The steps of the strategic planning process in under 15 minutes

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  • čas přidán 1. 06. 2024
  • This video will walk you through each step of the Strategic Planning Process to give you an overview of all the work that goes into developing a Strategic Plan. We break down our process for aligning teams around a common vision, mission, values, goals and actions.
    Throughout the strategic planning process, we stress the importance of team alignment. Getting your team and strategy aligned and on the same page will give you the best chance for successful Strategy Implementation.
    ► Subscribe to our channel for weekly videos on strategy & leadership: / @smestrategyinc
    0:00 Introduction
    0:25 Overview
    0:39 Aligned Strategy Development
    3:09 Mission
    3:32 Values
    4:20 Risks to good strategy implementation
    5:39 What are the most important things you should be doing?
    7:29 Cascading goals
    8:26 Communicating the plan
    9:15 How do you get alignment?
    10:11 Strategy is about choices
    // Connect with us:
    ► Contact us: www.smestrategy.net/contact
    ► Connect with Anthony on LinkedIn: / anthonyctaylor604
    // About SME STRATEGY CONSULTING:
    SME Strategy is a management consulting firm that specializes in helping organizations develop and implement their strategic plans. We work with teams to facilitate conversations about strategic direction and business strategy so that our clients can focus their energy on what will move them forward faster.
    ► Check out our Strategy & Leadership Podcast: open.spotify.com/show/4yND4JK...
    ► Work with us: Are you looking for someone to facilitate your strategic planning process? www.smestrategy.net/strategic...
    ► Check out our online course on how to successfully lead your next strategic planning process: courses.smestrategy.net/cours...

Komentáře • 355

  • @SMEStrategyINC
    @SMEStrategyINC  Před 4 lety +81

    I hope you enjoyed this video. If you have any questions about the process, please let me know in the comments! There are lots of different approaches to creating an aligned strategic plan, and we hope this one aligns with you.
    If you're looking for a deeper dive into how to lead each step, check out our course: www.smestrategy.net/course

    • @emiliedelacruz5538
      @emiliedelacruz5538 Před 4 lety +1

      I learned and thank you very much

    • @afaleteozero6517
      @afaleteozero6517 Před 4 lety +2

      Very well helpfull, thank you sir

    • @joharuniversity9628
      @joharuniversity9628 Před 4 lety

      Very information. Can we get PowerPoint file to see when there is no internet.
      If available I will be glad at my email: amcokhi@gmail.com

    • @AG-fg4uj
      @AG-fg4uj Před 2 lety

      Hi can this planning be condensed if you have a time constraint and which ones would u choose

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety

      @@AG-fg4uj Honestly, it's all important. What we've done is in smaller chucks over a long period of time.

  • @johnyoest4467
    @johnyoest4467 Před 3 lety +34

    This video is required viewing by my graduate students in MSM 619 Strategic Planning & Implementation at The Catholic University of America

    • @SMEStrategyINC
      @SMEStrategyINC  Před 3 lety +3

      That is super cool John and amazing to hear. I'd love to connect with you on Linkedin- and if you're interested in having a guest lecturer I'd be happy to join your class one day. -Anthony (www.linkedin.com/in/anthonyctaylor604/)

  • @JerveeCortez
    @JerveeCortez Před 8 měsíci +5

    As a business management student, this video helps me to have a clear overview of the strategic management process and a practical way to understand it

  • @pertinentissues
    @pertinentissues Před 2 lety +10

    So grateful for this timely video 🙏🏾
    I've never had this much clarity when planning and I begin to wonder where this video had been all along 🤗😊

  • @antonettesmith6688
    @antonettesmith6688 Před 5 lety +10

    Thanks I got 18/20 on my test after applying info I learned from this video for my in class test.

  • @JuanSanchez-op7fh
    @JuanSanchez-op7fh Před 6 lety +24

    Very well explained, simply focused on what really matters

  • @nneamakapayne5169
    @nneamakapayne5169 Před 5 lety +3

    I do like this 15-minute explanation it was very clear and I did gain great insight of the strategic planning.

