1 First impressions

unit

‘You don’t get a second chance to make a first impression.’

Anonymous

overview
listening and
discussion
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First impressions
in presentations
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reading and
language
It’s not what
you know
Adverbs
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business skills
Networking
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Writing: formal and

informal register
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case study
Movers and shakers
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listening and A Discuss these questions.

discussion
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1 What reasons can you think of for giving a presentation to an audience?

First
2 What is the hardest part of giving a presentation?
impressions in
presentations 3 How can you secure your audience’s attention at the start of a presentation?
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Think of three useful techniques.

4 Have you ever heard a speaker who you felt was truly inspirational?
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What techniques did they use to engage the audience?

5 What, for you, are the ingredients of a great presentation?
6 What impact do you think body language can have on a presenter’s success?
Think of some examples of good and bad body language.
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Anneliese
B CD1.1 Anneliese Guérin-LeTendre is an intercultural communications
expert who works with Communicaid, a culture and communication-skills
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Guérin-LeTendre
consultancy. Listen to the first part of the interview and answer these
questions.
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1 What percentage of communication is said to be non-verbal?

2 How do audiences form a first impression of a presenter?

C CD1.2 Listen to the second part of the interview. What four aspects of
verbal and non-verbal communication does Anneliese talk about?
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 UNIT 1 •• FIRST IMPRESSIONS

D CD1.2 Listen again and complete these tips with one word in each gap.
Which tip do you find the most useful?

• The way you stand, known as 1

, is important. Try to be 2
but
not rigid. Take 3
of the space and don’t hide behind the table or
4
. Use a remote to ‘liberate you from your laptop’.
• Use eye contact to 5
the whole room, not just the first few rows.
• The way you use and intonation can produce all sorts of light and
6
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Watch the dark 7

in your voice that add interest and get the audience paying
interview on attention. Avoid shouting. Try out the microphone beforehand.
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the DVD-ROM.
• Control your gestures so that they don’t become a 8
to the audience.

E What do you think these words from the second part of the interview
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mean? Match the words (1–4) to the definitions (a–d). What examples did
Anneliese give of these?
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1 mannerism a) keep moving your hands or feet because you are bored or nervous
2 flick b) slight movement of something you are wearing so that it is neater or
more comfortable
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3 fidget c) way of speaking or moving that is typical of a particular person

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4 adjustment d) make something move with a sudden, quick gesture

F What other examples of distracting gestures and behaviour have you

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noticed in presentations? What else can distract you?

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G What do the verbs in this box mean? Use them in the correct form to
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complete the advice below.

lean lean towards nod nod off slouch stare wander
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Decoding the silent signals

You can also improve your presentation by noticing the messages your audience sends
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back to you through their own body language. Check out their reactions to what you’re
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1 2
saying. Are people their heads in agreement or are they ? If they look
puzzled, stop and allow them to ask questions.
3
Watch for signals of boredom or misinterpretation. Are they you to listen or are
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4 5
they back with their arms folded? When members of your audience are
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in their seats letting their eyes , it usually means they’re uninterested in what
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you’re saying. But if they’re sitting with their arms folded across their chest,
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at you, they may have been offended by something you’ve said. If you’re paying close
attention, you can catch this and clarify your statement without any negative feelings.
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H Is this advice true for audiences in your country? What other types of
behaviour indicate an audience’s reaction to a presentation?
2

I Prepare a two-minute introduction to a presentation on one of these topics.

3

A passion of mine What I love about …

My ideal weekend A memorable business trip
A special occasion Three important moments in my life

J Watch your colleagues’ presentations. Make a note of two positive aspects

of each presentation and one possible distraction.
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 UNIT 1 •• FIRST IMPRESSIONS

reading and A What do you understand by the expression It’s not what you know, but who
language you know that counts? Do you think networking is more important in some
of these professions than others?
accountancy banking the civil service law
the media medicine politics teaching

B What are your views on networking? To what extent do you agree with these
statements? Compare and discuss your answers.
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strongly partially disagree

agree agree
1 Networking just means socialising
with my colleagues and friends.
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2 Networking is all about finding lots

of useful business contacts.
3 Networking with business contacts
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is insincere and manipulative.

