ABSTRACT
Understand your Audience Prepare your proposal with the characteristics of your audience in mind. Learn whatever you can about your auditors before you begin to compose your presentation, including an estimation of their existing beliefs, values, and attitudes regarding your topic. Learn the knowledge specializations of your listeners, understand how members of this decision-making group function as a team, and determine who usually performs leadership functions within the unit.1 If your proposal is made in an organizational setting, find out about the structure of the company and about any problems it may be encountering, especially if these things may have a bearing on the acceptance of your ideas. Being audience centered will increase your chances of gaining a positive hearing for your proposal because you will be speaking directly and realistically to the needs of your auditors or the organization.
