2. Presentation Skills: Making Successful Pitches Carolyn McNicholas Jiri Snajdar

3. Fear of Public Speaking http://www.youtube.com/watch?v=1R6IVLwCCls

4. Great Presenters

5. This Lecture Covers Pre-preparation planning Presentation structure Visual aids Presentation effectiveness Overcoming fear

6. Pre-Preparation Planning 1.What are you presenting? 2.What are your objectives? How do you achieve them? 3.Any constraints? 4.Who are our audience? What are their expectations?

7. Is Your Goal To familiarise/inform the audience? Explain a concept? Present results, facts, figures? Convince the audience? –Accept our conclusions –Agree on recommendations –Contribute funds –Buy –Invest / Lend –Job offer

8. Pass an Assessment ! Wow! Fantastic !!

9. Assessed on Communication and impact Originality of presentation Structure of argument Value proposition clear General impression European dimension – where launch Cultural understanding 5 mins

10. Cultural Understanding? Need to explain the concept May need to familiarise/inform the audience Reflect on cultural and commercial implications http://www.youtube.com/watch?v=YfGeacdMe70

11. Start to Visualise the Presentation

12. Constraints Location Time allotment Time slot Team skills / credentials Equipment needs / availability Audience

13. Know Your Audience Number Professional status / education / gender / ethnicity Reasons for attending / expectations Anticipate likes / dislikes

14. Audiences want.... To feel you know your subject To see you look the part and have prepared To be informed

15. Audiences do not want....  To be confused  To be bored  To be blinded by new words, by jargon  Low hanging fruit,  Let’s shoot the puppy  Could we park that one  Think outside the box  Too much detail  To be talked down to  To waste their time Read your audience!

16. INVITE THE RIGHT AUDIENCE ! http://www.youtube.com/watch?v=ggMFwdQkK2k

17. Presentation Structure Brainstorming Visualise the content Be selective –Must Have –Should Have –Nice to Have Sort into categories Beginning / middle / end

18. Structure Then, tell them The Main Body Tell them what you are going to tell them Opener Then, tell them what you have told them Closer

19. Openers ‘You never get a second chance to make a first impression’ Attention Benefits Credentials Direction

20. Attention Grabbers News item Question Quotation Ice Breaker Fact Joke Drama Story or anecdote

21. Closers Recap main points Repeat benefits Call to action Lasting Impression

22. Sequence of Main Points Chronological Problem to Solution Project Progress Causes to Effect Escalating (Smallest to Largest) Must sell the benefits KISS

23. Information can be Expressed Visually With words With numbers With graphs With artwork With photographs or sound clips

24. Visual Aids

25. Why use presentational aids? 1.To display your technological proficiency 2.To show that you speak the language 3.To facilitate communication of your message

26. Audience Retention After 3 hrsAfter 3 days Tell Only% Show Only% Show and Tell%

27. Text Visuals Six by six rule for text Use one idea per visual Don’t have too many slides CAPITALSUse CAPITALS and small letters Minimum font size 26 Check spelling, grammar, numbers, consistency

28. Green Red Blue Yellow White Orange Innocence Danger Peaceful Severity Enthusiasm Energy Growth Black Use Colour for Contrast / Persuasion

29. Colour and Perception

30. Beware Power Point http://www.youtube.com/watch?v=lpvgfmEU 2Ck

31. Presentational Aids are Addictive Do not hide behind technology Technology can fail Bring back-up copies –On different storage media –Remember handouts and takeaways The most important presentational aid is YOU!

32. Presentation Effectiveness What we say% How we say it% Body Language%

33. Vocal Image Pitch Pace Volume Pauses

34. Visual Image Posture Gestures Dress Eye Contact –Never look at the screen –Cue cards vs script

35. Overcoming Fear ‘mangling the language, destroying its meaning by avoiding the use of verbs, twisting nouns into verbs and endlessly repeating phrases until they become zombified’ ‘misunderestimate’

36. Causes of Fear Forgetting what to say Not being perfect or knowledgeable People will judge us Negative reaction from audience Losing the audience Equipment failure

37. Never Say you are nervous Say you are unprepared Admit you have forgotten anything Tell negative stories Rush to finish Apologise

38. 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

39. Good ideas can be rejected! Bessemer Venture Partners rejected FedEx (7 times), PayPal, Cisco Systems AND.... “outrageously expensive” “ Stamps? Coins? Comic books? You've GOT to be kidding...No- brainer pass. “ Students? A new search engine? No Source : http://www.bvp.com/port/anti.asp

40. Any questions?