  • @syedimtiazabbashussain4913

    Excellent presentation.
    Let me add corporate strategic budgeting for 10 to 15 years with the core objective of an organization to make profit, after caring for corporate social responsibilities, to give reasonable return on investment of shareholders.
    To give reasonable return to shareholders every year for say 15 years, a corporate strategic budget for 15 years to be prepared which will dig out many problems during 15 years and will be addressed here like products, capacity of production, hr and hr development, diversification, BMRE of plant (balancing, modernization, replacement abd expansion) availability of other resources etc.

  • @dv64villa
    @dv64villa Před 3 lety +19

    Anthony, thank you so much. What a concise and complete explanation of IT strategy. I will watch this a few times. So much to unpack. Great job.

    • @SMEStrategyINC
      @SMEStrategyINC  Před rokem

      Awesome. I hope this helps your strategic planning process

  • @hakimf.mansaray751
    @hakimf.mansaray751 Před 2 lety +3

    Why didn't I see this earlier?
    This is by far the best presentation video I've seen this year.
    Thanks for sharing!

  • @nicholaswoods8000
    @nicholaswoods8000 Před 2 lety +9

    Videos like this are classic and comprehensive for one’s understanding…I do appreciate your works to the community!
    It’s being quite a year and couple of months now I’ve been trading and investing in market commodities, making huge gains and a loss at same time while learning under Mr. Ray Perkins mentorship platform. He’s the best I’ve worked with all through my trade journey.
    Thanks to him I earn on a weekly basis having him manage my account and portfolio!

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety +1

      This is impressive coordination. I so appreciate your commitment to strategic planning and then making a bunch of accounts to comment on here.
      🤣 well done.

  • @richardleo1700
    @richardleo1700 Před 5 lety +68

    Great Job! Just a clarification on risks. Risk and uncertainty are 2 different terms. Managing risk is easier because you can identify risks and develop a response plan in advance (foresight or based on your experience). Managing uncertainty, on the other hand, is problematic as there is an absence of previous information and too many moving parts involved to predict the outcome.

    • @valenciapowell5673
      @valenciapowell5673 Před 2 lety +1

      That is so true. I stand by you at 100 percent .

    • @bays19
      @bays19 Před 2 lety +2

      Does that mean uncertainty relaates to external env and risk- to internal environment?

    • @randythompson7734
      @randythompson7734 Před rokem

      @@bays19 you can have external and internal uncertainty, but in most cases you have more insight and resident knoweldge on the internal so it's less likely but definitely possible.

    • @touchyungan8120
      @touchyungan8120 Před rokem +1

      It is the same, risk is uncertainty that matter. We can identify risk by looking uncertainty event that could cause our goal fail

  • @wandao2398
    @wandao2398 Před 2 lety +18

    My life is ready for this. For years I have been struggling to stay focused on strategies whether personal or in business. This helps me greatly. I am ready to take my life to the next level. Thank you.😊

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety +2

      That makes me so happy to hear- and I'm glad we can help. Be sure to subscribe so you stay in touch and watch all the interviews we have with other great business leaders.

    • @user-eg4zk7bb2h
      @user-eg4zk7bb2h Před 2 lety

      Hey i need your help

  • @eleanorcastro4100
    @eleanorcastro4100 Před 2 lety +2

    Such a comprehensive explanation related to the topic is applicable to any type of organization or institutional planning.

  • @Brandoses
    @Brandoses Před 3 lety +4

    that was really smooth and clear , thank you so much

  • @estheresparza4443
    @estheresparza4443 Před 2 lety +9

    This video was a great way to understand strategic planning and the importance of knowing how and what goes into strategic planning. It simplified the process, and I see strategy alignment with both vision and purpose as a more significant part of strategic planning. Starting with input and analysis, one should include both internal and external stakeholders. Successful strategic planning depends on many things. Most importantly, everyone has to be on board. We need to ensure we provide all necessary tools, obtain buy-in at all levels, and provide effective strategic plan communication. A vision statement that motivates and inspires all levels of an organization will help employees meet the various goals and objectives which make the vision come to fruition. The pyramid is an excellent visual aid to understand this better. Another good point of the presentation was the piece on risks. Try to anticipate risks along the way and formulate ways to mitigate them. Cascading goals was something I hadn’t thought about, but I see now how this is part of the alignment. It is not only one level of the organization that is responsible for achieving goals and objectives. Lastly, there are choices. Strategy is all about making choices along the path to reaching the organizational vision.

