coeur - bcm business creativity module “ presentation skills: making successful pitches ” susan...

COEUR - BCMBusiness Creativity Module

“Presentation Skills: Making Successful Pitches”

Susan Moult – [email protected] from material prepared by Christian Kuhlman

Presentation Techniques 2


Presentation Skills:Making Successful Pitches — Outline

1. Checking the Prerequisites:Your Analysis and Plan

2. Setting up the Tools:From Flipcharts to PowerPoint

3. Organizing the Presentation:Content and Structure

4. Preparing for Delivery:Oratory and handling questions


1. Prerequisites –Pre-preparation

• What are you presenting?• What are your objectives?• How do you achieve them?• Who are your audience?• What are their expectations?• Any constraints?


Pass this Assessment !

Wow! Fantastic !!


1. Assessed on

• Presentation skills

• Content and analysis

• European cultural view

• Commercial viability

• Creative effort

• Marketing approach

15 mins max !!

6 slides maximum


1. Initial Screening

• Can it be done?• Are there any fatal flaws?

– Physical impossibility?– Is it legal?– Is it technically possible?

• Is it worth doing?– Economically ridiculous?– Marginal – why bother?

• Is there a market?– Local / regional / national / European / global?


1. Your rationale / USP

• Limitations of what’s currently available

• Trends and changes (beware fads)

• Something new and different

• Unfilled niche

• Technological advances

• Speed to market


1. Cultural Understanding?

• Need to explain the concept

• May need to familiarise/inform the audience

• Reflect on cultural implications


essential areas to cover in thisBusiness Creativity Module

additional topics for a full business case

Mission&Vision M&V statement, name, corporate design

Product USP, business model, prototype, feasibility study

Market market size/situation, customers, competitors

Assets your team (!), core competences, intellectual assets, capital, rights, tangible assets, partners

Organization location, legal framework, technology, staffing

Finance financial instruments, financial plan, cost management

Risk Analysis contingencies, what-ifs, monitoring, countermeasures

Roadmap milestones, benchmarks, first year operating plan

1. Checking the Prerequisites:Is Your Business Case Complete?


1. Checking the Prerequisites:Data and Credentials

• Team member photographs andcurricula vitae, group photograph

• Media footage (pictures, videos, sound)

• (basic) Corporate Design

• Credentials: documentation of existing assets or contracts, testimonials, letters of recommendation, success stories...

• Sources: Bibliography, original statistics


2. Setting up the Tools:From Flipcharts to PowerPoint

Why Use Presentational Aids?

• To display your technological proficiency.

• To show that you speak the language.

• To facilitate communicationof your message.


2. Visual Aids

• Focus attention• Variety and interest• Simplify / Explain facts and

ideas• Speed up process• Memorable• Reduce language problems


2. Setting up the Tools:Principles of Using Presentational Aids

Principles against Overuse:Principles against Overuse:

The most important presentational aid is you.Don’t hide behind technology.

Content is king.less is more — ornament is crime — form follows function

The best presentational aid is invisible. Warning:

Using presentational aids is addictive.


Beware Power Point

http://www.youtube.com/watch?v=xF86JOmxspk


Text Visuals

• Six by six rule for text• Use one idea per visual• Don’t have too many slides• Use CAPITALSCAPITALS and small letters• Minimum font size 26• Check spelling, grammar, numbers,

consistency


2. Setting up the Tools: Which Aids Will You be Using?

Determine Profile of Presentation Situation:

external audience internal session

formal meeting easy get-together

providing input to... asking input from audience

audience wants overview audience seeks details

tightly scheduled event open ended event

quantitative focus qualitative focus

technology intensive socially intensive


Collaboration — Presentation

Simple

Advanced

2. Setting up the Tools: Which Aids Will You be Using?

WhiteboardWhiteboard

VideoconferencingVideoconferencing

Electronic WhiteboardElectronic Whiteboard

Cue CardsCue Cards

FlipchartFlipchart

Overhead Projector / BeamerOverhead Projector / Beamer

VernissageVernissage

Trade Show BoothTrade Show Booth

Metaplan

PosterPoster

http://www.janeeporter.co.uk/


2. Setting up the Tools:The Electronic Tools of the Trade

If you are a ...• non-user

• casual user

• intermediate user

• power user

... you should:let others prepare the IT

parts of the presentationlearn as you go along

be prepared to do quitemuch of the IT work

contribute much yourself, but also let the others participate and learn


3. Organizing the Presentation:Working with Content

“Understand your audience and your audience will understand you!”

refer to audience requirements definition

read your audience

Is it interesting? (Human touch? Goal-related?)

