question to ask about any proposed slide is, “Can I manage just as well without it?”.
I sometimes suspect that up to one third of all visuals used in presentations would be excluded
by that question: I can hear the poor presenter being asked “Do you want any visual aids” and
being shamed into saying yes for fear of appearing casual or lazy or amateur, and then
dreaming up some slides he doesn’t want and which don’t really help.
The second question is “Is this really a visual, or just a visible verbal?”
If I could engrave a single sentence on every presenter’s heart, it would be this: WORDS
ARE NOT VISUALS. How many times have we sat at presentations and seen slide after
slide portraying nothing except abstract nouns: INTEGRITY: OBJECTIVES, OPERATIONS.
PREPARATION, PLANNING, PRODUCTIVITY, PROGRESS: RECONNAISANCE,
RECOGNITION, REPORTING: and so on in an endless and utterly unmemorable series.
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Words are what the presenter is there for: he is provided with the complex and ingenious
equipment of tongue, lips, teeth, pharynx, larynx, and lungs in order to utter them; It is not
possible to make a rule banning all words from visual aids, because they are sometimes
necessary to help the audience identify pictures and, just occasionally, an expert finds ways of
using them effectively and dramatically; otherwise it would be an excellent rule.
Those then are the two basic rules, which are very obvious when you state them: a visual
must be necessary, and it must be visual.
2 The missing slide
A fault almost as common as the unnecessary slide (though far less obvious) is the missing
slide. We must all have witnessed …
