6-3-1 www.aristo.ie
“ Pitch your  Research to Increase Funding Opportunities ” (Overcome the curse of knowledge) Andrew C. Keogh Aristo  Conne...
A study conducted by AT&T and Stanford University revealed that the top  predictor of professional success and upward mobi...
Confidence to Connect
Build Relationships
Create Trust
Connect 2   Grow
Brendan Kennelly   Prof. of English at Trinity College  says----- There are two requirements for learning,  “ ask question...
Outline Masterclass <ul><li>Make a Good First Impression </li></ul><ul><li>What’s the Story  </li></ul><ul><li>Tell your S...
Aristo Philosophy <ul><li>Stop delivering </li></ul><ul><li>Speeches (no audience) </li></ul><ul><li>Lectures (boring) </l...
Have a Conversation (Chat) <ul><li>Aristo promotes the art of extended conversation </li></ul><ul><li>Have a conversation ...
Masterclass Learning Objectives <ul><li>Learn how to develop rapport with your audience </li></ul><ul><li>Develop exciting...
Course Mechanics <ul><li>Coaching </li></ul><ul><li>Timing </li></ul><ul><li>Presentation Format </li></ul>
Make a Good First Impression
Profile Qualities of a Good Person <ul><li>??????????? </li></ul><ul><li>???????????? </li></ul><ul><li>???????????? </li>...
Session Objectives <ul><li>To begin speaking before your fellow delegates </li></ul><ul><li>Make a good first impression <...
First Impressions <ul><li>Name </li></ul><ul><li>Position </li></ul><ul><li>Need </li></ul><ul><li>Incident </li></ul>Qual...
Who ate the Frog?
Session Objectives <ul><li>To begin speaking before your fellow delegates </li></ul><ul><li>Make a good first impression <...
Create Your Story STACK
<ul><li>Break </li></ul>
What’s the Story (Keep it Plain)
Session Objectives <ul><li>Create an engaging opening </li></ul><ul><li>Choose the correct structure for the talk </li></u...
Tell a Story Niklas Zennstrom
America v Europe
The Basics <ul><ul><li>Paul O’Connell </li></ul></ul>Padraig Harrington
The Basics <ul><li>OPEN:   </li></ul><ul><li>(Connect in 20 words or 7 sec.) </li></ul><ul><li>BODY: </li></ul><ul><li>Con...
 
 
What’s the Story ( USP-Elevator Pitch- HCP ) <ul><li>Plan:  Who is your audience? </li></ul><ul><li>Connect:   </li></ul><...
<ul><li>Ask a question </li></ul><ul><li>Pay your listener a compliment </li></ul><ul><li>Relate a dramatic or humorous in...
 
 
<ul><li>Propose a change </li></ul><ul><li>Dramatise your ideas </li></ul><ul><li>Repeat the benefit </li></ul><ul><li>Use...
Summary Session Objectives <ul><li>Create an engaging opening </li></ul><ul><li>Choose the correct structure for the talk ...
Assign ‘Tell Your Story’ <ul><li>Create and deliver a pitch that will answer the questions a partner / investor needs to k...
My contact details: www.aristo.ie [email_address] http://ie.linkedin.com/in/andrewckeogh Office: 353 (0)18208552 @aristoc2...
Judging Criteria <ul><li>“  It is one thing to have a great idea for the application of a technology. It is another thing ...
Speak the Language of Audience www.aristo.ie
“ Pitch your  Research to Increase Funding Opportunities ” (Overcome the curse of knowledge) Andrew C. Keogh Aristo  Conne...
Who ate the Frog?
The Basics: <ul><li>OPEN:   </li></ul><ul><li>(Connect in 20 words or 7 sec.) </li></ul><ul><li>BODY: </li></ul><ul><li>(C...
Structure <ul><li>“  Despite the fact that Father Ted was basically an Irish ‘Only Fools and Horses ‘ with a soft , surrea...
