Section1 PresentationDevelopment

Presentation Development
Global Strategy & Operations Curriculum

Self-Study Guide 1: Presentation Development
Table of Contents
Introduction ............................................................................................................................... 3
Self-Study Guide Objectives ..................................................................................................... 3
Module 1: Presentation Development ...................................................................................... 4
Objectives ........................................................................................................................... 4
Objective 1: Apply the Rules of Logical Structuring and Mintos Pyramid
Principle to Develop Effective Presentations............................................................... 4
Objective 2: Use the Different Logic Flows (Horizontal and Vertical, Deductive
and Inductive) to Support Your Hypotheses ................................................................ 7
Objective 3: Create Storyboards for a Presentation to Provide Initial Direction
for Research and Analysis Priorities .......................................................................... 11
Objective 4: Use the Rolling Pack Technique and Key Principles of
Presentations to Facilitate Effective Project Management......................................... 12
Summary ................................................................................................................................. 14
Appendix A: Glossary of Terms ............................................................................................. 15
References ............................................................................................................................... 17
Version 1.0: September 2001

2004 Deloitte Consulting. All Rights Reserved.
Page 2

Introduction
The Presentation Development Self-Study Guide introduces the framework necessary to be both
efficient and highly effective in creating presentations. Because presentations are a primary
vehicle for communicating our analysis and insights to clients, it is critical that all practitioners
apply the appropriate framework in a consistent manner.
Prior to completing this self-study guide, practitioners should have completed all prerequisites,
which include the Say It With Charts book and the virtual learning modules of Surveyor,
PowerPoint, and Junior or Senior Level Logical Structuring. After completing this module,
practitioners should understand how to effectively structure and develop presentations so that
they can be immediately deployed to address any client opportunity.
Self-Study Guide Objectives

After completing this self-study guide, you will be able to:
!
Structure and develop presentations by:
Applying the rules of Logical Structuring and the Minto Pyramid Principle
Choosing between different logic flows to support your hypotheses
Creating storyboards to logically structure ideas and key messages
Using the Rolling Pack technique to structure output
Recognizing the key principles behind the development of a presentation

Page 3

Module 1: Presentation Development

Objectives
After completing this module, you will be able to:
!
Apply the rules of Logical Structuring and Mintos Pyramid Principle to develop
effective presentations.
Use the different logic flows (horizontal and vertical, deductive and inductive) to support
your hypotheses.
Create storyboards for a presentation to provide initial direction for research and analysis
priorities.
Use the rolling pack technique and key principles of presentations to facilitate effective
project management.
Ultimately, practitioners will be more effective and efficient in crafting presentations that are
concise, clear, and insightful for a variety of audiences.
Objective 1: Apply the Rules of Logical Structuring and Mintos Pyramid Principle
to Develop Effective Presentations
Logical structure is critical to developing an effective presentation for the following reasons:
!
Makes Message Precise: forces the writer to be very clear about what he/she is
communicating to the reader, preventing messages that are unclear, unintended, or
intellectually empty.
Reveals Gaps in Thinking: enables the writer to identify gaps by anticipating and
responding to the readers questions before the communication is delivered.
Provides Clarity to Reader: prevents the reader from making assumptions about the
message, thereby eliminating the possibility that the message is misunderstood or ignored
entirely. Since the mind automatically sorts information into distinctive groupings in
order to comprehend it, applying a pyramid structure facilitates comprehension.
The Pyramid Structure, as developed by Barbara Minto, provides a proven framework for
structuring presentations in a logical structure. Figure 1-1 highlights the key components of the
pyramid structure.