4 Online social networking is as useful
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as face-to-face networking.
5 Networking involves getting lots of
help from others.
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C Read the article on the opposite page and compare the writer’s views on
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networking with your own. What points does he make in relation to the five
statements in Exercise B?
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D Read the article again and find words or expressions which mean
the following.
1 met someone you know when you were not expecting to (paragraph 2)
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2 develop and use fully (paragraphs 3 and 5)

3 morally doubtful (paragraph 3)
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4 not related to anything previously mentioned (paragraph 5)

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5 when you recommend someone to another person for work (paragraphs 6 and 7)
6 move from one place to another in large amounts (paragraph 10)
7 caring about other people more than about yourself (two expressions) (paragraph 10)
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E Look at these extracts from the article and indicate where the adverbs in
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brackets should go. Sometimes more than one answer is possible.

1 We have enough friends and contacts. (already)
2 You have more than 150 close contacts. (probably)
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3 The dilemma is how to leverage existing contacts. (successfully)

4 It is important to determine how well your contacts understand what you do. (also)
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5 One investment bank had a system for asking for two referrals. (merely)
6 The chances of receiving a referral are increased if they understand what you do.
(greatly, exactly)
7 High-level networking is a face-to-face activity. (primarily)
8 If you connect with your network on this beneficial basis, the financial rewards
will flow. (mutually)
Language reference: Adverbs page 126

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 UNIT 1 •• FIRST IMPRESSIONS

It’s not what you know

by Mike Southon
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It is often said that your personal

value is not what you know, but who
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you know. This is powerful motiva-

tion for recent graduates to build
5 their personal networks. But some of
us may conclude that we already
have enough friends and contacts –
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the challenge is making the best use

of those that we already have.
10 Mathematics supports this argu-
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ment. If you have been in business

more than 20 years, you probably
have more than 150 close contacts –
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people you like and respect and

15 would recognise if you bumped into
them out of their work context. If
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you add to this all the people in their

close networks, this aggregates
to potentially more than 20,000
20 agreeable and interesting people.
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It is not a problem to identify other

networking prospects. We all have
a drawer full of business cards and
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often a large number of online

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25 connections. The dilemma is how

to successfully leverage existing
contacts without appearing sleazy Andy Lopata, Networking Strategist
and manipulative.
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The most important lesson to learn how inspired they might be to pro- that introduction, for free. While
30 from the best-connected individuals vide a referral. some people offer direct financial
is that little of their networking activ- 55 Lopata provides networking train- rewards for referrals, seasoned net-
ity is carried out with any specific ing and is always amazed to discover 80 workers mostly make introductions
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business goal in mind. They concen- how few companies have an effec- on the basis that everyone gains a
trate their effort on people they most tive referral strategy. One investment benefit, including the prospect of
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35 like and who seem to like them back. bank merely had a system for asking referrals in return.
Even for the shyest individual, all 60 for two referrals at the end of every While high-level networking is
that is required to leverage their net- meeting, regardless of whether they 85 primarily a face-to-face activity,
work is to generate a list of people had built up any trust with the client. Lopata agrees that online tools accel-
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whose company they enjoy and Lopata says the chances of receiving erate the process.
40 invite them to a private dinner. This a referral are greatly increased if they Expert networkers work on the
would be apropos of nothing in par- 65 understand exactly what you do and basis that if you connect with your
ticular other than the pleasure of the problems you solve, have a high network on this mutually beneficial
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90
good company. level of trust and understand how basis, the financial rewards will flow.
The tools for engineering a mutu- you help people. Your chances of Successful networking should be
45 ally successful outcome of such receiving a referral are increased if selfless and altruistic, giving refer-
events are well explained by one of 70 you are also perceived to have a rals without remembering your
Europe’s leading business network- wider purpose to your working life. 95 simple favour, and receiving them
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ing strategists, Andy Lopata. His Lopata recommends making a without forgetting their kind gift.
website explains that connecting is detailed assessment of your best
50 not enough; it is important also to contacts, the people they know, their
determine how well your contacts 75 willingness to refer you to them and
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understand what you do and then how you might inspire them to make

F Which of the networking strategies mentioned in the article do you

find most useful? Which do you think you will probably never use?
Why? / Why not?

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 UNIT 1 •• FIRST IMPRESSIONS

business skills A Work in pairs. Look at these tips on networking with people you don’t know,
Networking or don’t know very well. Which of them are essential, desirable or best
avoided in your culture? What other useful tips can you think of?
• Tell the other person as much as possible about your products/services.
• Compliment the other person on their talk, clothes, appearance, etc.
• Ask the other person lots of questions about themselves.
• Arrange to go for a drink together with each other’s boss.
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• Introduce the other person to someone you know before moving away.
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B CD1.3, 1.4 Listen to two conversations between some conference delegates.

