Challenge 

 In one of my jobs , I was tasked to revitalize a non - performing safety services business unit in the Oil   & Gas industry . There were 2 challenges . The first challenge was that competitors are doing very well   but we are not . The second was that the management refused to compromise on price . That means   most of our competition would be offering lower prices than us . 

 Selection 

 I always love a good story . So do peoples in my industry . Whenever there was a gathering , there will   be lots of stories to be told . We love stories . Hence , I adopted storytelling to revitalize the business   unit . But I needed an impactful story that will convince my clients to pay us more . 

 Application 

 The industry is shaped by many accidents and disaster , namely Piper Alpha , “ Charlie ’s story ” ,   Deepwater Horizon and many others . The story of Charlie is well known and impactful to many . It tells   of the transformation of a man who does not believe in workplace safety . He almost lost his life in an   accident . This accident transformed him into a firm believer of safety . This was just the perfect story   to tell . 

 But no . I did not use it . Why ? ( I will reveal later . ) 

 Instead , I choose to paint a picture of a hardworking man called “ John ” in my presentation . John   worked in a hazardous environment . He would have died many times but he did n’t . He was in safe   hands with a certain company at site . I went on to explain how our services and equipment keep   people safe at worksites and why we do better than others . 

 John was able to go home safely . His manager was glad John could have a good job which pays well   and be able to be home safely . More importantly , his manager was satisfied with productivity a safe   work culture brings about . This is when I pulled up statistics and calculations of how much cost - savings   and time savings we bring . I went on to show how much extra revenue the time save could bring to   my clients . 

 Then I made the comparison of how much we charge versus how much extra margin and revenue they   would be getting . And I made the invitation of asking them to share how much of the cost savings and   productivity they could achieve . From there , we began our proposal pitch . 

 Insight & Approach 

 This story telling way of presentation is a departure from the usual corporate presentations our   competition and we used to do . The old style was more technical based and open up to a lot of   questions , and sometimes really tough questions . It begins with introduction of what we do and what   we provide , followed by our differentiation and the dreaded Q&A. It was aimed at pleasing the   technical experts and getting them to please the decision makers who were often more interested in   dollars and cents . Our sales team often ended up in awkward situation where they are left stumbled   by the more senior technical experts . This is n’t a good situation to be in . 

 My style of storytelling presentation targeted the decision makers right from beginning . It was aimed   at the management levels that could decide the level of spending we are charging our clients . In the   past , we were trying to win over people who can only decide to a $ 100 budget to engage a $ 500   service . With this new presentation style , we are winning over people with decision power over a   US$ 10,000 budget to engage a $ 500 service . 

 After the first round of meetings with our existing clients , we were able to increase our revenue by   300 % . This was just the existing clientele that we have . We had further successes with new clients . In   4 years , we grew by 5 times the annual revenue when I took over . 

 The technical experts were glad that we obtained the buy - in from the higher management first . They   were not comfortable in explaining the dollars and cents to their bosses . We solve that issue for them .   The management were glad that they have a service provider that understands them well , in dollars   and cents . 

 This was why I did not opt for Charlie ’s story . I was not trying to convince the same group of people   as my competitors did – the technical experts . We had been doing that and failed . We targeted a new   group – the management . 

 Every manager wants to be John ’s manager . Storytelling is about projecting the audience into the story   and having them visualize their desired outcome . We projected the management ’s desire in the story   and have them visualized the outcome together with us . 

 This tool is powerful when used correctly . Through this tool , we were always able to size up the best   deal and proposal for our clients as they shared about their desired outcome , struggles and realistic   situation . 


