How to Make A Winning Pitch
- 1. HOW TO MAKE A WINNING PITCH Emad Saif Entrepreneurship Trainer
- 2. How to make a winning pitch by : Emad Saif, Center for Entrepreneurship, Qatar University
- 3. AGENDA 1. Overview 1. Time 2. Structure 3. Outline 2. Presentation Design 1. Structure 2. Color 3. Text 4. Images 5. Graphs 6. Videos 7. Animation 3. Delivery 1. Voice 2. Tone 3. Body Language 4. Speed 4. Q & A 1. Why there is Q & A 2. Type of questions asked 3. How to think like investors and judges
- 4. Right now, someone out there is suffering from a boring presentation hopefully not yours
- 5. HOW TO MAKE A WINNING PITCH Emad Saif Entrepreneurship Trainer
- 6. Today’s AGENDA Pitch Round #1 & Overview09:00 Pitch Exercise #304:00 Presentation: How to Pitch11:30 Pitch Exercise #201:30 Consultation 1-on-103:30 PitchVideo Discussion10:00 11:00 12:30 03:00
- 7. PITCH VIDEOS
- 8. HOW TO MAKE A WINNING PITCH Emad Saif Entrepreneurship Trainer
- 9. AGENDA Presentation Design Pitch Delivery Q & A Preparation
- 11. Structure Presentation (5min) Q & A (3min)
- 12. • Agenda • Team Introduction • Need/problem definition • Idea/Innovation definition • Market potential • Project/milestones plan • How can we support you? • Q&A Outline (Digital Incubation Center) • Hook (attention grabber)
- 13. 1
- 14. Presentation Definition A presentation is the process of presenting a topic to an audience. It is typically a demonstration, lecture, or speech meant to inform, persuade, or build good will. The term can also be used for a formal or ritualized introduction or offering, as with the presentation of a debutante. Definition : • The process of offering for consideration or display • A social introduction, as of a person at court • A demonstration, lecture, or welcoming speech • A manner or style of speaking, instructing or putting oneself forward • The manner of presenting, esp the organization of visual details to create an overall impression A presentation program, such as Microsoft PowerPoint, Apple Keynote, OpenOffice.org Impress or Prezi, is often used to generate the presentation content. Modern internet-based presentation software, such as the presentation application in Google Docs and SlideRocket also allow presentations to be developed collaboratively by geographically disparate collaborators. Presentation viewers can be used to combine content from different presentation programs into one presentation.
- 15. Presentation Definition A presentation is the process of presenting a topic to an audience. It is typically a demonstration, lecture, or speech meant to inform, persuade, or build good will. The term can also be used for a formal or ritualized introduction or offering, as with the presentation of a debutante. Definition : • The process of offering for consideration or display • A social introduction, as of a person at court • A demonstration, lecture, or welcoming speech • A manner or style of speaking, instructing or putting oneself forward • The manner of presenting, esp the organization of visual details to create an overall impression A presentation program, such as Microsoft PowerPoint, Apple Keynote, OpenOffice.org Impress or Prezi, is often used to generate the presentation content. Modern internet-based presentation software, such as the presentation application in Google Docs and SlideRocket also allow presentations to be developed collaboratively by geographically disparate collaborators. Presentation viewers can be used to combine content from different presentation programs into one presentation.
- 16. Presentation Definition A presentation is the process of presenting a topic to an audience. It is typically a demonstration, lecture, or speech meant to inform, persuade, or build good will. The term can also be used for a formal or ritualized introduction or offering, as with the presentation of a debutante. Definition : • The process of offering for consideration or display • A social introduction, as of a person at court • A demonstration, lecture, or welcoming speech • A manner or style of speaking, instructing or putting oneself forward • The manner of presenting, esp the organization of visual details to create an overall impression
- 17. Presentation Definition A presentation is the process of presenting a topic to an audience. It is typically a demonstration, lecture, or speech meant to inform, persuade, or build good will. The term can also be used for a formal or ritualized introduction or offering, as with the presentation of a debutante. Definition : • The process of offering for consideration or display • A social introduction, as of a person at court • A demonstration, lecture, or welcoming speech • A manner or style of speaking, instructing or putting oneself forward • The manner of presenting, esp the organization of visual details to create an overall impression
- 18. Presentation Definition A presentation is the process of presenting a topic to an audience. It is typically a demonstration, lecture, or speech meant to inform, persuade, or build good will. The term can also be used for a formal or ritualized introduction or offering, as with the presentation of a debutante. Definition : • The process of offering for consideration or display • A social introduction, as of a person at court • A demonstration, lecture, or welcoming speech • A manner or style of speaking, instructing or putting oneself forward • The manner of presenting, esp the organization of visual details to create an overall impression
- 19. Presentation Definition A presentation is the process of presenting a topic to an audience. It is typically a demonstration, lecture, or speech meant to inform, persuade, or build good will. The term can also be used for a formal or ritualized introduction or offering, as with the presentation of a debutante.
