On the Merits of Throwing Away the Script

A preliminary presentation to the board of a prestigious foundation does not go as well as planned because the principals of the investment firm insist on sticking to the script. The board members frequently interrupt the scripted presentation with questions. The presenters, unwilling to deviate from the booklet, answer questions in a clipped manner or ask to table questions until later so as to stay on track with the planned presentation. They appear nervous and uncomfortable in the face of questions not explicitly related to the subject matter at hand. The result is a stiff, lifeless presentation and several missed opportunities to discuss topics of genuine interest to the audience. The investment firm does not make it to the next round of this particular new business competition, but does vow to go with the flow next time the opportunity arises.

Moral: Be ready to go where the audience takes you.