Speaking to major corporates and SME conferences around the world since 1995, Ian has become a popular and seasoned professional on stage. Whilst his presentations have common themes they are never ‘off the shelf’, but rather they are bespoke presentations designed to achieve the outcomes required by the client.
His advertising experience is evident as he crafts and communicates easily understood concepts, ideas, suggestions and tools that audiences can relate with and implement with little to no cost to improve business performance and margins. He successfully translates many of his learning’s from Harvard Business School to localised solutions for SME’s in particular.
Laced with real life examples and anecdotes, Ian’s presentations are inspiring, engaging, informative, entertaining and humorous.
Having helped build and develop some of Australia’s most successful brands over a 30 year career, (including Optus, VB, Arnotts) Ian explains the benefits of investing in Brand Creation which extend well beyond margin enhancement.
He helps provide the tools to seek out the right brand architecture including brand essence, unearthing a compelling value proposition and crafting that into a succinct ‘elevator pitch’. The presentation is laced with real life examples and stretches audiences to think more laterally about ‘the business they’re really in’, searching deeper into the ‘benefits of the benefits’ customers enjoy from interaction with your brand. Building relationships on an emotional level with customers and potential customers is a strategic skill that can be taught and can add measurable and infinite value creation.
Every business needs to build revenue by gaining more clients. As the most successful new business winner in the country, Ian condensed the skills and disciplines required to win in any business into the best seller ‘Stop Bitching, Start Pitching’ published by Murdoch Books.
Ian’s presentation explains the attitudes required to build a winning culture throughout an organisation, the disciplines that need to be followed, the insights that need to be gained and the tools you need to embrace to significantly increase revenue through client acquisition.
Apart from the business skills, these are also powerful tools to help everyone be more successful in expressing themselves and more persuasive in getting people to buy into your point of view or recommendations.
Having worked closely with more than 100 companies over 40 years to improve the outcomes of their sales and marketing strategies, Ian has developed a broad knowledge of a lot of industries, and some deep insights to the levers available to efficiently and effectively drive growth. These have ranged from retail to financial services, FMCG, automotive, grocery, manufacturing, airlines, tourism and leisure.
Ian encourages audiences to think more creatively and cost effectively about how they market and sell. ‘The best ideas, not the biggest budgets will win the day’. He shows many examples of how companies have out thought their competitors with low cost / no cost marketing strategies to win in their market place. ‘Marketing Without Money is the most enjoyable and rewarding challenge you can throw to your people’
So many people have extraordinary skills and ideas, yet most are unable to get them accepted simply because they are ineffective communicators. Ian’s approach to helping improve presentation skills involves engaging the Five P’s. Plan, Process, Prepare, Practice and Perform.
‘Helping people became more confident and skilful ‘on their feet’ presenters is only a small part of where improvement gains are made. The most significant and fastest improvements come from showing them how to understand their audience and use our tools to better prepare the content of their presentations. Organising thoughts for translation in a tidy and engaging story is at the heart of every compelling presentation’. We treat presenting like theatre. It needs a great story, well scripted and flowing. Setting the stage, rehearsing and engaging with the audience provides the icing on top’
Staff engagement and goal congruence are the holy grails of business life. A team working harmoniously and rowing in sync in the same direction removes the biggest impediments to success in business.
‘Corporate cultures should be designed by first understanding your customer’s needs, then hiring people with the personal qualities and skills that can deliver on those needs. Moulding that group into a high performance team who share the same values is a skill that requires carefully constructed processes that are values based.’
‘I’ve had the benefit of working my entire career in a company that had a wonderful culture that combined compassion with high performance outcomes. Nice guys don’t always finish last.’ The 15 Commandments of Corporate Culture’ presentation describes effective tools, processes and beliefs that delivered outstanding results in staff loyalty, client retention, new business acquisition and profitable growth consistently over a 30 year time frame.’
Trust is the bedrock foundation of all of our personal, commercial and societal relationships. Ian expands on the skills honed in advertising to get consumers to trust brands, into how to build trust, maintain it and even regain it once lost. His mathematical equation that allows users to measure trust by combined scores for Authenticity, Ability, Actions and Alignment is an illuminating tool that’s being embraced globally.
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