January 2013Confidential Material * Property of Ken Singer
Instructor: Ken Singer
July 23, 2013
January 2013Confidential Material * Property of Ken Singer
• Managing Director, CET|Berkeley
• Serial entrepreneur with 15...
January 2013Confidential Material * Property of Ken Singer
Question: what is your goal when presenting?
Art of the pitch
January 2013Confidential Material * Property of Ken Singer
Two Player game
-> ACT->
January 2013Confidential Material * Property of Ken Singer
• Hook the audience – first 10 seconds
• Teach them something n...
January 2013Confidential Material * Property of Ken Singer
Must feel inspired.
What makes people take action?
January 2013Confidential Material * Property of Ken Singer
• People make decisions emotionally
• Justify with logic
Dirty ...
January 2013Confidential Material * Property of Ken Singer
Principles of presenting well
January 2013Confidential Material * Property of Ken Singer
Know your audience. Respect them.
January 2013Confidential Material * Property of Ken Singer
Belief leads to confidence
January 2013Confidential Material * Property of Ken Singer
High Energy: be enthusiastic
January 2013Confidential Material * Property of Ken Singer
Natural loose posture
January 2013Confidential Material * Property of Ken Singer
Smile
January 2013Confidential Material * Property of Ken Singer
Hands
January 2013Confidential Material * Property of Ken Singer
Establishing credibility
Does the message and the
messenger ali...
January 2013Confidential Material * Property of Ken Singer
- Credibility = Game Fail
Game FAIL
January 2013Confidential Material * Property of Ken Singer
The Presentation
January 2013Confidential Material * Property of Ken Singer
The What & The HOW
The “music” and the “performance”
January 2013Confidential Material * Property of Ken Singer
The “What”: Areas to cover
• The “Problem”
• The “Solution”
• V...
January 2013Confidential Material * Property of Ken Singer
The “How”
Tell a story…
January 2013Confidential Material * Property of Ken Singer
Aspects of the how
• How you Frame the story…
• Keep your speci...
January 2013Confidential Material * Property of Ken Singer
Power of storytelling
January 2013Confidential Material * Property of Ken Singer
Building a case – logical order
January 2013Confidential Material * Property of Ken Singer
Popular Narrative Arc
• Begin with a “hook”
• Convince them of ...
January 2013Confidential Material * Property of Ken Singer
Example Presentation
Flowbit
January 2013Confidential Material * Property of Ken Singer
Tactics in story telling
January 2013Confidential Material * Property of Ken Singer
Tactics: visuals
January 2013Confidential Material * Property of Ken Singer
Word Choice
January 2013Confidential Material * Property of Ken Singer
Tactics
Power of Models and Familiarity
January 2013Confidential Material * Property of Ken Singer
Tactics
Dangers of Models and Familiarity
January 2013Confidential Material * Property of Ken Singer
Power of the demo
Power of examples
January 2013Confidential Material * Property of Ken Singer
The Bad
January 2013Confidential Material * Property of Ken Singer
January 2013Confidential Material * Property of Ken Singer
January 2013Confidential Material * Property of Ken Singer
January 2013Confidential Material * Property of Ken Singer
The Good
January 2013Confidential Material * Property of Ken Singer
January 2013Confidential Material * Property of Ken Singer
January 2013Confidential Material * Property of Ken Singer
January 2013Confidential Material * Property of Ken Singer
Tactics
Make people think…but not TOO hard.
January 2013Confidential Material * Property of Ken Singer
Tactics
Comfort with the Material
January 2013Confidential Material * Property of Ken Singer
Tactics
How to answer questions
January 2013Confidential Material * Property of Ken Singer
PRINCIPLES OF SPEAKING
-Simple language choice
-Annunciate
-slo...
January 2013Confidential Material * Property of Ken Singer
Principles of design
•Use powerful images
•Few words
•Use large...
January 2013Confidential Material * Property of Ken Singer
Your turn
• Use the principles outlined here to
tweek your pitc...
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The art of presenting bootcamp

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Ken Singer @ European Innovation Academy Summer Session 2013

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  • When you’re presenting your business, what is the end game?
  • Notice: none of these things have anything to do with your technology
  • You must appeal to their humanity. Notice I did not say “explain everything”.
  • YOU must believe. Confidence is power.
  • YOU must believe. Confidence is power.
  • YOU must believe. Confidence is power.
  • YOU must believe. Confidence is power.
  • YOU must believe. Confidence is power.
  • Why you are qualified to bring this idea to life?
  • It’s how we make sense of complex things.
  • https://www.dropbox.com/sh/yv26lygr60doted/xCv5n91MJC#f:Flowbit.mp4
  • The art of presenting bootcamp

