Research has shown, however, the importance of non-verbal communication on perception of messenger and message. The outside coach earns his or her keep in showing how to blend Substance with Style.

3. Don't read from a script. One of the greatest speaking errors of people not accustomed to presenting is to read from a script. Little eye contact is made with the audience, and the thought may occur to the evaluators that this person is reading words written by someone else. Note cards––3x5 cards are best because their size precludes writing too much––with memory joggers can certainly be used, but speakers should show they “own” the material.

4. Don't read the visuals. The evaluators are literate and do not need you to read the words on the screen. Few things alienate people more in any audience than to have the speaker read verbatim the words on the visuals. Speakers should reduce to a minimum the text on the visuals during the various “Murder Boards.” To avoid falling into the “reading from the screen” trap, try this drill: Position yourself with your feet pointing at the audience, and at such an angle from the screen that turning to read will cause you discomfort. Don't make the pivot; keep those feet pointing toward the audience.

5. Use rhetorical devices to reinforce your message. Use of rhetorical devices can add impact to the intellectual content of the message, as well as increase retention by the

audience. Start using them in the practice sessions, and you'll be quite comfortable in the actual presentation. Repetition of key points, done adroitly in cadences of three, has a remarkable ability to cause audience members to remember the speaker's remarks. The Pause, especially if it is used as a substitute for “uh” and “Y'know,” likewise tends to reinforce the speaker's words and message. In my workshop I put special emphasis on learning these and several other techniques I call “Shortcuts to eloquence.” Even inexperienced presenters, when they add these weapons to their speaking arsenal, will appear polished and articulate.

You need to conduct a Murder Board for the same reason that professional football teams, despite having injured players who could benefit from a rest, go through physically demanding practice sessions before the next game. These athletes and their coaches realize the team will be better prepared by having practiced against what the coaches have anticipated, through scouting reports, the game plan of the opposing team. A team vying for a Government contract must follow the same logic.

Solve the “early visuals” problem. If the RFP stipulates that visuals must be delivered early, the potential problem of having the thinking and recommendations/solutions “frozen” to the visuals already sent to the Government...

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