Page 4

The Pyramid Structure

Governing Thought:
States the answer to the question
raised in the readers mind
Key Line:
Major points that,
taken together, prove
the answer
Support:
Data and facts
that support
the key line
Figure 1-1
Source: Minto, Barbara. The Minto Pyramid Principle: Logic in Writing, Thinking and Problem Solving..
London: Minto International Inc., 1996.
There are three golden rules that govern the pyramid structure:
1. Ideas above must always be a summary of the ideas grouped below them.
2. Ideas in each grouping must always be of the same kind of data.
3. Ideas in each grouping must always be logically ordered using either deductive or
inductive reasoning.
Figures 1-2a and 1-2b highlight the differences between an unstructured and a structured
communication. The message in the first communication is neither as precise nor as clear as the
message in the second communication.
An Unstructured Communication
ABC
ABCshould
shouldgo
goonline,
online,
and
andthe
thefirst
first priority
priority should
shouldbe
be to
to
defend
defendits
its current
currentmarket
market share
share
Primary
Primary benefits
benefits
of
of the
the
Internet
Internet strategy
strategy
Opportunities
Opportunities
and
and threats
threats
ABCs
ABCs current
current
customers
customers are
are
more
likely
more likely to
to
shop
online
shop online
than
the
than the
general
general
population
population
ABCs
ABCs
competitors
competitors
are
increasing
are increasing
their
their online
online
product
product
assortment
assortment
Without
Without an
an
online
online channel
channel
ABC
risks
ABC risks
losing
losing some
some
customers
customers to
to
competitors
competitors
ABCs
ABCs online
online
sales
sales in
in 2005
2005
could
reach
could reach
$100mm
$100mm
Defend
Defend
market
market
share
share
Grow
Grow
revenue
revenue
Develop
Develop
deeper
deeper
relationships
relationships
with
with
customers
customers
Support
Support
ABCs
ABCs
operating
operating
strategy
strategy
Figure 1-2a

Page 5

A Structured Communication
Acme
Acme can
can reduce
reduce costs
costsby
by$10mm
$10mm
in
inthe
thenext
next two
two years
yearsthrough
through
some
some operational
operationalimprovements
improvements
Governing Thought:
Support:
Outsource
Outsource
non-core
non-core functions
functions
Re-engineer
Re-engineer
core
core functions
functions
Key Line:
Evaluate
Evaluate
internal
internal
cost
cost of
of
core
core
function
function
Compare
Compare
cost
cost of
of
function
function to
to
best-in-class
best-in-class
benchmarks
benchmarks
Adopt
Adopt best
best
practices
practices
based
based on
on
benchbenchmarks
marks
Select
Select
non-core
non-core
functions
functions
Evaluate
Evaluate
cost
cost and
and
service
service
level
level of
of
potential
potential
partners
partners
Differentiate
Differentiate
service
service levels
levels
Choose
Choose
one
one partner
partner
for
for each
each
function
function
Segment
Segment
customers
customers
by
by value
value
Determine
Determine
economic
economic
level
level of
of
service
service for
for
each
each
segment
segment
Shift
Shift lower
lower
value
value
segments
segments
to
to lower
lower
cost
cost
channels
channels
Figure 1-2b
Pyramids can be constructed using either a top-down or bottom-up approach. If using a top-down
approach (as depicted in Figure 1-3), the writer should begin by filling in the top box of the
pyramid by answering the following questions:
!
What subject are you discussing?
What question are you answering in the readers mind about the subject?
What is the hypothesis?
Next, the writer matches the answer to the introduction by asking these questions:
!
What is the situation?
What is the complication?
Do the question and hypothesis still follow?
Then the writer finds the key line and structures the support points.
The Top-Down Approach
Fill in the top box

What Subject are you discussing? (1)
What Question are you answering in the
readers mind about the subject? (2)
What is the Answer? (3)
Situation (4)
Complication (5)
Question (2)
Match the Answer to the introduction

What is the situation? (4)
What is the complication? (5)
Do the question and answer still follow? (2)
Find the key line
What new question is raised by the
Answer? (6)
Will you answer it deductively or
inductively? (7)
If inductively what is you plural noun? (7)
Structure the support points
Repeat the question/answer process at this
level (8)
(1)
(3)
Subject/Predicate
New Q (6)
(7)
(8)
Figure 1-3