Plan your Journey <ul><li>All conversations to be interesting must have a planned destination </li></ul>“  It usually take...
Plan your Talk <ul><li>Analogy:  Planning a journey is like planning a talk </li></ul>&quot;One good  analogy  is worth th...
  Pitch Structure  <ul><li>Who is your Audience ? </li></ul><ul><li>Connect:   (get attention) </li></ul><ul><li>What prob...
Connect 2   Grow www.aristo.ie K I S S $ Problem -Solution
Business Model use metaphors, we   are   like;
Competition Why are you different /better / displace
Financials  -  Costs <ul><li>How big is your ambition? </li></ul><ul><li>Too Big </li></ul><ul><li>Too Small </li></ul>
Executions & Milestones www.aristo.ie “ If you can do it, it ain't  braggin”.  Dizzy Dean Baseball pitcher
 
Opening: Newspaper Headlines! <ul><li>GOTCHA!  </li></ul><ul><li>Sun on sinking of Belgrano </li></ul><ul><li>HEADLESS BOD...
<ul><li>Ask a question </li></ul><ul><li>Pay your listener a compliment </li></ul><ul><li>Relate a dramatic or humorous in...
 
<ul><li>Some novel ways to end on a high   Saturday 10July 2010 </li></ul><ul><li>Joseph O’Connor </li></ul><ul><li>I wrot...
<ul><li>Propose a change </li></ul><ul><li>Dramatise your ideas </li></ul><ul><li>Repeat the benefit </li></ul><ul><li>Use...
Body <ul><li>Use the following in the body of your talk, making no more than three key points </li></ul><ul><li>Analogies ...
Question & Answers
Summary: Learning Objectives <ul><li>Learn how to develop rapport with your audience </li></ul><ul><li>Develop exciting op...
vote: <ul><li>Who ate the Frog </li></ul>
My contact details: www.aristo.ie [email_address] http://ie.linkedin.com/in/andrewckeogh Office: 353 (0)18208552 @aristoc2...
“ A gossip talks about others, a bore talks about himself, a salesman talks about his product – and a brilliant conversati...
3 Types of Buyers  <ul><li>Influencer </li></ul><ul><li>Admin. Buyer </li></ul><ul><li>Economic Buyer </li></ul>
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Pitch your research to increase funding opp(tto) rev 1

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Presentation to Universities in Ireland on how to pitch/present their research ideas to a business audience

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  • Be the one that they are interested in talking to The one that they are excited by
  • When we use the language of our industry/jargon we feel we are one of the gang. When presenting to external sources we need to have people feeling included not excluded, if you are going to be successful at pitching include people avoid jargon and language of your industry Tell the story of Italian holiday
  • Explain the basics by telling the story of Paul O’Connell and the Munster team or of Graham McDowell (G- Mac) Sports people always talk about getting the basics right. The same applies to presenting the basics are – open: get attention, close: tell the audience how they are better. Between Open and Close use one of 5-6 tried and trusted formats. This evening I will give you the format for Pitch talk.
  • In the body of your talk you cannot make no more than three key points. Ideally one key point would be best but this requires a great deal of bravery. So that people will understand your business ideas you can use any of the following in the body of talk: analogies, demonstrations, examples, facts, statistics, testimonials.( but not all of them) Reminder “data overload is the greatest failing when trying to communicate with your audience” Andrew C. Keogh
  • KISS is an anachronism for keeping it simple stupid However, I would suggest that this should be ‘keep it simple and you will earn Dollars!’
  • With regard to the financial slide if you feel you should put one in, I believe they should not be too detailed. If you include a lot of detail it just leads to awkward and difficult questions which you may not know the answer to as financials are guesswork at best. Some mistakes I have seen presenters make when pitching to venture capitalists, they look for too much, they are currently doing little or nothing and tell us they will be doing 15 million sales in 18 months. too small: they tell us that the product has been approved by major multinational and is in use by them and then look for a 20 K investment A rule of thumb that I’ve heard serial entrepreneurs suggest is that if you forecast doubling your sales figures over the first three or four years that’s generally acceptable and realistic.
