“Pitching is a core part of what we do at UBS and we’re always looking for new ways to increase our edge over the competition. Jonathan's unique approach is highly insightful, original and practical, delivered in a way that is instantly applicable. His take on storytelling continues to shape how we pitch on a daily basis.  We’ve done lots of training courses over the years but JP and Winning The Room remain a real stand out.” 

—Guy Fowler, Chairman, UBS Australia

“When you start playing professional sport, we don’t often think about public speaking and what it entails. All I could think of when I read this book was: Not only will this book help me, but it would be of great benefit to my young adult children, too.”

—Pat Rafter, Australian former world No. 1 tennis player.

“Unreal… Your passion and credibility is so authentic—thank you for sharing your expertise.”

—Ariane Virtue, Partner, Flex We Are

“I thought the programme and JP were BRILLIANT. Utterly fantastic.”

—Katie MacKay, Managing Director, Teneo

“Raw, funny and hugely practical—JP shares insights and secrets from decades of helping an incredible range of people tell their story with confidence and style. Now you can too.”

—Adam Spencer, Australian comedian, media personality and prolific author

“The course has been incredibly beneficial to me. I have been able to apply the content I learned almost daily, and it has had a significant impact on my personal brand. Your insights and teachings have given me the tools and confidence to take my brand to the next level.”

—Dave Doyle, Creative Director, Dashing Group

“The bar is set high for external training. Expectations of the department are that it has to be ‘worth the time’ out of their day given the intensity of client service responsibilities at Australia’s leading agency. JP exceeded our expectations completely. His lived experience through his own advertising career enriched the session with real examples and practical takeaways. His sharp EQ quickly could identify who was lacking confidence and provided gentle encouragement. Since our session, I’ve seen a growth in capability and application of the learnings. The training appealed to all levels of experience and also provided a valued forum to share and grow together.”

—Belinda Drew, Head of Business Management, The Monkeys

“At Mars Food Australia, our focus is on shifting our culture to drive pace and focus so we can unlock our people’s full potential. As business leaders, JP stretched us to think differently about the commercial impact of storytelling. JP not only gave us the tools to engage and inspire our people, he also helped us put theory into action fast within a safe environment. Storytelling is an essential part of any great leaders skillset and JPs approach, insight and energy gave us the structure and confidence to start applying what we learnt the very next day.”

—Gerald Pitter, Financial Controller, Mars Foods

“I really enjoyed the Winning The Room training and methodology. It helps you shift your perspective from being an expert in an area, to being a room leader and making sure all the participants engage and buy into your projects. JP supported us via a hybrid method of theoretical in-class training and coaching for a specific presentation.”

—Francesca Galibert Proglio, Marketing Manager, Chanel

“JP worked with the Executive team at Bendigo and Adelaide bank to deliver a bespoke Winning the Room program. The session was practical, engaging and provided tips and strategies that we could adopt immediately. The one-on-one sessions were valuable to offer in the moment feedback relevant for the material we were preparing. His unique approach was refreshing and adaptable across various audiences and channels of delivery.”

—Marnie Baker, CEO, Bendigo and Adelaide Bank

“As the guy who managed the numbers, I saw firsthand how the investment we put into Winning The Room paid off quickly.  But we weren’t just rewarded with the measurable outcomes such as winning business, but the intangible ones too; with a real confidence lift and buzz in the team members who weren’t often asked to present in their day-to-day roles. JP created a new baseline across the agency for what it means to present and sell ideas.”

—Tim Sexton, Operations Director, AKQA 

Contents

Foreword

• Chapter 1 – Introduction

• Chapter 2 – Taking Control Early
• Chapter 3 – Putting Your Audience on Notice
• Chapter 4 – A Fresh Look at Eye Contact
• Chapter 5 – Reading the Room
• Chapter 6 – Pacing, Pausing and Timing
• Chapter 7 – Body Language and Movement
• Chapter 8 – Getting Them Talking
• Chapter 9 – Voice Modulation
• Chapter 10 – Gear Changing
• Chapter 11 – Throwing High Balls

• Chapter 12 – Creating Chemistry
• Chapter 13 – Setting the Moral
• Chapter 14 – Eradicating Small Talk
• Chapter 15 – Gotta Get Physical
• Chapter 16 – Tight Loose
• Chapter 17 – PERP
• Chapter 18 – Sign posting
• Chapter 19 – Build Back
• Chapter 20 – Drumroll
• Chapter 21 – Windy Road

• Chapter 21 – People Are Pattern Makers
• Chapter 22 – Move the tone of the room
• Chapter 23 – Say More with Less
• Chapter 24 – Overselling (How to Stop Being Needy)
• Chapter 25 – Generosity Matters
• Chapter 26 – Rehearsing

• Chapter 27 – Conclusion