Page 6

If using a bottom-up approach, writers should list all the points they want to make, work out the
relationships between them, and draw conclusions about the horizontal and vertical relationships
among the points. For those practitioners who desire additional information, Barbara Minto
provides an example of the bottom-up approach on pages 26-30 in her book The Minto Pyramid
Principle: Logic in Writing, Thinking and Problem Solving.
Objective 2: Use the Different Logic Flows (Horizontal and Vertical, Deductive and
Inductive) to Support Your Hypotheses
There are five key steps in creating a presentation: Writing the Introduction, Working out the
Logic, and Grouping the Ideas are covered in this Objective. Creating the Storyboard will be
covered in Objective 3, and Maintaining the Rolling Pack will be covered in Objective 4.
1. Writing the Introduction: The introduction reiterates in story form what the reader
already knows about the subject and sets up the relevant questions that will be answered
in the document. A good introduction reminds the reader of the issues rather than
informs accordingly, nothing should be included that would have to be proven for the
reader to accept your statements. Finally, it should contain the four elements of a story:
the situation, the complication, and a hypothesis that implicitly answers the question.
Elements of the Introduction
Situation:
A statement about the subject

with which you know the reader will
agree
Complication:
The complicating event that creates

the tension in the story
Question:
The implicit question that results

from the complication
Hypothesis:
The main message of the document
Governing Thought:
Hypothesis
Hypothesis
Key Line:
Support:
Figure 1-4

Page 7

2. Working out the Logic: Each idea in the pyramid is logically related vertically to the
idea above and horizontally to other ideas on the line, as shown in Figure 1-5.
Vertical vs. Horizontal Logic
Governing Thought:
Vertical Logic:
Key Line:
Creates a question
and answer dialogue
that responds to the
governing thought
Continues raising and

answering questions
until there are no more
logical questions to
ask
Support:
Horizontal Logic: Relies on inductive and deductive logic to answer the questions at each level
Figure 1-5
Vertical logic creates a question and answer dialogue that responds to the governing
thought from the introduction, and continues raising and answering questions until there
are no more logical questions to ask. Key vertical questions include How? and Why?
Vertical Logic
Key Vertical Questions
Structure
How?
How?
Example
We
We must
must redesign
redesign customer
customer
service
service to
to take
take advantage
advantage of
of
$X
$X mm
mm in
in savings
savings
Action
Action
Step
Step
Step
Improve
Improve
organizational
organizational
efficiency
efficiency
Redirect
Redirect
volume
volume
Why?
Why?
We
We should
should purchase
purchase
aa new
new office
office building
building on
on
Main
Main Street
Street
Conclusion
Conclusion
Reason
Reason
Establish
Establish
operational
operational
standards
standards
Reason
We
We need
need more
more
office
office space
space
Its
Its the
the least
least
expensive
expensive
option
option
Its
Its aa more
more
convenient
convenient
location
location
Figure 1-6

Page 8

Horizontal logic relies on inductive and deductive logic to answer questions at each level
of the pyramid.
Horizontal Logic
Two Logic Flows
Deduction
Deduction
Conclusion
Conclusion
Deduction
Deduction
Inductive
Inductive
Inference
Inference
Induction
Induction
The second point comments

on the subject or predicate of
the first
The third point states the
implication of the first two
points existing at the same
time
The conclusion takes the last
point and adds a because to
cover the other two points
Ideas are all at the same

time
They are all described by
the same kind plural noun
Draw inference based on
the similarity
Figure 1-7
When inductive logic is applied, ideas do not necessarily build upon one another. Ideas
must be described by the same kind of plural noun, and inferences are drawn based on the
similarity.
Inductive Examples
Recommend
Recommend that
that we
we switch
switch
vendors
vendors to
to ABC
ABC Co.
Co.
Offers
Offers unit
unit cost
cost savings
savings of
of $2mm
$2mm
Improve
Improve quality
quality of
of materials
materials
ordered
ordered
Increase
Increase customer
customer response
response time
time
You
You must
must move
move into
into the
the credit
credit
card
card industry
industry
Theres
Theres aa great
great deal
deal of
of synergy
synergy
between
between your
your current
current business
business
and
and the
the credit
credit card
card business
business
ItIt will
will improve
improve your
your companys
companys
performance
performance
ItIt will
will improve
improve your
your competitive
competitive
position
position
Figure 1-8