Tick the strategies that you hear the speakers using. Which of them could
you use as an ice-breaker? What other ice-breakers do you know?
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1 Introduce yourself. 5 Check the pronunciation of someone’s name.

2 Compliment someone. 6 Swap business cards.
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3 Ask for an opinion. 7 Refer to future contact.

4 Agree with someone. 8 Introduce someone to someone else.
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C CD1.3, 1.4 Good networkers often ask open questions. Complete these
questions. Which of them did you hear? Listen again if necessary.
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1 What the conference so far?

2 in your part of the world?
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3 most about living in your city?

4 for asking, but how much do you earn, by the way?
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5 of any good places to eat near here,

do you?
6 asking where you are from?
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7 I didn’t enjoy the dinner very much last night. ?

8 I don’t think you’ve met (name of person), ?
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D Work in pairs. Decide which questions from Exercise C you would use when
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networking. Think of five questions of your own. What kind of questions

shouldn’t you use when networking?
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E CD1.3 Listen to Conversation 1 again, or look at the audio script on

page 167. What do the people say to break the ice and keep the
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conversation going?

F Look at the expressions in the Useful language box on the opposite page
and answer these questions.
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1 Which expressions did you hear in Conversation 2?

2 Which ones would you like to use next time you are networking?
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3 What do you usually say to move away and start talking to someone else?

G Role play. Introduce yourself to another participant at an international

conference.
Student A: Turn to page 149.
Student B: Turn to page 159.

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 UNIT 1 •• FIRST IMPRESSIONS

Writing: formal H Your local Chamber of Commerce has asked you to give a talk at an important
and informal business event on a subject of your choice. Complete each gap in this
register invitation using the most suitable words or expressions (a, b or c) below.

From: Metropolitan Chamber of Commerce

Subject: ‘Business Today’ event

Dear …,
1
you that the Metropolitan Chamber of Commerce is organising a special event from
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17 to 20 November on the subject of ‘Business Today’.

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2 3
if you could and give a talk to the local business community on a topic
of your choice. We expect local businesspeople and dignitaries to be present, including the
Minister of Business and Innovation.
4 5
If you participate in this prestigious event, confirm your attendance and
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the subject of your talk no later than 31 August. a speaker’s proposal form.
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whether you wish to come to the charity dinner that will be held on the last day of the
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conference? any further details, please to contact me.
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forward to hearing from you.

Kind regards
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Gloria Patterson
Events Manager, Metropolitan Chamber of Commerce
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1 a) I’m writing to tell b) I am writing to inform c) I’d like to tell

2 a) We’d be so happy b) It would be great c) We would be delighted
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3 a) attend b) come along c) make it

4 a) want to b) wish to c) feel like
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5 a) would you mind b) can you please c) I would be grateful if you could
6 a) Please find attached b) I’m attaching c) Here’s
7 a) Please tell me b) I’d also like to know c) Could you also let me know
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8 a) If you want b) If you need c) Should you require

9 a) just b) do not hesitate c) don’t hesitate
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10 a) Looking b) I’m looking c) I look

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I Write a reply accepting the invitation, but requesting more information,

e.g. ask about the event details. Use formal or semi-formal language.
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Writing file page 142

useful language
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ICE-BREAKERS FINDING THINGS IN COMMON KEEPING IN TOUCH

Excuse me, could you do me a favour I always enjoy her talks, don’t you? I’ll write down my details for you.
and (pass the water)? It’s funny you should say that, I think my (Do) give me a ring when you get back,
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That’s a great calling card, if you don’t colleague might ... won’t you?
mind me saying. I was there not long ago, actually. You must call me / look me up if you’re
Do you mind me asking where you’re I thought your face looked familiar! ever in (town/city).
from? We should do lunch one day.
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That’s a coincidence! So am/have/do I.