  • @lamesabulto4198
    @lamesabulto4198 Před 3 lety +6

    I appreciate how you express ideas in strategic implementation.

    • @SMEStrategyINC
      @SMEStrategyINC  Před 3 lety

      Thanks so much! I appreciate you watching and commenting. It makes making the videos worthwhile. :) - Anthony

  • @rdelatorre2k
    @rdelatorre2k Před 5 lety +1

    Short and simple. Well done.

  • @TheArtWithinYou3
    @TheArtWithinYou3 Před 11 měsíci +1

    Thank you so much. This was much needed and actually you gave us the entire blueprint and how to bake a cake. Bravo

  • @yuvamadhav3328
    @yuvamadhav3328 Před 5 lety +2

    Thank you for simple & Clear information

  • @lu9553
    @lu9553 Před 5 lety +2

    Thank you so much for an excellent video!

  • @WordsPictures997
    @WordsPictures997 Před 3 lety +8

    This was soooo good. Very clear and to the point. Thank you so much for doing this guys. Definitely one I need to archive and reflect on again.

    • @SMEStrategyINC
      @SMEStrategyINC  Před 3 lety +1

      You are so welcome! Glad it helped! Be sure to subscribe and we'll share more! What would you want a video on?

    • @WordsPictures997
      @WordsPictures997 Před 3 lety

      @@SMEStrategyINC Subscribed! I'm not sure if you have videos on this already but perhaps some videos on
      1. Some tips on hiring and onboarding new employees
      2. How to appropriately let go of employees, decently while not having the post vacant for too long.
      3. Tips on keeping team members on track without micromanaging.

    • @SMEStrategyINC
      @SMEStrategyINC  Před 3 lety

      @@WordsPictures997 Check this podcast interview out: czcams.com/video/Bf-QsscqKEI/video.html
      We talk about HR and hiring- and I'll see what I can do for you for future episodes.

  • @miklosgergely2356
    @miklosgergely2356 Před 2 lety +8

    Awesome content, presented in a 'short and sweet' manner. I appreciate your efforts to share it with others, Anthony!

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety +1

      Thanks Miklos. Glad you enjoyed it! I look forward to sharing with you again!

    • @miklosgergely2356
      @miklosgergely2356 Před 2 lety

      @@SMEStrategyINC As I always put it: thank yourself first! I am just a mirror who tells you the truth +/-. But your material as well as the presentation are truly amazing. I like them. Throughout the past 32 years, I've created a great many Strategy Documents, White Papers, etc. for companies in multiple sectors and countries. It is an exciting task, indeed. Still, I am ready and willing to learn novel things from other professionals, like your good self, Anthony.

  • @Gracian40
    @Gracian40 Před 8 měsíci +1

    I am studying to take the PHR exam. As it relates to business management. Your Podcast was very VERY helpful. Thanks for sharing

    • @SMEStrategyINC
      @SMEStrategyINC  Před 8 měsíci +1

      That's so awesome. I appreciate that today!

  • @javz49
    @javz49 Před 5 měsíci +1

    Wow this was extremely helpful, the way you broke down everything is very easy to understand. Thank you!

  • @nguyenvothidieu3327
    @nguyenvothidieu3327 Před 2 lety +3

    Thank you SME. Your guidance really helped me and our organization

  • @suindude8149
    @suindude8149 Před 4 měsíci +1

    Once in a lifetime I became a reactive one but being proactive rather in IT at the time of budding the management in myself.

  • @antonettesmith6688
    @antonettesmith6688 Před 5 lety +1

    Thanks I used this for my class exam was really helpful

  • @wenjunetanedo5371
    @wenjunetanedo5371 Před 2 lety +3

    Thank you and it is educational. God bless your ministry.

  • @davemay7561
    @davemay7561 Před 3 lety +3

    who's here in 2020?? Thanks for the amazing video.

  • @nikanj6
    @nikanj6 Před 5 lety +5

    That was clear, concise and thought provoking. 👍

  • @sundarwunnava479
    @sundarwunnava479 Před 2 lety +3

    Very informative and practical approach recommended. Thanks !!

