Episode #382: Double Trouble Speakers In Tokyo

Why Do Even Experienced Economists Fail on Stage?

Executives and managers in 日本企業 (Japanese companies) and 外資系企業 (multinational companies) often assume that subject-matter expertise equals presentation success. But as the recent Chamber of Commerce event showed, even seasoned economists can lose credibility when they ignore the fundamentals of audience connection.

This article breaks down why their “double act” failed—and what leaders in Tokyo can learn to avoid damaging their personal and professional brands.

Mini-Summary: Expertise alone is not enough; audience connection determines whether your message lands.

Most event hosts today will not share attendee lists. That means presenters must take responsibility for meeting participants beforehand—especially in markets like Tokyo, where relationship-building matters for both Japanese and foreign executives.

At the event, the two economists went straight to the VIP table and skipped audience engagement entirely. By contrast, the author mingled with attendees, exchanged business cards, observed industries, seniority levels, company sizes, and experience in Japan. This allowed him to tailor expectations and build rapport.

Failing to do this meant the speakers:

• Had no sense of who was in the room

• Missed critical cues on message level

• Lost the chance to build early support through rapport

Mini-Summary: Pre-talk interaction gives you strategic intelligence and instant credibility.

In both 日本企業 (Japanese companies – Japan-based companies) and 外資系企業 (multinational companies – foreign-capital companies), audiences vary widely in background and expertise. When you do not analyze your audience, you risk speaking over their heads or beneath their expectations.

The first economist delivered a completely “canned” APAC tour presentation—content likely repeated in multiple countries, offering nothing new. The second economist used complicated slides with confusing acronyms and abbreviations, overwhelming the audience.

The result:
No “oh wow” moments, no insights worth the time or money spent, and a sense of disappointment among participants.

Mini-Summary: Relevance drives value. Without it, even polished delivery falls flat.

Purposeful movement can enhance a presentation; random wandering weakens it. Dale Carnegie Presentation Training (プレゼンテーション研修 – presentation skills training) emphasizes intentional stage use:

Three Effective Distance Techniques:

1. Macro Point: Step back to signal a big idea.

2. Micro Point: Move closer to create intimacy and emphasis.

3. Neutral Zone: Return to center for balanced delivery.

Both speakers ignored these principles. The first economist roamed aimlessly, creating distraction, reducing impact, and avoiding meaningful eye contact. Without targeted eye contact—six seconds per person—you cannot read comprehension or adjust pace.

Mini-Summary: Movement must have purpose; otherwise, it distracts from your message.

Slides overloaded with acronyms, jargon, and unclear structure create cognitive friction. This is especially problematic for diverse audiences in Tokyo where cultural and industry backgrounds vary widely.

The second speaker’s slides:

• Were visually confusing

• Required unnecessary interpretation

• Did not match the audience’s knowledge level

• Provided no intuitive narrative

Because he also avoided eye contact, he never detected audience confusion.

Mini-Summary: Simple visuals plus real-time audience reading prevent miscommunication.

As a “double act,” the speakers failed for different reasons—but the combined effect damaged both personal and professional credibility. In leadership, sales, and presentation roles, reputation is built in every public appearance.

They could have succeeded with:

• Better audience engagement

• More relevant content

• Purposeful movement

• Clearer visual communication

• Real eye contact to assess comprehension

These are foundational elements taught in Dale Carnegie’s century-long methodology.

Mini-Summary: Small adjustments can transform a presentation from forgettable to influential.

• Know your audience before you speak—gather insights and build rapport.

• Tailor your content level for Japanese and multinational executive audiences in Tokyo.

• Use stage movement intentionally, not randomly, to reinforce your message.

• Simplify slides and maintain eye contact to gauge comprehension and adjust in real time.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, continues to empower both Japanese and multinational corporate clients with world-class training solutions.