Pitch your research to increase funding opp(tto) rev 1

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6-3-1

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“Pitch your Research to Increase Funding Opportunities ”

(Overcome the curse of knowledge)

Andrew C. Keogh

Aristo Connect 2 Grow

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A study conducted by AT&T and Stanford University revealed that the top predictor of professional success and upward mobility is how much you enjoy and how good you are at public speaking.

In this study the single best question to predict high earnings was, "Do you enjoy giving speeches?"

Will what we are doing help my career?

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Confidence to Connect

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Build Relationships

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Create Trust

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Connect 2 Grow

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Brendan Kennelly Prof. of English at Trinity College says-----

There are two requirements for learning,

“ask questions and have fun”

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Outline Masterclass

Make a Good First Impression

What’s the Story

Tell your Story

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Aristo Philosophy

Stop delivering

Speeches (no audience) Lectures (boring) Sermons (churches empty) Presentations (uninteresting)

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Have a Conversation (Chat)

Aristo promotes the art of extended conversation

Have a conversation be it with

1-5-50 or 500 people

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Masterclass Learning Objectives

Learn how to develop rapport with your audience

Develop exciting openings and closings to your talk that will engage your listeners

Create presentations that stick in your listeners mind long after you have left the room

Conduct effective Questions and Answers sessions

Reduce your dependency on boring PowerPoint presentations

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Course Mechanics

Coaching Timing Presentation Format

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Make a Good First Impression

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Profile Qualities of a Good Person

• ???????????

• ????????????

• ????????????

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Session Objectives

To begin speaking before your fellow delegates

Make a good first impression

Identify what areas require emphasis in your leadership development

Develop rapport with your colleagues

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First ImpressionsFirst Impressions

Name Position Need Incident

Name Position Need Incident

QualitiesQualitiesQualitiesQualities

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Who ate the Frog?

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Session Objectives

To begin speaking before your fellow delegates

Make a good first impression

Identify what areas require emphasis in your leadership development

Develop rapport with your colleagues

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Create Your StorySTACK

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Break

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What’s the Story(Keep it Plain)

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Session Objectives

Create an engaging opening Choose the correct structure for the

talk Keep your message simple Create a memorable close Call for action

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Tell a Story

Niklas Zennstrom

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America v Europe

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The Basics

Paul O’Connell Padraig Harrington

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The Basics OPEN:

(Connect in 20 words or 7 sec.)

BODY: Concentration ON-OFF-ON-OFF-ON-

OFF-ON OFF ON OFF-ON-OFF

CLOSE:(Take home message in 20 w or 7 sec.)

Note: If they remember the take home message you are a success

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What’s the Story(USP-Elevator Pitch- HCP)

Plan: Who is your audience?

• Connect: Step 1: get attention 20words or 7 sec.Step 2: problem you solve

• Who are you? (introduce yourself)

• What do you do? (KISS)

• How are they better? • Action

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Ask a question Pay your listener a compliment Relate a dramatic or humorous

incident Deliver a startling statement with

power and conviction Create mystery or intrigue

Ask a question Pay your listener a compliment Relate a dramatic or humorous

incident Deliver a startling statement with

power and conviction Create mystery or intrigue

Open your talk in 20 words or 7 seconds by doing one of the following;

Openings

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Propose a change Dramatise your ideas Repeat the benefit Use an appropriate quotation Speak on a personal level (story) Appeal to a persons nobler

motives

Propose a change Dramatise your ideas Repeat the benefit Use an appropriate quotation Speak on a personal level (story) Appeal to a persons nobler

motives

ClosingClosingClose your talk in 20 words or 7 seconds by doing one of the followingClose your talk in 20 words or 7 seconds by doing one of the following

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Summary Session Objectives

Create an engaging opening Choose the correct structure for the

talk Keep your message simple Create a memorable close Call for action

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Assign ‘Tell Your Story’

Create and deliver a pitch that will answer the questions a partner / investor needs to know

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My contact details:

andrew@aristo.ie

http://ie.linkedin.com/in/andrewckeogh

Office: 353 (0)18208552

@aristoc2g

Mobile: 353 (0) 87 2569241

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Judging Criteria“ It is one thing to have a great idea

for the application of a technology. It is another thing entirely to enable someone else to recognise that you have a great idea”.