  • @sundawn8658
    @sundawn8658 Před 3 měsíci +1

    Thank you it helps me a lot. Very close to practical.

  • @thresiapather4850
    @thresiapather4850 Před 6 lety +15

    Thank you for a very informative and easy to understand plan

    • @SMEStrategyINC
      @SMEStrategyINC  Před 6 lety +1

      Our pleasure. Be sure to check out more tools at www.smestrategy.net/blog

  • @kalumbaish
    @kalumbaish Před 4 měsíci +1

    This has really helped me my business is growing and I have just realised I haven't shared my vision for company with my team

  • @SamuelBakutana
    @SamuelBakutana Před rokem +1

    Thanks, Anthony. Helpful refresher.

  • @abdulkader579
    @abdulkader579 Před 2 lety +2

    Thank u so much, very precise and comprehensive.

  • @sameerashaik6078
    @sameerashaik6078 Před 6 lety +4

    Thank you so much

  • @prettyfairy12
    @prettyfairy12 Před 2 lety +1

    Very helpful content! This is the first video that I saw from your channel and will definitely be watching more

  • @nrmusfikalaiju101
    @nrmusfikalaiju101 Před 6 lety +3

    Thank you so much for very short and clear informative understanding plan

    • @SMEStrategyINC
      @SMEStrategyINC  Před 6 lety

      MY pleasure. Feel free to share with your network. It helps us spread the word :-)

  • @sk8xnick
    @sk8xnick Před 4 lety +3

    Compact. Informational. Good cheet-sheet.

  • @tajyarmand4322
    @tajyarmand4322 Před 3 lety +5

    I found this short video one of the best examples. I'm looking for a basic template Strategic planning for a small nonprofit Craft Studio.
    In case I could not fund, then I will use yours showing you logo on it.
    Wish you all the best. 👌

    • @SMEStrategyINC
      @SMEStrategyINC  Před 3 lety +1

      Thank you Taj! I'm glad you liked it, and I appreciate you watching our videos. All the best to you and yours. -Anthony

  • @rayciocon
    @rayciocon Před 4 lety +10

    Thank you for this helpful video! God bless you and your team, Anthony. Mabuhay from the Philippines!

  • @mossways3767
    @mossways3767 Před rokem +1

    Awesome ! Love how you explained it !

  • @lunamorris2091
    @lunamorris2091 Před rokem +1

    I am learning so much from watching your videos. Thank you so much for sharing this amazing source of information. This one is quite helpful.

  • @kimmendiola6995
    @kimmendiola6995 Před rokem +2

    This is concise but so helpful in taking out all that get in the way of a clear destination as well as the journey in reaching the target..
    thank you its a great HELP..

  • @gediosman6055
    @gediosman6055 Před 5 lety +2

    Thank you very much.

  • @josephescorial2470
    @josephescorial2470 Před 2 lety +1

    This video provides practical insights and valuable tips to make strategic planning exercise more effective. Hope you will present more videos that will help people work together not only for the benefit of their organizations but for all those who need these valuable information . Thank you so much

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety

      You are so so welcome! Thanks for watching and for the comment. we have LOTS more videos so be sure to subscribe and check out our podcast.

  • @omonylawrence8871
    @omonylawrence8871 Před 7 měsíci +1

    Excellent work to your team. Thanks for sharing

  • @Drfranckg
    @Drfranckg Před 3 lety +4

    Excellent présentation i had bien delivering courses on strategic planning for years now. I love the way you summarized it.
    Great job.

  • @paiz8101
    @paiz8101 Před 2 lety +2

    Very helpful! My org is realigning and we have to develop a new dept. function on the fly. This is very impactful in helping brainstorm and develop the direction. Thank you!

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety

      You are so welcome! If you need some more support we have courses or can facilitate a process for you.

  • @rhetologueaccount4877
    @rhetologueaccount4877 Před 2 lety +3

    Brilliantly insightful and concise.

  • @unddann79
    @unddann79 Před 4 lety +2

    Thank you so much and I will see all your videos 👌👏👏

  • @hvalieidy
    @hvalieidy Před 2 lety +4

    This video from SME Strategy Consulting on strategic planning went into some solid detail around how to structure the strategic planning process I have not seen in other videos.