Page 9

When deductive logic is applied, the second point comments on the subject or predicate
of the first, the third point states the implication of the first two points existing at the
same time, and the conclusion takes the last point and adds a because to cover the other
two points.
Deductive Examples
Redesign
Redesign the
the manufacturing
manufacturing
process
process to
to fit
fit todays
todays skills
skills
The
The manufacturing
manufacturing process
process
requires
requires aa complex
complex set
set of
of skills
skills
to
to operate
operate
These
These skills
skills are
are fast
fast
disappearing
disappearing from
from out
out labor
labor
pool
pool and
and cannot
cannot be
be replaced
replaced
Therefore
Therefore we
we need
need to
to redesign
redesign
the
the way
way the
the process
process operates
operates
You
You need
need to
to investigate
investigate
selling
selling your
your business
business
The
The business
business faces
faces an
an
increasing
increasing threat
threat from
from abroad
abroad
Your
Your present
present financial
financial structure
structure
will
will not
not enable
enable you
you to
to respond
respond
effectively
effectively to
to this
this threat
threat
Different
Different owners
owners would
would be
be able
able
to
to respond
respond
Figure 1-9
3. Grouping the Ideas: Ideas on a line are grouped in one of three ways: time order,
structure order, or class order.
Grouping the Ideas
Step
Step 11
Time Order
Structure Order
Class Order
Outcome
Outcome
Company
Company
Structure
Structure
Universe
Universe of
of
Problems
Problems
Step
Step 22
Grouping items to reflect the order in

which they occur
Always answer how question
To achieve savings targets through
performance improvements, we will:
Examples
Division
Division
AA
Step
Step 33
Division
Division
BB
Division
Division
C
C
33 Key
Key
Problems
Problems
All
All Other
Other
Problems
Problems
Grouping ideas in the order that

reflects what you see once you
visualize somethingby diagram or
map or drawing
Grouping items because they

possess a characteristic in common,
and are different from other items in
the universe
To improve sales performance, we will:
The improved billing system will better

meet our needs:
1. Determine the critical functions of

the business
2. Identify key weaknesses in
performing those functions
3. Recommend practical ways to
improve performance
1. Target women using a personal

approach
1. Solve customer requests
2. Reach men by advertising during

sporting events
2. Satisfy internal management

requirements
3. Educate children by sponsoring

school-related extra-curricular
activities
3. Conform to outside regulation
Figure 1-10

Page 10

To group ideas, ensure that ideas satisfy the MECE (Mutually Exclusive, Collectively
Exhaustive) principle. To be mutually exclusive, none of the points should overlap. To
be collectively exhaustive, all possibilities should be covered. Standard process steps for
grouping ideas are highlighted in Figure 1-10.
Clarifying Group Ideas

Process
Step
List
List
the
the Points
Points
! Synthesize
findings from
Key
interviews,
Activities
research and
analysis
! Create a list of
key points
Identify
Identify the
the
Type
Type of
of Point
Point
Summarize
Summarize
the
the Points
Points
Order
Order
the
the Points
Points
! Put the points

! Write a sentence
into categories by
that states the
defining the kind
essence of each
of problem being
category
discussed,
attempting to use ! Avoid using
intellectuallysimilar level of
blank assertions
abstraction
across categories
! Put the points in

logical order,
such as order of
importance or
time order
Figure 1-11
Objective 3: Create Storyboards for a Presentation to Provide Initial Direction for

Research and Analysis Priorities
4. Creating the Storyboard: After developing the pyramid, the ideas are laid out in a
storyboard format. A storyboard describes in complete sentences the individual pages in
an evolving report. Storyboards are useful for both the creator and the reader by keeping
the presentation clear and on track. Pages are logically structured and readers can skim
pages for key messages and relevant support. Many teams begin their storyboards by
creating place-holding headlines for each hypothesis even before the graphic support has
been created. Identifying the data required to support the hypothetical headlines provides
analytical direction.
This headline
summarizes the main
idea of the page
This headline
summarizes the main
idea of the page
This headline
summarizes the main
idea of the page
Content/
Graphic Support
Content/
Graphic Support
Content/
Graphic Support
Page 1
Page 2
Page 3
Figure 1-12

