Presenting and Pitching skills

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Some tips on presenting and pitching for business after getting past stage one, request for proposal in a tender situation. Originally delivered as part of a workshop on writing winning proposals and making an effective pitch when bidding for tenders.

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Presenting and Pitching skills

  1. 1. Presenting and Pitching Skills Peter RamsdenParamount Learning Ltd
  2. 2. Aim of the session1. Be knowledgeable about what to do before making a pitch2. Identify with how to turn a good proposal into an effective pitch3. Generate an appreciation for good and bad presentation techniques4. Provide guidance in order to prepare a well structured and well delivered pitch (C) Paramount Learning Ltd
  3. 3. 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? (C) Paramount Learning Ltd
  4. 4. What do we need to considerin making an effective pitch? Audience Location Duration Content/Message Structure Delivery Methods Practice Do’s and Donts (C) Paramount Learning Ltd
  5. 5. 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 Research your audience behaviour and look (C) Paramount Learning Ltd
  6. 6. Location; Where, When and What facilities are available  Flipchart  Overhead Projector (OHP)  Data projector  Projector Screen  Whiteboard  Interactive Whiteboard  Room size, layout etc (C) Paramount Learning Ltd
  7. 7. Duration? 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 (C) Paramount Learning Ltd
  8. 8. 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? (C) Paramount Learning Ltd
  9. 9. Preparation methods Determine the structure of the proposal Methods of creating a basic structure  Mind mapping  A4-A5-A6  Length of presentation (C) Paramount Learning Ltd
  10. 10. Example Mind Map (C) Paramount Learning Ltd
  11. 11. 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 (C) Paramount Learning Ltd
  12. 12. Delivery; How People Listen Attention Span Bite Size Chunks Repetition (Milestones) Visual, Auditory, Kinesthetic (VAK) Observe non verbal communication Conditioned for breaks What’s my name? Use our own set of filters (C) Paramount Learning Ltd
  13. 13. Listening: Attention Span HighAttention Low Time (C) Paramount Learning Ltd
  14. 14. Delivery; What Makes PeopleListen 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 (C) Paramount Learning Ltd
  15. 15. What motivates people to buy? Credibility Expertise Passionate Honesty Independent referrals Economics Specifications Timing/convenience (C) Paramount Learning Ltd
  16. 16. Presentation Styles Positive  Negative Warm  Arrogant Honest  Vague Friendly  Patronising Exciting  Monotonous Passionate  Closed Knowledgeable  Complex (Depends on Confident Audience) Organised  Nervous  Irrelevant (C) Paramount Learning Ltd
  17. 17. 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 (C) Paramount Learning Ltd
  18. 18. 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 (C) Paramount Learning Ltd
  19. 19. 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 (C) Paramount Learning Ltd
  20. 20. 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 (C) Paramount Learning Ltd
  21. 21. Do’s and donts 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 (C) Paramount Learning Ltd
  22. 22. Do’s and donts 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 (C) Paramount Learning Ltd
  23. 23. 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 (C) Paramount Learning Ltd
  24. 24. 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? (C) Paramount Learning Ltd
  25. 25. Presenting and Pitching Skills Thank You Questions Please
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