0:18 if you're giving a presentation you must
0:20 know your audience this became very
0:22 apparent to me very clear to me back in
0:26 2006 i was attending the australia-china
0:29 conference in beijing and it was a long
0:32 week it was four days tuesday till
0:36 friday from ten a.m. until 5pm what do
0:38 we learn about we learnt about china
0:40 investment we learnt about business
0:43 opportunities ranging from trade from
0:46 the legal standpoint the employment
0:50 environment and i was there giving a
0:52 presentation on training and development
0:56 and it was friday about 3pm at about 5pm
0:59 on the friday the event was finished so
1:02 200 delegates from business private
1:04 business and government from Australia
1:07 and Chinese counterparts were let off
1:10 for the week four days finished is a
1:13 very long week and what do we do well
1:16 typically in Australia on a Friday
1:18 particularly if you're outside of your
1:21 home country you go to the bar so for a
1:23 couple of hours you'd go to a bar after
1:25 work and mingle and that's what we did
1:27 we're invited to the bar in the hotel
1:30 and it was an open bar and by open bar
1:32 that means free and we all know that
1:34 free beer tastes better than paid beer
1:37 so you drink a bit more than the norm so
1:39 for about an hour we were there will
1:42 networking providing business cards
1:45 meeting each other and loosening up art
1:46 for a long week of learning about China
1:51 and sharing ideas at about six thirty
1:53 seven o'clock there was an announcement
1:55 ladies and gentlemen please join us for
1:57 dinner in the dining room so there's a
1:59 typical Chinese banquet there was 10
2:02 people per table that was about 20
2:05 tables 200 people in all there's a man
2:08 sitting beside beside me here's about 65
2:10 years old same age as my father at the
2:13 time and then we got on very well I
2:16 remember his surname was mayor in a wide
2:19 enough and then there was an
2:21 announcement ladies and gentlemen we
2:23 have a presentation from an Australian
2:24 Government of
2:26 and a fellow the very strong Australian
2:28 accent came on and he gave a
2:29 presentation for about eight minutes
2:32 that was about it we were still drinking
2:33 i should add and there was no food on
2:36 the table so it was now about an hour
2:38 and a half to two hours since we began
2:42 our first sip of a wine or beer thank
2:44 you very much we have one more
2:46 presentation we all fought to ourselves
2:50 this man is mr. P Chen Xiang is the
2:54 leader of punggol tangos a region a
2:57 business area a kind of a high-tech
3:00 industrial park the attention of the
3:02 north part of china is the pigeon chun
3:04 have a translator with you a very
3:06 friendly character which was in quite
3:09 contrast to him he was a very stern
3:12 looking very serious appearing gentlemen
3:16 the man peach and zhang he spoke not for
3:18 five minutes not for ten or fifteen or
3:22 twenty he spoke for 45 minutes and what
3:24 did he speak about he spoke about trade
3:28 in China opportunities of business the
3:31 legal aspects of China and why we should
3:33 do business in China now the man beside
3:35 mean that 65 year old man that's
3:39 Australian he was almost dead when he
3:42 his facial expression with it was barely
3:45 alive and he and he took out of
3:47 chopstick single chopstick Kwanzaa and
3:50 he gave it to me and he said mori kill
3:52 me stick this in my year and kill me
3:56 this guy's so bad I can't live anymore
3:59 it was quite here we're it was quite
4:00 serious through his smile that's for
4:04 sure and so I I realized at that point
4:08 2006 that this guy peach and Zhang he
4:09 simply did not even think about his
4:12 audience at no point did he ask his all
4:14 the organizer of the speech you know
4:17 who's the audience what their
4:19 understanding level is what time of the
4:21 day is it and if you've done that he'd
4:23 realized well these guys have been
4:26 learning about China for four days so
4:28 you don't have to tell them again for 45
4:30 minutes these guys have been drinking
4:32 alcohol for at least
4:34 hour to two hours without any food in
4:36 their stomachs so they might be a little
4:40 happy or a little little angry and these
4:42 people there was a long week that were
4:44 tired and if he thought about that if
4:46 you thought about his audience he would
4:48 have changed everything and instead of a
4:51 45-minute presentation which one man
4:53 wanted to die he would have said
4:56 something much shorter much more concise
4:58 in actual fact he should probably have
5:00 said nothing at all so remember when you