Page 11

Objective 4: Use the Rolling Pack Technique and Key Principles of Presentations
to Facilitate Effective Project Management
5. Maintaining the Rolling Pack: The Rolling Pack is the continually evolving
presentation document, in which placeholder slides are systematically updated until the
draft is considered final. It represents the evolution of the storyboard into a living
document that is constantly updated by all team members. Additionally, the Rolling Pack
plays an important role in structuring the output and assigning responsibility to each
member of the case team. It facilitates tracking of slide creators for each section as well
as remaining tasks. Finally, scrupulously maintaining a Rolling Pack ensures that the
most recent version of the draft is always immediately at hand.
Often a team will assign one member to be the point-of-contact with graphics/creative
services. It cannot be overstated how important it is to create and follow a visible,
efficient process for interacting with graphics/creative services resources. Spending time
upfront to organize this process will help to ensure that the final development process
runs smoothly.
Key Principles of Presentation
When developing presentations, keep the following guidelines in mind:
!
A summary of the presentation should fit on one page with only three to five bullet points
The point of the slide should be clear within five seconds
Minimize clutter that obscures the message less is more!
Each page should logically read from top to bottom, left to right
Relay insight, not information
Slides should be able to stand-alone and retain their meaning
Weigh in with the facts when necessary
Prove the headline by the analysis if it is only indicative, say so
Illustrate insights graphically, using data and analysis
Ensure that a rationale exists for 3D graphics if none exists, graphs should be twodimensional
Assumptions, notes, sources, and file references MUST be documented on the slides
Headlines should convey a coherent story WITH A CONCLUSION and should be the
largest font on the page
Numbers in headlines should be easily apparent in graphic support or content support
Avoid using taglines which introduce a second main point and typically are added at the
bottom of the page; instead, these should be used for the headlines of successive pages if
there is sufficient supporting content
Avoid slang or business jargon
Ensure fonts and bullet point hierarchies are logically and consistently applied
Avoid using small fonts

Page 12

Avoid using clip art
Avoid excessive and arbitrary use of color
Ensure that your presentation can be viewed adequately when printed in either color or
black and white, and can be printed on a variety of printers someone might need to
make a last minute copy, and it must be legible!
Additionally, determine upfront whether you want your audience to read or listen. By stating all
facts and insights on the slides, your audience could easily read the presentation rather than
listening. As an alternative to capturing all facts and insights on the slides, consider using the
handout format and writing notes so participants can refresh their memories or share the
presentation with others at a later date without compromising the content.
Although the competency has not yet decided upon a single standard, it is highly recommended
that practitioners develop and consistently use a standardized set of slide templates. Standardized
formats are useful because managers can read the slide and grasp the message quickly; work can
be easily consolidated among a team; clients are exposed to consistent documentation even as the
consultants themselves might change; and, time is saved that would otherwise have been spent on
slide formatting.

Page 13

Summary
By consistently applying the Pyramid Principle, practitioners can easily create effective
presentations. Storyboarding, the Rolling Pack concept, and firm templates facilitate
coordination among a team by helping to ensure consistency and a shared understanding of the
projects strategic direction.

