Back To Schedule
Tuesday, June 25 • 2:00pm - 3:15pm
#273: Presentations as Listeners Like Them: How to Tailor Messaging

Sign up or log in to save this to your schedule, view media, leave feedback and see who's attending!

Component Type: Session
Level: Intermediate
CE: IACET 1.25

Good data is not always enough. Providing context, clear graphics, etc. is important – but one overlooked aspect of presenting data is analyzing the audience. A thorough audience analysis could mean the difference between approval and rejection. This session is designed to teach attendees how to analyze not the data, but the listeners. Who are you speaking to? What is important to them? What is your message and how can you best help them understand it? What drives their decision-making processes? What structures of argumentation make them comfortable or uncomfortable?

Learning Objectives

Discuss how to use observed behavior to tailor appeals to tasks, control, and relationships; Identify how listeners evaluate and weigh communication in different cultures or generations; Describe how to construct persuasive presentations based on audience analysis.


Frank Carillo


Robert Befus


Frank Carillo

Chief Executive Officer, ECG Healthcare
Frank Carillo is CEO of ECG, Inc. ECG’s Healthcare communications practice is dedicated to making sure that bad communication does not ruin good science. ECG prepares and coaches pharmaceutical executives, health care providers, and experts from academia for important medical and... Read More →

Robert Befus

Founder, Research Presentation Strategies Inc.
Since 1986, Bob has specialized in serving the presentation needs of medical and pharmaceutical organizations. Bob supported his first FDA advisory committee presentation in July of 1996. As part of the preparation for that Oncologic Drugs Advisory Committee (ODAC) presentation, he... Read More →

Tuesday June 25, 2019 2:00pm - 3:15pm PDT
Room 14A San Diego Convention Center 111 W Harbor Drive, San Diego, CA 92101 USA
  13: ProfDevelopment, Session