  • Pitch your research to increase funding opp(tto) rev 1

    1. 1. 6-3-1 www.aristo.ie
    2. 2. “ Pitch your Research to Increase Funding Opportunities ” (Overcome the curse of knowledge) Andrew C. Keogh Aristo Connect 2 Grow
    3. 3. 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, &quot; Do you enjoy giving speeches?&quot; Will what we are doing help my career?
    4. 4. Confidence to Connect
    5. 5. Build Relationships
    6. 6. Create Trust
    7. 7. Connect 2 Grow
    8. 8. Brendan Kennelly Prof. of English at Trinity College says----- There are two requirements for learning, “ ask questions and have fun”
    9. 9. Outline Masterclass <ul><li>Make a Good First Impression </li></ul><ul><li>What’s the Story </li></ul><ul><li>Tell your Story </li></ul>
    10. 10. Aristo Philosophy <ul><li>Stop delivering </li></ul><ul><li>Speeches (no audience) </li></ul><ul><li>Lectures (boring) </li></ul><ul><li>Sermons (churches empty) </li></ul><ul><li>Presentations (uninteresting) </li></ul>
    11. 11. Have a Conversation (Chat) <ul><li>Aristo promotes the art of extended conversation </li></ul><ul><li>Have a conversation be it with </li></ul><ul><li>1 - 5- 50 or 500 people </li></ul>
    12. 12. Masterclass Learning Objectives <ul><li>Learn how to develop rapport with your audience </li></ul><ul><li>Develop exciting openings and closings to your talk that will engage your listeners </li></ul><ul><li>Create presentations that stick in your listeners mind long after you have left the room </li></ul><ul><li>Conduct effective Questions and Answers sessions </li></ul><ul><li>Reduce your dependency on boring PowerPoint presentations </li></ul>
    13. 13. Course Mechanics <ul><li>Coaching </li></ul><ul><li>Timing </li></ul><ul><li>Presentation Format </li></ul>
    14. 14. Make a Good First Impression
    15. 15. Profile Qualities of a Good Person <ul><li>??????????? </li></ul><ul><li>???????????? </li></ul><ul><li>???????????? </li></ul>
    16. 16. Session Objectives <ul><li>To begin speaking before your fellow delegates </li></ul><ul><li>Make a good first impression </li></ul><ul><li>Identify what areas require emphasis in your leadership development </li></ul><ul><li>Develop rapport with your colleagues </li></ul>
    17. 17. First Impressions <ul><li>Name </li></ul><ul><li>Position </li></ul><ul><li>Need </li></ul><ul><li>Incident </li></ul>Qualities
    18. 18. Who ate the Frog?
    19. 19. Session Objectives <ul><li>To begin speaking before your fellow delegates </li></ul><ul><li>Make a good first impression </li></ul><ul><li>Identify what areas require emphasis in your leadership development </li></ul><ul><li>Develop rapport with your colleagues </li></ul>
    20. 20. Create Your Story STACK
    21. 21. <ul><li>Break </li></ul>
    22. 22. What’s the Story (Keep it Plain)
    23. 23. Session Objectives <ul><li>Create an engaging opening </li></ul><ul><li>Choose the correct structure for the talk </li></ul><ul><li>Keep your message simple </li></ul><ul><li>Create a memorable close </li></ul><ul><li>Call for action </li></ul>
    24. 24. Tell a Story Niklas Zennstrom
    25. 25. America v Europe
    26. 26. The Basics <ul><ul><li>Paul O’Connell </li></ul></ul>Padraig Harrington
    27. 27. The Basics <ul><li>OPEN: </li></ul><ul><li>(Connect in 20 words or 7 sec.) </li></ul><ul><li>BODY: </li></ul><ul><li>Concentration ON-OFF-ON-OFF-ON-OFF-ON OFF ON OFF-ON-OFF </li></ul><ul><li>CLOSE: </li></ul><ul><li>(Take home message in 20 w or 7 sec.) </li></ul>Note: If they remember the take home message you are a success
