Presentations That Influence Decisions
Presenting a recommendation requires more than sharing information. Decision-makers may question the evidence, challenge assumptions, raise competing priorities or hesitate to commit. Strong ideas can lose momentum when presenters are not ready for that scrutiny.
This course gives participants the DRIVE approach for preparing and delivering recommendation-focused presentations. They learn to define the decision, map who can influence it, anticipate priorities and concerns, frame the case around what matters most, stress-test the recommendation, and respond to difficult questions without becoming defensive or losing direction. Throughout the course, they apply each stage to a short workplace recommendation or provided scenario.
Participants leave better prepared to present recommendations clearly, respond when questioned, and move toward a decision or next step. Their organizations benefit from stronger proposals, more productive decision-making conversations, and less time lost to unclear asks, unresolved concerns and repeated follow-up.
- Define the specific decision, approval, action or commitment a presentation must secure.
- Analyze the decision landscape to identify key decision-makers and influencers and anticipate their likely priorities, concerns and resistance.
- Frame a recommendation around the value, risk or opportunity most likely to matter to the audience.
- Develop a credible case using relevant evidence, sound logic and appropriate consideration of risks and trade-offs.
- Deliver a focused recommendation and respond to difficult questions or pushback while maintaining credibility, direction and a clear path toward a decision or next step.
- Use AI responsibly to test stakeholder reactions, surface objections, compare framing options and stress-test the case while applying human judgment.
Prepare the Decision
- Pinpoint the recommendation and the specific decision, approval, action or commitment required.
- Map the people who can decide, influence or affect the outcome, distinguishing what is known from what still needs to be confirmed.
- Anticipate likely priorities, concerns and resistance, using AI responsibly to test assumptions and identify gaps in preparation.
Build and Stress-Test the Case
- Frame the recommendation around the value, risk or opportunity most relevant to the audience.
- Select and organize evidence while addressing risks, trade-offs and alternatives so the case is credible and easier to evaluate.
- Surface weaknesses, objections and difficult questions before presenting.
Deliver Under Scrutiny
- Present a clear recommendation, supporting case and specific decision request.
- Respond to difficult questions and pushback without becoming defensive, overexplaining or losing focus on the decision.
- Address remaining concerns and close with a clear decision, commitment or agreed next step.
This course is for professionals who prepare and deliver recommendations, proposals, business cases, or approval requests and want to strengthen how they influence workplace decisions.
It is well suited to those who are already familiar with basic presentation structure and delivery and need to build a stronger case, anticipate concerns, and respond effectively to difficult questions or pushback.
There are no formal prerequisites for this course. Participants should have some experience preparing and delivering workplace presentations and be familiar with basic presentation structure and delivery techniques.
Open to all members of the public.
$ 595 plus tax
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