Presenting and Pitching skills

Presenting and Pitching Skills

Peter Ramsden

Paramount Learning Ltd

(C) Paramount Learning Ltd

Aim of the session

1. Be knowledgeable about what to do before making a pitch

2. Identify with how to turn a good proposal into an effective pitch

3. Generate an appreciation for good and bad presentation techniques

4. Provide guidance in order to prepare a well structured and well delivered pitch


Well Done

Your proposal has made it through stage one and you have been invited to discuss your proposal at a meeting with the client.

What’s your first thought? Really! Fantastic Relief Panic Oh no I have to make a formal presentation!

What do we need to do to secure the business?


What do we need to consider in making an effective pitch?

Audience Location Duration Content/Message Structure Delivery Methods Practice Do’s and Don'ts


Audience

Try to find out Who will be there? What are their roles and

responsibilities Who else might be pitching Consider who will be

attending from your company Match numbers and skills as

appropriate Be aware of client corporate

style and reflect in your behaviour and look

Research your audience


Location; Where, When and

What facilities are available Flipchart Overhead Projector (OHP) Data projector Projector Screen Whiteboard Interactive Whiteboard Room size, layout etc


Important to find out for a number of reasons Knowing how long you have helps you develop

a well timed and structured presentation Determines the maximum volume of

information you can deliver People typically prefer shorter rather than

longer presentations Shorter high impact presentations are

generally more memorable It’s better to finish one minute early than five

minutes late

Duration?


The Content/Message Be confident; you have been invited to

present Review the tender and your proposal

once again Identify any key points and ensure these

are included in your pitch Review your pre-proposal notes

Which areas did you deem to be important; accommodate into your pitch

Create a list of any questions they might ask and be ready to provide a well prepared response. What messages do you want

the audience to take away?


Preparation methods

Determine the structure of the proposal

Methods of creating a basic structure Mind mapping A4-A5-A6 Length of presentation


Example Mind Map


Structure

Introduction Thank the audience for the opportunity to present Who am I or Who are we? Briefly outline what you are going to talk about? Advise if you will take questions during or at the end?

Main Body Break into segments Focus on details as and when appropriate

Wrap Up Summarize, And finally, In conclusion


Delivery; How People Listen

Attention Span Bite Size Chunks Repetition (Milestones) Visual, Auditory, Kinesthetic

(VAK) Observe non verbal

communication Conditioned for breaks Use our own set of filters What’s my name?


Attention

Time

Listening: Attention Span

High

Low


Delivery; What Makes People Listen

Self Interest; What’s in it for me/us? Try to guess what they want to hear

Who is speaking Can this person solve my issue

What are they saying Is this relevant and easy to understand

How they are delivering the message Are they engaging or vague and boring


What motivates people to buy?

Credibility Expertise Passionate Honesty Independent referrals Economics Specifications Timing/convenience


Presentation Styles

Positive Warm Honest Friendly Exciting Passionate Knowledgeable Confident Organised

Negative Arrogant Vague Patronising Monotonous Closed Complex (Depends on Audience) Nervous Irrelevant


Getting Ready

Be Yourself Make an impressive start

Deep breaths Smile Introduce yourself Who am I Why am I here What am I going to say


Do’s and don’ts

Practice, Practice, Practice If possible arrive early.

Check projector Audience seating Room temperature, lights, layout etc

Take backups. Powerpoint, printouts, OHP Never start with an apology


Do’s and don’ts

Visual Aids Can work for and against you Can be prepared in advance Flipcharts, Whiteboard, Powerpoint, OHP’s,

Slides Keep simple; Easily legible Concentrate on the audience not the aid


Do’s and don’ts

Use eye contact Do not walk in front of the screen Control nerves through deep breathing When using Acetates

Beware of the shakes Fans can be noisy Can draw on them directly to illustrate a point


Do’s and don'ts

Avoid handouts unless essential to make a point; distribute at the the end

Watch out for err’s and um’s Control of hands

Clicking pens Shuffling coins in pocket Hand over mouth Scratching


Do’s and don'ts

Control of Body/Feet Shuffling Walking backward and forwards Stand upright

Invest in a presenter Use ‘and finally’ to raise interest once only Use peoples names if you know them


Do’s and Don’ts

Voice and Vocabulary Vary pace and tone Speak to the back of the room Avoid jargon

• PowerPoint shortcuts Shift B = Black Screen Shift W = White Screen Right mouse click allows pointer options


In Summary (4P’s)

Preparation Audience, Location, Message, Structure, Delivery Review tender and proposal

Practice Try it out Refine

Pitch You should now be ready to make you pitch

Purchase order?

Presenting and Pitching Skills

Thank YouQuestions Please

Technology

Presenting and Pitching skills