Do test presentations (dry runs) for yourself– Devil’s advocate technique

– Group role play


3. Structure is important

The Main Body

Opener Closer


3. Organizing the Delivery:Timeless Truth for Presenters:

First, tell themwhat you are going to tell them.

Then, tell them.

Then, tell themwhat you have told them.

First, tell themwhat you are going to tell them.

Then, tell them.

Then, tell themwhat you have told them.


3. Organizing the Delivery:Documentation

Project Exposé

• Cover Sheet

• Executive Summary

• Table of Contents

• Body– (Thematic Sections)

• Appendix

Project Exposé

• Cover Sheet

• Executive Summary

• Table of Contents

• Body– (Thematic Sections)

• Appendix

Handouts,Takeaways

Handouts,Takeaways

Project Website

Project Website

print webvideo

PressKit

PressKit


3. Example - Cyber Cafe

• Explain the business concept

• Demonstrate financial profitability

• Discuss market forces

• Sell the team

• £50,000 start up capital


• Market Research

• Customers• Location• Project• Start-up Costs• Organisation• Marketing• Finance• Skills

• Concept• Competition• Operating Costs• Website• Size• Press/ Media• Key Positions• Demand• Cash Flow


• Market Research

• Customers

• Location

• Project

• Start-up Costs

• Organisation

• Marketing

• Finance

• Skills

• Concept

• Competition

• Operating Costs

• Website

• Size

• Press/ Media

• Key Positions

• Demand

• Cash Flow


Group 1Market Research

CompetitionDemand

Group 2Skills

Key PositionsOrganisation

Group 3Cash Flow

Start-up CostsFinance

Operating Costs

Group 4Customers

WebsiteMarketing

Press/ Media

Group 5ConceptLocation

SizeProject

MarketResearch

Organisation

Economics

Marketing

ProjectDescription


Spider Chart

Cyber Cafe

Organisation

Key Positions

Skills

Market Research

Competition

Demand

Finance

Operating Costs

Cash Flow

Start-up Costs

Marketing

Website

Branding

Press & Media

ConceptSize

Product

Location


Main Points

Market Research Must Have 2

Organisation Should Have 4

Economics Must Have 3

Marketing Nice to Have 5

Project Description Must Have 1


4. Preparing for Delivery:Oratory

If you are a ...• non-speaker

• lousy speaker

• fairly good speaker

• expert speaker

... you should:keep quiet, act as

technical experttake minor role,

use mnemonic aids“do the talking”

but integrate othersstep back a little, avoid

giving a one-man show


4. Preparing for Delivery:Be Visual, Structured, ...... and easy to remember!

One picture is worth a thousand words mood

characteristic detail

mental scripting storyline

Keywords, Key VisualsMetaphors,Similes,Analogies

Slogans, Claims, Acronyms


4. Vocal Delivery

• Pitch

• Pace

• Volume

• Pauses


4.Visual Delivery

• Posture

• Eye contact

• Gestures

• Dress


4. Preparing for Delivery:How to Behave on Stage:

• No excuses – don't be ashamed!– Be positive, rise and shine, rejoice!

• Establish eye contact.– Do not look at the screen!

• Keep your handsabove your waistline.

Interact!


Summary

• Plan

– Pre preparation, know constraints

• Practice

– Rehearse (again and again) and refine

– Bring backup copies

• Present

– With confidence

– Have fun – visualise success

• Post mortem

– Get feedback

– Follow up


4. We all get nervous!

coeur - bcm business creativity module “ presentation skills: making successful pitches ” susan...

Documents

presentation techniques

market slide

presentation skills

slides maximum slide

business model

business case complete

tangible assets

competitors assets