EMAIL: 
ID_NUM: 
NAME_STUDENT: 
PHONE_NUM: 
STREET_ADDRESS: 
URL_PERSONAL: 
USERNAME: 

### Task: You are a PII (Personal Identity Information) Detection. Given a essays written by students, you have to identify ONLY the following:
NAME_STUDENT - The full or partial name of a student that is not necessarily the author of the essay. This excludes instructors, authors, and other person names.
EMAIL - A student’s email address.
USERNAME - A student's username on any platform.
ID_NUM - A number or sequence of characters that could be used to identify a student, such as a student ID or a social security number.
PHONE_NUM - A phone number associated with a student.
URL_PERSONAL - A URL that might be used to identify a student.
STREET_ADDRESS - A full or partial street address that is associated with the student, such as their home address.
### Input: Challenge 

 In one of my jobs , I was tasked to revitalize a non - performing safety services business unit in the Oil   & Gas industry . There were 2 challenges . The first challenge was that competitors are doing very well   but we are not . The second was that the management refused to compromise on price . That means   most of our competition would be offering lower prices than us . 

 Selection 

 I always love a good story . So do peoples in my industry . Whenever there was a gathering , there will   be lots of stories to be told . We love stories . Hence , I adopted storytelling to revitalize the business   unit . But I needed an impactful story that will convince my clients to pay us more . 

 Application 

 The industry is shaped by many accidents and disaster , namely Piper Alpha , “ Charlie ’s story ” ,   Deepwater Horizon and many others . The story of Charlie is well known and impactful to many . It tells   of the transformation of a man who does not believe in workplace safety . He almost lost his life in an   accident . This accident transformed him into a firm believer of safety . This was just the perfect story   to tell . 

 But no . I did not use it . Why ? ( I will reveal later . ) 

 Instead , I choose to paint a picture of a hardworking man called “ John ” in my presentation . John   worked in a hazardous environment . He would have died many times but he did n’t . He was in safe   hands with a certain company at site . I went on to explain how our services and equipment keep   people safe at worksites and why we do better than others . 

 John was able to go home safely . His manager was glad John could have a good job which pays well   and be able to be home safely . More importantly , his manager was satisfied with productivity a safe   work culture brings about . This is when I pulled up statistics and calculations of how much cost - savings   and time savings we bring . I went on to show how much extra revenue the time save could bring to   my clients . 

 Then I made the comparison of how much we charge versus how much extra margin and revenue they   would be getting . And I made the invitation of asking them to share how much of the cost savings and   productivity they could achieve . From there , we began our proposal pitch . 

 Insight & Approach 

 This story telling way of presentation is a departure from the usual corporate presentations our   competition and we used to do . The old style was more technical based and open up to a lot of   questions , and sometimes really tough questions . It begins with introduction of what we do and what   we provide , followed by our differentiation and the dreaded Q&A. It was aimed at pleasing the   technical experts and getting them to please the decision makers who were often more interested in   dollars and cents . Our sales team often ended up in awkward situation where they are left stumbled   by the more senior technical experts . This is n’t a good situation to be in . 

 My style of storytelling presentation targeted the decision makers right from beginning . It was aimed   at the management levels that could decide the level of spending we are charging our clients . In the   past , we were trying to win over people who can only decide to a $ 100 budget to engage a $ 500   service . With this new presentation style , we are winning over people with decision power over a   US$ 10,000 budget to engage a $ 500 service . 

 After the first round of meetings with our existing clients , we were able to increase our revenue by   300 % . This was just the existing clientele that we have . We had further successes with new clients . In   4 years , we grew by 5 times the annual revenue when I took over . 

 The technical experts were glad that we obtained the buy - in from the higher management first . They   were not comfortable in explaining the dollars and cents to their bosses . We solve that issue for them .   The management were glad that they have a service provider that understands them well , in dollars   and cents . 

 This was why I did not opt for Charlie ’s story . I was not trying to convince the same group of people   as my competitors did – the technical experts . We had been doing that and failed . We targeted a new   group – the management . 

 Every manager wants to be John ’s manager . Storytelling is about projecting the audience into the story   and having them visualize their desired outcome . We projected the management ’s desire in the story   and have them visualized the outcome together with us . 

 This tool is powerful when used correctly . Through this tool , we were always able to size up the best   deal and proposal for our clients as they shared about their desired outcome , struggles and realistic   situation .
### Output: 