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HOW TO
MAKE A
WINNING
PITCH Emad Saif
Entrepreneurship Trainer
How to make a winning pitch
by : Emad Saif, Center for
Entrepreneurship, Qatar University
AGENDA
1. Overview
1. Time
2. Structure
3. Outline
2. Presentation Design
1. Structure
2. Color
3. Text
4. Images
5. Graph...
Right now, someone out there is suffering
from a boring presentation
hopefully not yours
HOW TO
MAKE A
WINNING
PITCH Emad Saif
Entrepreneurship Trainer
Today’s AGENDA
Pitch Round #1 & Overview09:00
Pitch Exercise #304:00
Presentation: How to Pitch11:30
Pitch Exercise #201:3...
PITCH VIDEOS
HOW TO
MAKE A
WINNING
PITCH Emad Saif
Entrepreneurship Trainer
AGENDA
Presentation Design
Pitch Delivery
Q & A Preparation
Presentation Design
Structure
Presentation (5min) Q & A (3min)
• Agenda
• Team Introduction
• Need/problem definition
• Idea/Innovation definition
• Market potential
• Project/milestone...
1
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstratio...
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstratio...
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstratio...
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstratio...
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstratio...
Presentation Definition
A presentation is the process of presenting a
topic to an audience. It is typically a
demonstratio...
Presentation Definition
A presentation is the process of presenting a topic to an
audience. It is typically a
• demonstrat...
Presentation Definition
DEMONSTRATION LECTURE SPEECH PERSUADE BUILD GOOD WILL
A presentation is the process of presenting ...
PRESENTATION DEFINITION
DEMONSTRATION LECTURE SPEECH PERSUADE BUILD GOOD WILL
A presentation is the process of presenting ...
PRESENTATION DEFINITION
DEMONSTRATION LECTURE SPEECH PERSUADE BUILD GOOD WILL
A presentation is the process of presenting ...
Make It Clear… even a child will get it!
2
Text Size
Size 18
Size 24
Size 36
Size 48
Size 72
Times New R.
Text Fonts
Arial
Calibri
Impact
FancyScript
Contrast
bad
be...
Use Engaging Images3
Our solution supports the poor and the needy
Power of Images
This is a
camera !
This is a
camera !
People’s ability to remember in 72 hours
TEXT TEXT AND PICTUREPICTUR...
YOUR AUDIENCE WILL REMEMBER
ONLY 3 MAIN THINGS!
DON’T use Images with
low resolution or watermarks
Money Can’t Buy Happiness
Let me give you some Example
Money Can’t Buy Happiness
Money Can’t Buy Happiness
Happiness
Money
Can’t Buy
Happiness
Money
Can’t Buy
Use Devices when showing
screenshots
Presentation Design
Pitch Delivery
HOWTO CREATE A
PITCH
1. Brainstorm
2. Script
3. Time
4. Practice & Adjust
Team
Need / Problem
Idea / Tech
Market Potential
Project Milestones
Support
………………………………………………………….
…………………………………………………………...
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
SCRIPT IT
………………………………………………...
00:00
01:00
02:00
03:00
04:00
05:00
06:00
7minPitch
TIME IT
PRACTICE & ADJUST IT
YOURAUDIENCE READ FASTER
THANYOUTALK
AUDIENCEWANTTO BE
ENTERTAINED
NO “JARGON”
HOOKYOUR AUDIENCE
DON’T READWORD FORWORD
DON’T MEMORIZE
KNOWYOUR CORE MESSAGE
7 min
3 min
1 min
•Hook
•Customer Problem
•Value Proposition
•Team
•Product
•Market
•Financials
•Mil...
STORY BUILDING BLOCKS
STORYTELLING
Easy to FOLLOW, Easy to UNDERSTAND, Easy to REMEMBER
SHOW WHY
YOU ARETHE
HERO
YOU
BENEFITS vs. FEATURES
Focus on
Benefits
Not
Features
5GB 1,000 songs
END WITH
“CALLTO ACTION”
SHAREYOUR PASSION
COMMUNICATION
• 7%Verbal
• 93% Non verbal
NON-VERBALCOMMUNICATION
Body
Distance
Clothes & Looks
Body & Arm
Positions
Movem
ent
Gestures
Eye Contact
Face Expressions...
WATCHYOURTIME
• Time your self
• Plan your pauses
• Use images triggers
PACTICE MAKES PERFECT
Download Book
PRACTICE
.
PRACTICE
.
PRACTICE
.
Steve Jobs
did it for
hours!
Presentation Design
Pitch Delivery
Q & A Preparation
WHY Q & A ?
• Feedback
• Additional clarification
• Challenge certain
assumptions
DOs & DON’Ts
• Don’t give long explanations limit to 2-30
sec
• Ask for clarification if question is not clear
• You don’t...
Handling Feedback
• Accept the feedback
• Don’t respond – this is not a
question
• Don’t argue – this is not a
debate
• Sa...
Launchpad Program Evaluation Matrix
Criteria Description Weight
Innovation
Strength of innovation and originality of the i...
Common Questions
• Do you have evidence customers want it?
• How big is your market? Is it scalable?
• What’s the team loo...
THINK LIKE AN
INVESTOR
Market
Attractiveness
Product
Differentiation
Managerial
Capabilities
Resistance to
Threats
Expected
Return
Perceived
Risk...
Presentation Design
Pitch Delivery
Q & A Preparation
LEAVE AN
IMPRESSION
You can
do it!
Thank you!
Emad Saif
Center for Entrepreneurship
Qatar University
emadsaif@qu.edu.qa
@esaif
How to Make A Winning Pitch
How to Make A Winning Pitch
How to Make A Winning Pitch
How to Make A Winning Pitch
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How to Make A Winning Pitch