And how’s ... in your part of the world? It’ll be great to hear from you.
I know what you mean. Neither am/
I don’t suppose you know of any good have/do I.
places to eat near here, do you?
GETTING AWAY
(It’s been) good talking to you.
INVOLVING OTHERS
Excuse me, but I’ve just seen a friend.
I don’t think you’ve met (name) from I’ll see you later, hopefully.
(department, company, etc.), have you?
Excuse me a moment. I’m afraid I have
You might like to meet (name). to make a quick call.
He’s/She’s in your field.
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 1 Movers and shakers
An international aid organisation wants to raise its profile and build
contacts with influential people who can help its work

Background
Case study
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Logistaid is an international humanitarian aid organisation that provides emergency

assistance in more than 50 countries. It transports food, clothing and medical supplies and
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gives logistical help to underprivileged areas all over the world, especially to those regions
that have poor local infrastructure, have suffered natural disasters or that are in conflict.
Logistaid is currently trying to increase its donations from the public and attract well-known
figures to take an interest in the organisation in order to raise its international profile.
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A group of influential people has been invited to a charity dinner to increase public
awareness of the organisation’s work. The people invited to the dinner are ‘movers and
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shakers’ – successful businesspeople, sports personalities and politicians, as well as

people who work in the media.
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A planning meeting
Work in groups. You are employees at Logistaid
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Logistaid. Hold a meeting to decide on 12 September

the missing information in the formal Dear Sir/Madam
invitation that has been prepared (see
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I am delighted to invite you to the event of the year, the Movers and
right) and discuss these questions Shakers Gala Dinner! This night to remember will take place at
concerning the charity event. on Friday 14 October at . Tickets are priced at
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€ each and per cent of the proceeds will be donated

1 Which successful businesspeople
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to Logistaid.
and celebrities are you going to Please find enclosed an information pack about our logistical work in
invite? over 50 countries and news of our latest projects. These have included
getting essential medical aid and food supplies to earthquake victims in
2 What else should you take into
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South-East Asia, helping refugees to build new homes in Central Africa,

account when deciding on the and supplying teachers and educators to local schools in remote areas in
ticket price? Central America.
Please note that the Movers and Shakers Gala Dinner is a black-tie
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3 Which members of Logistaid and/or event and we are pleased to inform you that and will
guests should give a speech during also be attending. We would be very grateful if you could reply in writing
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the dinner? at your earliest convenience.

Should you require any further information about this special event,
4 What kind of entertainment will you or wish to make a donation, do not hesitate to contact me.
provide at the event, if any?
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Yours faithfully
5 What kind of follow-up are you going
to have after the event? Ed Kaminski
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Ed Kaminski
Managing Director, Logistaid
Europe and US
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 UNIT 1 •• FIRST IMPRESSIONS

CD1.5 You are attending the charity dinner for Logistaid and are listening to the Managing
Director, Ed Kaminski, giving a speech. When and why did he get involved with Logistaid?
What doesn’t he talk about in his speech? How effective do you think his speech is?

Work in groups of six. You are networking with some of the influential people at Logistaid’s
Task

charity event.
Student A: See below. Student D: Turn to page 164.
Student B: Turn to page 155. Student E: Turn to page 158.
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Student C: Turn to page 163. Student F: Turn to page 158.

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Student A
You are a director of Logistaid. You need to raise the international profile of the organisation
and increase public awareness of its work. You are also thinking of setting up a special
educational programme dedicated to children living in remote areas in developing countries
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where there are few schools and those that exist have few teachers and little or no resources.
However, Logistaid would need substantial funding to set up this kind of programme.
Network with as many people as possible and find someone who:
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1 could finance Logistaid’s educational programme;

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2 would be able to help increase its public profile;

3 shares one of your personal interests, e.g. film, sport, food, travel, etc.
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Once you find a useful contact, agree to a further meeting before moving on and
talking to someone else.
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What happens next?

You are staff from Logistaid. You meet the day after the gala dinner to discuss
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the success of the event and ideas for the next stage. Consider these questions.
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1 Who will you choose to promote Logistaid’s new educational programme and
raise your profile?
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2 What will be their role, e.g. visiting disaster areas in developing countries,
filming promotional videos? Watch the Case study
3 What kind of publicity campaign will you organise? commentary on the DVD-ROM.
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Writing
You are the Press Officer at Logistaid.
Write a formal letter to your chosen
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public figure on behalf of the

Managing Director. Include these
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points.
1 Thank them for attending the
charity dinner. Mention how much
money was raised.
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2 Say you are very happy that they

have been chosen to promote
Logistaid’s new educational
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programme.
3 Briefly describe any forthcoming
event(s) you are organising and
invite your chosen public figure
to discuss more details about the
campaign.
Writing file page 142

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