Execution of a successful dry run session

The Dry Run is intended to provide a safe place to review, rehearse, and test out messaging and demonstrations that are being developed in anticipation of the Dress Rehearsal(s). The content and demonstration are not expected to be complete at this point. Below are 2 major inputs coming into the Dry Run:

• Draft of presentation and talking points.  There should be a draft of the slides/documents the team plans to present.  A draft of the talking points should also be prepared.
• Draft of demo and talking points.  There should be a baseline plan of what the demo choreography will be (clicks, screens, etc.), along with a demonstration draft containing talking points of the compelling story you are going to tell.

• The Dry Run should be held a minimum of 3 days prior, if possible 5-7 days prior, to the customer event so that feedback can be incorporated.  The account team can decide to have multiple Dry Runs leading up to the actual meeting.

• This session needs to be delivered in-character as much as possible, but it is not expected to be 100% perfect.  We can and will hit the “pause” button during the session to provide feedback and thoughts.  Feedback should be documented and shared with the team to incorporate.

• The goal is to make it through each section so everyone has an idea of the overall timing of the session before the Dress Rehearsal.

Additional things to be considered, discussed, and documented as needed during this phase:

• Have we anticipated customer questions?
• Who will be answering those questions?
• Have we talked with our Fox/Champ/Mobilizer?

During this time the Solutions Consultant needs to be formulating backup Plan B and C in the event of trouble at the customer-facing meeting.  Some options are:

• Video recording
• Screenshots in a PowerPoint
• Other (local version of demo on laptop, able to use alternate internet access such as hotspot, etc)

Have we followed the Four Step Outline of great demonstrations?

• Tell What Tell
  • Setting up the presentation or demonstration scene. For example, a brief description or single slide covering the scenario(s).
• Tell Why Listen
  • Setting up the value of what they are going to hear/see – not just what, but why they should care!  What value should they get out of what you’re about to show?  What do you want them to remember when they leave the room?
• Tell
  • Present using best practices, always thinking about the value to the audience not just the features being shown.
• Tell What Told
  • Summarizing what was shown and why it’s important