    28. 30. What’s the Story ( USP-Elevator Pitch- HCP ) <ul><li>Plan: Who is your audience? </li></ul><ul><li>Connect: </li></ul><ul><li>Step 1: get attention 20words or 7 sec. </li></ul><ul><li>Step 2: problem you solve </li></ul><ul><li>Who are you? (introduce yourself) </li></ul><ul><li>What do you do? ( KISS) </li></ul><ul><li>How are they better? </li></ul><ul><li>Action </li></ul>
    29. 31. <ul><li>Ask a question </li></ul><ul><li>Pay your listener a compliment </li></ul><ul><li>Relate a dramatic or humorous incident </li></ul><ul><li>Deliver a startling statement with power and conviction </li></ul><ul><li>Create mystery or intrigue </li></ul>Openings Open your talk in 20 words or 7 seconds by doing one of the following;
    30. 34. <ul><li>Propose a change </li></ul><ul><li>Dramatise your ideas </li></ul><ul><li>Repeat the benefit </li></ul><ul><li>Use an appropriate quotation </li></ul><ul><li>Speak on a personal level (story) </li></ul><ul><li>Appeal to a persons nobler motives </li></ul>Closing Close your talk in 20 words or 7 seconds by doing one of the following
    31. 35. Summary Session Objectives <ul><li>Create an engaging opening </li></ul><ul><li>Choose the correct structure for the talk </li></ul><ul><li>Keep your message simple </li></ul><ul><li>Create a memorable close </li></ul><ul><li>Call for action </li></ul>
    32. 36. Assign ‘Tell Your Story’ <ul><li>Create and deliver a pitch that will answer the questions a partner / investor needs to know </li></ul>
    33. 37. My contact details: www.aristo.ie [email_address] http://ie.linkedin.com/in/andrewckeogh Office: 353 (0)18208552 @aristoc2g Mobile: 353 (0) 87 2569241
    34. 38. Judging Criteria <ul><li>“ 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”. </li></ul><ul><li>Dr Barbara M. Fossum </li></ul>
    35. 39. Speak the Language of Audience www.aristo.ie
    36. 40. “ Pitch your Research to Increase Funding Opportunities ” (Overcome the curse of knowledge) Andrew C. Keogh Aristo Connect 2 Grow
    37. 41. Who ate the Frog?
    38. 42. The Basics: <ul><li>OPEN: </li></ul><ul><li>(Connect in 20 words or 7 sec.) </li></ul><ul><li>BODY: </li></ul><ul><li>(Concentration ON-OFF-ON-OFF-ON-OFF-ON OFF ON OFF-ON-OFF) </li></ul><ul><li>CLOSE: </li></ul><ul><li> ( If they remember your take home message you are a success) </li></ul>www.aristo.ie
    39. 43. Structure <ul><li>“ 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 ” </li></ul><ul><li>Graham Linehan </li></ul>
    40. 44. Plan your Journey <ul><li>All conversations to be interesting must have a planned destination </li></ul>“ It usually takes me more than three weeks to prepare a good impromptu speech” Mark Twain
    41. 45. Plan your Talk <ul><li>Analogy: Planning a journey is like planning a talk </li></ul>&quot;One good analogy is worth three hours discussion.&quot; (Dudley Field Malone) Better Connect Sales/ Finance Who? Problem/Market Audience Prepare Action
    42. 46. Pitch Structure <ul><li>Who is your Audience ? </li></ul><ul><li>Connect: (get attention) </li></ul><ul><li>What problem do you solve? ( KISS) </li></ul><ul><li>How many have you sold? </li></ul><ul><li>Competition (we are like) </li></ul><ul><li>Finances (your ambition) </li></ul><ul><li>Who are you? </li></ul><ul><li>How are they better? </li></ul><ul><li>(always finish with how people will be better) </li></ul><ul><li>Call for Action </li></ul>www.aristo.ie
