某企业IBM咨询管理工具分析(doc 22页)（英文版）

某企业IBM咨询管理工具分析内容提要：
Build your case
OK, you're clear about the point you need to convey. But it's safe to assume that your audience is not prepared to accept your message on faith. After all, if everyone in the room already knew what you wanted to tell them, and agreed with it, there would be no point whatever to your standing up and talking.
The purpose of your talk is to move your audience to your point of view. So you will have to build your case. You need to organize your argument.
Make a rough flow chart of the information you are going to present. Just sketch it out on paper - this isn't going to be a chart you'll show, and you'll probably have to revise it a few times anyway.
The organizing principle behind this is a pyramid: each statement you make will have one, or more likely several, supporting pieces of information under it. As you build your presentation in this outline form, a pyramid will form, with your basic statement at the top and everything else arrayed beneath it. Don't worry yet about the order in which you'll actually present each item. Just get them all down on paper to look at.
The Pyramid Principle book listed in our recommended reading list is devoted to this method of organization, and it's a useful resource. But the basic idea is really common sense, merely a way of laying out your information so you can arrange and, later on, present it logically.
Let's take a look at a hypothetical presentation and how you might organize its various elements, using this technique.
From the top down
Let's assume your basic point is: IBM's solution is your best option, because its combination of products and services is integrated and flexible, and because we understand your business challenges.
Now, put yourself in your audience's position. They want to know why they should believe this. They expect proof.
You have, let's assume, four reasons. First, IBM products work together. Second, IBM offers the flexibility of open systems. Third, IBM services tie everything together. Fourth, IBM has experience in the customer's industry.
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