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This presentation was delivered as part of incubation program training to the Digital Incubation Center (DIC), Ministry of Information & Communication in Qatar. The attendees learned to design an engaging presentation, create an effective pitch and prepare to answer Q & A from the competition judges.

Publié dans : Business
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How to Make A Winning Pitch

  1. 1. HOW TO MAKE A WINNING PITCH Emad Saif Entrepreneurship Trainer
  2. 2. How to make a winning pitch by : Emad Saif, Center for Entrepreneurship, Qatar University
  3. 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. 4. Right now, someone out there is suffering from a boring presentation hopefully not yours
  5. 5. HOW TO MAKE A WINNING PITCH Emad Saif Entrepreneurship Trainer
  6. 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. 7. PITCH VIDEOS
  8. 8. HOW TO MAKE A WINNING PITCH Emad Saif Entrepreneurship Trainer
  9. 9. AGENDA Presentation Design Pitch Delivery Q & A Preparation
  10. 10. Presentation Design
  11. 11. Structure Presentation (5min) Q & A (3min)
  12. 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. 13. 1
  14. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 24. Make It Clear… even a child will get it! 2
  25. 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
  26. 26. Use Engaging Images3 Our solution supports the poor and the needy
  27. 27. 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%
  28. 28. YOUR AUDIENCE WILL REMEMBER ONLY 3 MAIN THINGS!
  29. 29. DON’T use Images with low resolution or watermarks
  30. 30. Money Can’t Buy Happiness
  31. 31. Let me give you some Example
  32. 32. Money Can’t Buy Happiness
  33. 33. Money Can’t Buy Happiness
  34. 34. Happiness Money Can’t Buy
  35. 35. Happiness Money Can’t Buy
  36. 36. Use Devices when showing screenshots
  37. 37. Presentation Design Pitch Delivery
  38. 38. HOWTO CREATE A PITCH 1. Brainstorm 2. Script 3. Time 4. Practice & Adjust
  39. 39. Team Need / Problem Idea / Tech Market Potential Project Milestones Support …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… BRAINSTORM IT …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. …………………………………………………………
  40. 40. …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… SCRIPT IT …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. ………………………………………………………… …………………………………………………………. …………………………………………………………
  41. 41. 00:00 01:00 02:00 03:00 04:00 05:00 06:00 7minPitch TIME IT
  42. 42. PRACTICE & ADJUST IT
  43. 43. YOURAUDIENCE READ FASTER THANYOUTALK
  44. 44. AUDIENCEWANTTO BE ENTERTAINED
  45. 45. NO “JARGON”
  46. 46. HOOKYOUR AUDIENCE
  47. 47. DON’T READWORD FORWORD
  48. 48. DON’T MEMORIZE
  49. 49. 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
  50. 50. STORY BUILDING BLOCKS
  51. 51. STORYTELLING Easy to FOLLOW, Easy to UNDERSTAND, Easy to REMEMBER
  52. 52. SHOW WHY YOU ARETHE HERO YOU
  53. 53. BENEFITS vs. FEATURES Focus on Benefits Not Features
  54. 54. 5GB 1,000 songs
  55. 55. END WITH “CALLTO ACTION”
  56. 56. SHAREYOUR PASSION
  57. 57. COMMUNICATION • 7%Verbal • 93% Non verbal
  58. 58. NON-VERBALCOMMUNICATION Body Distance Clothes & Looks Body & Arm Positions Movem ent Gestures Eye Contact Face Expressions Touch Voice Voice Tone Speed & Pauses
  59. 59. WATCHYOURTIME • Time your self • Plan your pauses • Use images triggers
  60. 60. PACTICE MAKES PERFECT
  61. 61. Download Book PRACTICE . PRACTICE . PRACTICE . Steve Jobs did it for hours!
  62. 62. Presentation Design Pitch Delivery Q & A Preparation
  63. 63. WHY Q & A ? • Feedback • Additional clarification • Challenge certain assumptions
  64. 64. 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
  65. 65. 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
  66. 66. 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%
  67. 67. 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?
  68. 68. THINK LIKE AN INVESTOR
  69. 69. Market Attractiveness Product Differentiation Managerial Capabilities Resistance to Threats Expected Return Perceived Risk Decision to Invest + - To Invest or not to Invest?
  70. 70. Presentation Design Pitch Delivery Q & A Preparation
  71. 71. LEAVE AN IMPRESSION
  72. 72. You can do it!
  73. 73. Thank you! Emad Saif Center for Entrepreneurship Qatar University emadsaif@qu.edu.qa @esaif

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