    1. 1. January 2013Confidential Material * Property of Ken Singer Instructor: Ken Singer July 23, 2013
    2. 2. January 2013Confidential Material * Property of Ken Singer • Managing Director, CET|Berkeley • Serial entrepreneur with 15 years of mobile startup experience • Pitched to over 100 venture capitalists • Founded, VC-funded, & managed enterprise mobility startup • Mentored, advised 50+ companies Ken Singer, Entrepreneur
    3. 3. January 2013Confidential Material * Property of Ken Singer Question: what is your goal when presenting? Art of the pitch
    4. 4. January 2013Confidential Material * Property of Ken Singer Two Player game -> ACT->
    5. 5. January 2013Confidential Material * Property of Ken Singer • Hook the audience – first 10 seconds • Teach them something new • Make them believe your vision • Qualify yourself • Be memorable What you need to do in 3 minutes…
    6. 6. January 2013Confidential Material * Property of Ken Singer Must feel inspired. What makes people take action?
    7. 7. January 2013Confidential Material * Property of Ken Singer • People make decisions emotionally • Justify with logic Dirty Secret of presenting…
    8. 8. January 2013Confidential Material * Property of Ken Singer Principles of presenting well
    9. 9. January 2013Confidential Material * Property of Ken Singer Know your audience. Respect them.
    10. 10. January 2013Confidential Material * Property of Ken Singer Belief leads to confidence
    11. 11. January 2013Confidential Material * Property of Ken Singer High Energy: be enthusiastic
    12. 12. January 2013Confidential Material * Property of Ken Singer Natural loose posture
    13. 13. January 2013Confidential Material * Property of Ken Singer Smile
    14. 14. January 2013Confidential Material * Property of Ken Singer Hands
    15. 15. January 2013Confidential Material * Property of Ken Singer Establishing credibility Does the message and the messenger align? Passing the sniff test
    16. 16. January 2013Confidential Material * Property of Ken Singer - Credibility = Game Fail Game FAIL
    17. 17. January 2013Confidential Material * Property of Ken Singer The Presentation
    18. 18. January 2013Confidential Material * Property of Ken Singer The What & The HOW The “music” and the “performance”
    19. 19. January 2013Confidential Material * Property of Ken Singer The “What”: Areas to cover • The “Problem” • The “Solution” • Value Proposition • The Market & Opportunity • Product, Distribution & Revenue Model • Technology • Competition • Team • Financials • Funding strategy and needs • Timeline and action plan
    20. 20. January 2013Confidential Material * Property of Ken Singer The “How” Tell a story…
    21. 21. January 2013Confidential Material * Property of Ken Singer Aspects of the how • How you Frame the story… • Keep your specific audience perspective in mind • Be Provocative • How you present yourself… • Qualified Story Teller • Narrative: build your case… • Logical, consistent, relevant
    22. 22. January 2013Confidential Material * Property of Ken Singer Power of storytelling
    23. 23. January 2013Confidential Material * Property of Ken Singer Building a case – logical order
    24. 24. January 2013Confidential Material * Property of Ken Singer Popular Narrative Arc • Begin with a “hook” • Convince them of the problem • Introduce your solution • Show them how it works • Prove how big the opportunity is: • Market size • Competition can be beaten • Show timing is right • Give them confidence you’re the right team • Close with the exciting next steps
    25. 25. January 2013Confidential Material * Property of Ken Singer Example Presentation Flowbit
    26. 26. January 2013Confidential Material * Property of Ken Singer Tactics in story telling
    27. 27. January 2013Confidential Material * Property of Ken Singer Tactics: visuals
    28. 28. January 2013Confidential Material * Property of Ken Singer Word Choice
    29. 29. January 2013Confidential Material * Property of Ken Singer Tactics Power of Models and Familiarity
    30. 30. January 2013Confidential Material * Property of Ken Singer Tactics Dangers of Models and Familiarity
    31. 31. January 2013Confidential Material * Property of Ken Singer Power of the demo Power of examples
    32. 32. January 2013Confidential Material * Property of Ken Singer The Bad
    33. 33. January 2013Confidential Material * Property of Ken Singer
    34. 34. January 2013Confidential Material * Property of Ken Singer
    35. 35. January 2013Confidential Material * Property of Ken Singer
    36. 36. January 2013Confidential Material * Property of Ken Singer The Good
    37. 37. January 2013Confidential Material * Property of Ken Singer
    38. 38. January 2013Confidential Material * Property of Ken Singer
    39. 39. January 2013Confidential Material * Property of Ken Singer
    40. 40. January 2013Confidential Material * Property of Ken Singer Tactics Make people think…but not TOO hard.
    41. 41. January 2013Confidential Material * Property of Ken Singer Tactics Comfort with the Material
    42. 42. January 2013Confidential Material * Property of Ken Singer Tactics How to answer questions
    43. 43. January 2013Confidential Material * Property of Ken Singer PRINCIPLES OF SPEAKING -Simple language choice -Annunciate -slow down
    44. 44. January 2013Confidential Material * Property of Ken Singer Principles of design •Use powerful images •Few words •Use large font •Slides must be easy to understand
    45. 45. January 2013Confidential Material * Property of Ken Singer Your turn • Use the principles outlined here to tweek your pitch • PRACTICE, PRACTICE, PRACTICE • You should have at least 30 run- throughs before tomorrow’s pitch

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