  • @francescopaganelli-yo2rz
    @francescopaganelli-yo2rz Před 2 měsíci

    Fantastic presentation! In less than 15 minutes, you have concisely given us a very clear vision of the strategic planning process.

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 měsíci

      Thanks for watching. I hope this helps inform your own strategic planning process

  • @bellamokes5493
    @bellamokes5493 Před 3 lety +1

    Oh my goodness, I really needed this! THANK YOUUU

    • @SMEStrategyINC
      @SMEStrategyINC  Před 3 lety

      You're so welcome. What are you working on for this? PS: I checked out your vid, I'm Glad Quarantine didn't stop your celebrations.

  • @AgnessKalemba
    @AgnessKalemba Před 7 měsíci +1

    ❤❤❤ educating lecture 🇿🇲

  • @olumidekolawole707
    @olumidekolawole707 Před 3 lety

    Thank you for the video. Great Job.

  • @gigig3270
    @gigig3270 Před 2 lety +1

    Can't be better. Great video!👍👍👍👍 👍👍👍👍

  • @commerce4all
    @commerce4all Před 6 lety +1

    thank you so much...

  • @EstherNdutaSOUL
    @EstherNdutaSOUL Před 5 lety +3

    Excellent. Thank you!

  • @carolinekelly3415
    @carolinekelly3415 Před 2 lety +1

    Hello Mr. Taylor, thank you for sharing this planning video. It is appreciated.

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety

      Thanks for watching! It's appreciated. Be sure to subscribe! :)

  • @willtheone9
    @willtheone9 Před 5 lety

    Very helpful. Thank you

  • @JoaoPereira16
    @JoaoPereira16 Před 3 lety +2

    Great video, very clear with great concepts. Thanks

  • @manifestandohoy9214
    @manifestandohoy9214 Před 4 měsíci +1

    Very valuable thank you very much

  • @titosmafa8771
    @titosmafa8771 Před 2 lety +2

    This will definitely guide me as I take on service manager position. Thank you for this informative video

  • @bacinhvan2849
    @bacinhvan2849 Před 6 lety +5

    Thanks so much. Very helpful for me!!!

  • @nicksisto3271
    @nicksisto3271 Před 2 lety +1

    This video from SME Strategy Consulting on strategic planning went into some solid detail around how to structure the strategic planning process I have not seen in other videos.
    What most videos like this touch on is the “cursory view of strategic planning”. “Where we now, where we are going, what we need to do to get there, etc.”. I thought the point that focused on “internal inputs” was a good because that could serve multiple things such as, thinking about the stakeholder enables you to focus on the communication in a more targeted way. Aligning to key contributors or participants helps solidify more ownership. The point that highlighted “going after a “big goal to polarize the team” is something important to consider in the planning phase in terms of risk vs. value. Going after a “big goal” can grab attention. A team can make a “big splash” going after something big, but it is not without risk. Starting with some “quick wins” might be better to build momentum, buy-in and confidence around the plan. Another point I though was important was “understanding culture”. The better the plan considers culture, it helps to align the message and the blueprint for your strategy more precisely. Establishing and monitoring KPIs along the way sometimes do not get enough focus but is clearly the yardstick to measure how you are doing and provides an opportunity to course correct.
    I found this video valuable because it pointed out several key topics in strategic planning that perhaps don't get highlighted enough.

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety

      Thanks for the insight! We're glad you enjoyed the video. :)

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety

      Hey Nick- Anthony here, thanks so much for the thorough breakdown of the video. I'm so glad you liked it, and really look forward to sharing with you more. Thanks for watching and thanks for staying connected!!

  • @karabosetlhare2612
    @karabosetlhare2612 Před 2 lety +1

    Thank you very much for this video. I just started a new job as a business consultant. It was clear and targeted specific points. Thank you.

  • @totom5095
    @totom5095 Před 3 lety +4

    Excellent, exceptionally well conveyed strategic over view

  • @catherineanndickson5377
    @catherineanndickson5377 Před 2 lety +1

    Thank you.