Page 14

Appendix A: Glossary of Terms

class order
Grouping items to reflect the order in which
they occur.
Example: the improved billing system will
better meet our needs: (1) solve customer
requests, (2) satisfy internal management
requirements, and (3) conform to outside
regulation.
Deductive Logic
When deductive logic is applied, the second
point comments on the subject or predicate
of the first, the third point states the
implication of the first two points existing at
the same time, and the conclusion takes the
last points and adds a because to cover the
other two points.
Horizontal Logic
Within Mintos Pyramid Principle approach
to logical structuring, this type of logic relies
on inductive and deductive logic to answer
questions at each level of the pyramid.
Inductive Logic
When inductive logic is applied, ideas do
not necessarily build upon one another.
Instead, ideas must be described by the same
kind of plural noun, and inferences are
drawn based on the similarity.
MECE (Mutually Exclusive
Collectively )
Exhaustive principle that states that none of
the points should overlap and that all
possibilities should be covered.
qualifications (quals)
References used to identify our eminence,
whether by industry, competency, or type of
problem posed. Qualifications can most
easily be pulled from Deloitte Resources or by
contacting the relevant industry or
competency leaders
rolling pack
The continually evolving presentation
document in which placeholder slides are
systematically updated until the draft is
considered final. It represents the evolution
of the storyboard into a living document that
is constantly updated by all team members.
storyboard
A suggested approach to managing and
developing reports/decks that describes in
complete sentences the individual pages in
an evolving report/deck. Pages should be
logically structured and readers can skim for
key messages and relevant support.
structure order
Grouping items in the order that reflects
what you see once you visualize something
by diagram or map or drawing.
Example: To improve sales performance,
we will: (1) target women using a personal
approach, (2) reach men by advertising
during sporting events, and (3) educate
children by sponsoring school-related extracurricular activities.
Pyramid Principle
A logical structuring framework developed
by Barbara Minto used by Deloitte
to add clarity and structure to our
presentations.

Page 15

time order
Grouping items to reflect the order in which
they occur.
Example: To achieve savings targets
through performance improvements, we will
(1) determine the critical functions of the
business, (2) identify key weaknesses in
performing those functions, and (3)
recommend practical ways to improve
performance.

Vertical Logic
Within Mintos Pyramid Principle approach
to logical structuring, this type of logic
creates a questions and answer dialogue that
responds to the governing thought, and
continues raising and answering questions
until there are no more logical questions to
ask. Key vertical questions include How?
and Why?
Page 16

References
Minto, Barbara. The Minto Pyramid Principle: Logic in Writing, Thinking and Problem Solving.
London: Minto International Inc., 1996.

Page 17

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Presentation Development

Global Strategy & Operations Curriculum

Version 1.0: September 2001

Global Strategy & Operations Curriculum

Self-Study Guide Objectives

Structure and develop presentations by:

Choosing between different logic flows to support your hypotheses

Creating storyboards to logically structure ideas and key messages

Using the Rolling Pack technique to structure output

Recognizing the key principles behind the development of a presentation

Version 1.0: September 2001

Global Strategy & Operations Curriculum

Module 1: Presentation Development

Version 1.0: September 2001

Global Strategy & Operations Curriculum

The Pyramid Structure

Version 1.0: September 2001

Global Strategy & Operations Curriculum

What subject are you discussing?

What is the hypothesis?

What is the situation?

What is the complication?

Do the question and hypothesis still follow?

Fill in the top box

Match the Answer to the introduction

Version 1.0: September 2001

Global Strategy & Operations Curriculum

A statement about the subject

The complicating event that creates

The implicit question that results

The main message of the document

Version 1.0: September 2001

Global Strategy & Operations Curriculum

Continues raising and

Version 1.0: September 2001

Global Strategy & Operations Curriculum

The second point comments

Ideas are all at the same

Version 1.0: September 2001

Global Strategy & Operations Curriculum

Grouping items to reflect the order in

Grouping ideas in the order that

Grouping items because they

To improve sales performance, we will:

The improved billing system will better

1. Determine the critical functions of

1. Target women using a personal

1. Solve customer requests

2. Reach men by advertising during

2. Satisfy internal management

3. Educate children by sponsoring

3. Conform to outside regulation

Version 1.0: September 2001

Global Strategy & Operations Curriculum

Clarifying Group Ideas

! Put the points

! Put the points in

Objective 3: Create Storyboards for a Presentation to Provide Initial Direction for

Version 1.0: September 2001

Global Strategy & Operations Curriculum

The point of the slide should be clear within five seconds

Minimize clutter that obscures the message less is more!