Dr Barbara M. Fossum

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“Pitch your Research to Increase Funding Opportunities ”

(Overcome the curse of knowledge)

Andrew C. Keogh

Aristo Connect 2 Grow

www.aristo.ie

Who ate the Frog?

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The Basics: OPEN:

(Connect in 20 words or 7 sec.)

BODY: (Concentration ON-OFF-ON-OFF-ON-

OFF-ON OFF ON OFF-ON-OFF)

CLOSE: (If they remember your take home message you are a success)

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Structure

“ Despite the fact that

Father Ted was basically an Irish ‘Only Fools and Horses ‘ with a soft , surreal twist (the three male characters in both are almost identical”

Graham Linehan

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Plan your Journey

All conversations to be interesting must have a planned destination

“ It usually takes me more than three weeks to prepare a good impromptu

speech”Mark Twain

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Plan your Talk

Analogy: Planning a journey is like planning a talk

"One good analogy is worth three hours discussion."(Dudley Field Malone)

Better

Connect

Sales/Finance

Who?

Problem/Market

Audience

Prepare

Action

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Pitch Structure Who is your Audience ? Connect: (get attention) What problem do you solve? (KISS) How many have you sold? Competition (we are like) Finances (your ambition) Who are you? How are they better?

(always finish with how people will be better) Call for Action

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Connect 2 Grow

K

I

S

S

$

Problem -Solution

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Business Modeluse metaphors, we are like;

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Competition

Why are you different /better / displace

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Financials - Costs

How big is your ambition?

Too Big

Too Small

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Executions & Milestones

“If you can do it, it ain't braggin”.

Dizzy Dean Baseball pitcher

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Opening: Newspaper Headlines!

GOTCHA! Sun on sinking of Belgrano

HEADLESS BODY IN TOPLESS BARNew York Post on a local murder

FREDDIE STAR ATE MY HAMPSTER Sun: story was a fabrication

ICE CREAM MAN HAS ASSETS FROZENBBC News

SUPER CALEY GO BALLISTIC CELTIC ARE ATROCIOUSSun on Inverness Caledonian Thistle beating Celtic in the Scottish Cup

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Ask a question Pay your listener a compliment Relate a dramatic or humorous

incident Deliver a startling statement with

power and conviction Create mystery or intrigue

Ask a question Pay your listener a compliment Relate a dramatic or humorous

incident Deliver a startling statement with

power and conviction Create mystery or intrigue

Open your talk in 20 words or 7 seconds by doing one of the following;

Openings

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Some novel ways to end on a high Saturday 10July 2010

Joseph O’ConnorI wrote the closing line of my book ‘Ghost Light’

many months before I completed the book Tana FrenchLast line gives me something to move towards, an

end point for the arc of the bookTishani DoshiThe test of a really good last line is to see whether

it makes us want to go back to the beginning and read the book again

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Propose a change Dramatise your ideas Repeat the benefit Use an appropriate quotation Speak on a personal level i.e. tell a story Appeal to a persons nobler

motives

Propose a change Dramatise your ideas Repeat the benefit Use an appropriate quotation Speak on a personal level i.e. tell a story Appeal to a persons nobler

motives

ClosingClosing

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BodyUse the following in the body of your talk,

making no more than three key points

Analogies Demonstrations Examples Facts Statistics Testimonials

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Question & Answers

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Summary: Learning Objectives

Learn how to develop rapport with your audience

Develop exciting openings and closings to your talk that will engage your listeners

Create presentations that stick in your listeners mind long after you have left the room

Conduct effective Questions and Answers sessions

Reduce your dependency on Boring PowerPoint presentations

www.aristo.ie

vote:

Who ate the Frog

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www.aristo.ie

My contact details:

andrew@aristo.ie

http://ie.linkedin.com/in/andrewckeogh

Office: 353 (0)18208552

@aristoc2g

Mobile: 353 (0) 87 2569241