  • @mslikenootha
    @mslikenootha Před 4 lety +1

    I love it. This is helpful 😊

  • @arthurnamu6491
    @arthurnamu6491 Před 6 lety +1

    Great guide

  • @misssunshine5932
    @misssunshine5932 Před 3 lety +2

    Very good very good very good clip! Very tangible, compact and essential

    • @SMEStrategyINC
      @SMEStrategyINC  Před 3 lety

      Glad you liked it! Be sure to subscribe! czcams.com/channels/OHLNRrpk3rGUdg7qUQjiog.html

  • @mariyamshaziya6519
    @mariyamshaziya6519 Před 2 lety +2

    Great video, thank you for the information shared

  • @aliakbaramil5512
    @aliakbaramil5512 Před rokem +1

    Thnaks a lot for this another information

  • @trov2011
    @trov2011 Před 6 lety +3

    Great vid thanks for the info

  • @GPSP669
    @GPSP669 Před 6 lety +2

    Thank you!

    • @SMEStrategyINC
      @SMEStrategyINC  Před 6 lety

      My pleasure! If you want some more tools be sure to visit www.smestrategy.net

  • @biblerichly
    @biblerichly Před 3 lety +2

    Thank you. Very insightful

  • @taleemikhidmat1579
    @taleemikhidmat1579 Před 5 lety +1

    Thank you

  • @danecustance2734
    @danecustance2734 Před 2 lety +1

    Spot on and to the point, thank you.

  • @gingertomm__
    @gingertomm__ Před 3 lety +2

    This was great; thank you so much!

    • @SMEStrategyINC
      @SMEStrategyINC  Před 3 lety

      You're so welcome. Be sure to subscribe to get every new video.

  • @chaitanyanile2703
    @chaitanyanile2703 Před 2 lety +1

    THANK YOU SIR

  • @Madearealking
    @Madearealking Před 6 lety +2

    This was more then great .. very well put together

  • @hiteshpantha1017
    @hiteshpantha1017 Před 2 lety +1

    Thank you, Anthony. It really helped me.

    • @SMEStrategyINC
      @SMEStrategyINC  Před 2 lety

      I'm so glad! Good luck and be sure to connect on Linked in!

  • @HadushGHagos
    @HadushGHagos Před 5 lety +1

    Makes life a lot easier. Thanks heaps

  • @alyssashanks4901
    @alyssashanks4901 Před 2 lety +2

    This was very helpful! Thank you!

  • @azimatarud7860
    @azimatarud7860 Před 3 lety +2

    Many thanks, appreciated, it is very useful video. will be waiting for more.

  • @dwijenmallick8624
    @dwijenmallick8624 Před 5 lety +1

    excellent talk

  • @donabilliato
    @donabilliato Před 2 lety +1

    Brilliant!

  • @SimonHobson-bc4gk
    @SimonHobson-bc4gk Před 9 měsíci

    This is a uselful video. It would be easier to listen to and understand if the voice over was recorded with a person without a head cold.

  • @gwwyl
    @gwwyl Před 2 lety

    Great video! Thank you 🙏

  • @NurulAmin-dc6nf
    @NurulAmin-dc6nf Před 6 lety +2

    Thanks sir. Pls upload more videos regarding MBA class

  • @cyril185
    @cyril185 Před 3 lety +1

    Really brilliant video

  • @ahmedismailbinamrai1080
    @ahmedismailbinamrai1080 Před měsícem

    Amazing video,

  • @nooraliabdikadir8297
    @nooraliabdikadir8297 Před 2 lety +1

    Sinior .thank you for you translation.great.

  • @abbasgaffar3529
    @abbasgaffar3529 Před 5 lety +1

    Thank very match

  • @JoeM370
    @JoeM370 Před 6 měsíci

    Your content is the epitome of excellence. A similar book had a transformative power on me. "The Hidden Empire: Inside the Private Worlds of Elite CEOs" by Adam Skylight

  • @rajeshraj5993
    @rajeshraj5993 Před 2 lety +1

    Very good explanation, kindly do videos on Real Estate Segment

  • @johnv1961
    @johnv1961 Před 2 lety

    Fantastic presentation, is there somewhere I can download the power point used in this video?