    43. 47. Connect 2 Grow www.aristo.ie K I S S $ Problem -Solution
    44. 48. Business Model use metaphors, we are like;
    45. 49. Competition Why are you different /better / displace
    46. 50. Financials - Costs <ul><li>How big is your ambition? </li></ul><ul><li>Too Big </li></ul><ul><li>Too Small </li></ul>
    47. 51. Executions & Milestones www.aristo.ie “ If you can do it, it ain't braggin”. Dizzy Dean Baseball pitcher
    48. 53. Opening: Newspaper Headlines! <ul><li>GOTCHA! </li></ul><ul><li>Sun on sinking of Belgrano </li></ul><ul><li>HEADLESS BODY IN TOPLESS BAR </li></ul><ul><li>New York Post on a local murder </li></ul><ul><li>FREDDIE STAR ATE MY HAMPSTER </li></ul><ul><li>Sun: story was a fabrication </li></ul><ul><li>ICE CREAM MAN HAS ASSETS FROZEN </li></ul><ul><li>BBC News </li></ul><ul><li>SUPER CALEY GO BALLISTIC CELTIC ARE ATROCIOUS </li></ul><ul><li>Sun on Inverness Caledonian Thistle beating Celtic in the Scottish Cup </li></ul>
    49. 54. <ul><li>Ask a question </li></ul><ul><li>Pay your listener a compliment </li></ul><ul><li>Relate a dramatic or humorous incident </li></ul><ul><li>Deliver a startling statement with power and conviction </li></ul><ul><li>Create mystery or intrigue </li></ul>Openings Open your talk in 20 words or 7 seconds by doing one of the following;
    50. 56. <ul><li>Some novel ways to end on a high Saturday 10July 2010 </li></ul><ul><li>Joseph O’Connor </li></ul><ul><li>I wrote the closing line of my book ‘Ghost Light’ many months before I completed the book </li></ul><ul><li>Tana French </li></ul><ul><li>Last line gives me something to move towards, an end point for the arc of the book </li></ul><ul><li>Tishani Doshi </li></ul><ul><li>The 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 </li></ul>
    51. 57. <ul><li>Propose a change </li></ul><ul><li>Dramatise your ideas </li></ul><ul><li>Repeat the benefit </li></ul><ul><li>Use an appropriate quotation </li></ul><ul><li>Speak on a personal level </li></ul><ul><li>i.e. tell a story </li></ul><ul><li>Appeal to a persons nobler motives </li></ul>Closing
    52. 58. Body <ul><li>Use the following in the body of your talk, making no more than three key points </li></ul><ul><li>Analogies </li></ul><ul><li>Demonstrations </li></ul><ul><li>Examples </li></ul><ul><li>Facts </li></ul><ul><li>Statistics </li></ul><ul><li>Testimonials </li></ul>
    53. 59. Question & Answers
    54. 60. Summary: Learning Objectives <ul><li>Learn how to develop rapport with your audience </li></ul><ul><li>Develop exciting openings and closings to your talk that will engage your listeners </li></ul><ul><li>Create presentations that stick in your listeners mind long after you have left the room </li></ul><ul><li>Conduct effective Questions and Answers sessions </li></ul><ul><li>Reduce your dependency on Boring PowerPoint presentations </li></ul>
    55. 61. vote: <ul><li>Who ate the Frog </li></ul>
    56. 62. My contact details: www.aristo.ie [email_address] http://ie.linkedin.com/in/andrewckeogh Office: 353 (0)18208552 @aristoc2g Mobile: 353 (0) 87 2569241
    57. 63. “ A gossip talks about others, a bore talks about himself, a salesman talks about his product – and a brilliant conversationalist talks about you.” Andrew Keogh
    58. 64. 3 Types of Buyers <ul><li>Influencer </li></ul><ul><li>Admin. Buyer </li></ul><ul><li>Economic Buyer </li></ul>

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