- 20. Presentation Definition A presentation is the process of presenting a topic to an audience. It is typically a • demonstration, • lecture, or • speech meant to inform, • persuade, • or build good will. The term can also be used for a formal or ritualized introduction or offering, as with the presentation of a debutante.
- 21. Presentation Definition DEMONSTRATION LECTURE SPEECH PERSUADE BUILD GOOD WILL A presentation is the process of presenting a topic to an audience. It is typically a
- 22. PRESENTATION DEFINITION DEMONSTRATION LECTURE SPEECH PERSUADE BUILD GOOD WILL A presentation is the process of presenting a topic to an audience. It is typically a
- 23. PRESENTATION DEFINITION DEMONSTRATION LECTURE SPEECH PERSUADE BUILD GOOD WILL A presentation is the process of presenting a topic to an audience. It is typically :
- 24. Make It Clear… even a child will get it! 2
- 25. Text Size Size 18 Size 24 Size 36 Size 48 Size 72 Times New R. Text Fonts Arial Calibri Impact FancyScript Contrast bad better best Trying to read this and focus on the words is difficult with the banana dancing! AnimationUse of SpaceColor
- 27. Use Engaging Images3 Our solution supports the poor and the needy
- 28. Power of Images This is a camera ! This is a camera ! People’s ability to remember in 72 hours TEXT TEXT AND PICTUREPICTURE 10% 35% 65%
- 29. YOUR AUDIENCE WILL REMEMBER ONLY 3 MAIN THINGS!
- 30. DON’T use Images with low resolution or watermarks
- 31. Money Can’t Buy Happiness
- 32. Let me give you some Example
- 33. Money Can’t Buy Happiness
- 34. Money Can’t Buy Happiness
- 37. Use Devices when showing screenshots
- 39. HOWTO CREATE A PITCH 1. Brainstorm 2. Script 3. Time 4. Practice & Adjust
- 40. Team Need / Problem Idea / Tech Market Potential Project Milestones Support …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… BRAINSTORM IT …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. …………………………………………………………
- 43. PRACTICE & ADJUST IT
- 46. NO “JARGON”
- 51. DON’T MEMORIZE
- 52. KNOWYOUR CORE MESSAGE 7 min 3 min 1 min •Hook •Customer Problem •Value Proposition •Team •Product •Market •Financials •Millstones •Risks •Hook •Customer Problem •Value Proposition •Team •Product •Market •Hook •Customer Problem •Value Proposition •Team Pitch Pitch Pitch
- 54. STORYTELLING Easy to FOLLOW, Easy to UNDERSTAND, Easy to REMEMBER
- 57. BENEFITS vs. FEATURES Focus on Benefits Not Features
- 58. 5GB 1,000 songs
- 61. COMMUNICATION • 7%Verbal • 93% Non verbal
- 62. NON-VERBALCOMMUNICATION Body Distance Clothes & Looks Body & Arm Positions Movem ent Gestures Eye Contact Face Expressions Touch Voice Voice Tone Speed & Pauses
- 63. WATCHYOURTIME • Time your self • Plan your pauses • Use images triggers
- 65. Download Book PRACTICE . PRACTICE . PRACTICE . Steve Jobs did it for hours!
- 66. Presentation Design Pitch Delivery Q & A Preparation
- 67. WHY Q & A ? • Feedback • Additional clarification • Challenge certain assumptions
- 68. DOs & DON’Ts • Don’t give long explanations limit to 2-30 sec • Ask for clarification if question is not clear • You don’t know everything and that’s OK
- 69. Handling Feedback • Accept the feedback • Don’t respond – this is not a question • Don’t argue – this is not a debate • Say “Thanks for your
- 70. Launchpad Program Evaluation Matrix Criteria Description Weight Innovation Strength of innovation and originality of the idea 30%Type of innovation (new, disruptive, efficient, …etc.) Creating a new niche market, new product, new process …etc. Technology Clear identification of the technical features and specification 20%Type of technology used in development Vs. DIC focus areas Technology infrastructure needed to develop the idea Market potential & scalability Clear identification of the need/problem 15%Market size and growth potential Idea potential to convert into a working product Execution and milestone plan Reasonable resources and infrastructure requirements 20%Strength of the implementation and milestone plan Timeline alignment with DIC Founder/team profile Passion & dedication towards the idea 15%Agile and realistic outlook to the future Strength of technical background and skills Total 100%
- 71. Common Questions • Do you have evidence customers want it? • How big is your market? Is it scalable? • What’s the team look like? What are your backgrounds? • What is your product differentiation? • What risks exist? How do you address them? • What do you need? Milestones?
- 73. Market Attractiveness Product Differentiation Managerial Capabilities Resistance to Threats Expected Return Perceived Risk Decision to Invest + - To Invest or not to Invest?
- 74. Presentation Design Pitch Delivery Q & A Preparation
- 76. You can do it!
- 77. Thank you! Emad Saif Center for Entrepreneurship Qatar University emadsaif@qu.edu.qa @esaif