Presenting and pitching with confidence workshop - Health Innovation Exchange
•Download as PPTX, PDF•
0 likes•126 views
Master presentation, Presenting and pitching with confidence workshop, Health Innovation Exchange, 10 April 2018
Recommended
Recommended
More Related Content
Similar to Presenting and pitching with confidence workshop - Health Innovation Exchange
Similar to Presenting and pitching with confidence workshop - Health Innovation Exchange (20)
More from Innovation Agency
More from Innovation Agency (20)
Recently uploaded
Recently uploaded (20)
Presenting and pitching with confidence workshop - Health Innovation Exchange
- 1. Health Innovation Exchange Presenting and Pitching workshop 10th April 2018 @innovationnwc @andydcairns @metamorphicpr @innovation_mike
- 2. Some introductions . . . • Andy and Mike Innovation Agency • Jon, Metamorphic PR
- 3. Agenda • Doing the basics - what we have learnt along the way. Andy 10 mins • Latest thinking inn B2B brand strategy and how it will influence a company’s pitch and presentation. Jon 15 mins • What is a provider and ACO looking for? Mike 10 mins • Pitching exercise. 4 SMEs to present their product/service in less than 3 mins to the group. 30 mins • What 3 key points will you take away from this workshop. Andy 5 mins
- 4. So what makes a great presentation? • ?
- 5. Why do people get nervous or worry about public speaking? • ?
- 6. Remember learning to . . .
- 7. Here’s the basics . . . • Know your topic! Be compelling • Know your audience! Be persuasive • Practice! Be prepared
- 8. Some tips and tricks • Pretend half the audience is blind • Now pretend the other half is deaf • It the topic is boring – make it interesting! • If its complicated – make it simple • Use data and evidence to be compelling • Seat belts save live’s. Fact! • Use stories and examples to be persuasive • Make sure your kids always were their seat belts • Be authentic • Invite the audience to remember 3 things
- 10. Latest thinking in B2B brand strategy and how it will influence a company’s pitch and presentation. Jon Clement, Director, Metamorphic PR • No slides • Blog link http://www.metamorphicpr.co.uk/b2b- brand-strategy-is-business-strategy-lessons-b2b- marketers/
- 11. Mike Kenny Associate Commercial Director Innovation Agency NHS Academic Health Science Network for the NW Coast : @innovation_mike : @innovationnwc LikeusonFacebook:InnovationNWC
- 12. What at the Academic Health Science Networks? • Uniquely connect… AHSNs: Spreading innovation, improving health, generating economic growth
- 13. AHSNs: Spreading innovation, improving health, generating economic growth 7 Words
- 14. HEALTH AND CARE – CHALLENGES Pressure on the health system 30% of people in Liverpool live with one or more long term conditions The difference in life expectancy between areas across LCR can vary by more than 10 years By 2021 there will be 9% (5700) MORE people living beyond 65 years with the biggest growth in those aged 70-75 and 85+ Over half of adults are overweight or obese
- 15. HEALTH AND CARE – OPPORTUNITIES NHS Financial Challenge Social Care budget cuts Aging Population Long term conditions Public/private partnership New ways of working Population level self- care Accountable / Integrated Care Organisations
- 16. • NHS 5 Year Forward View & Next Steps driving ACO / ICS concept • Limited evidence in the UK but evidence elsewhere – New Zealand, the Netherlands & US show the approach improves sustainability & leads to better outcomes • STP’s now progressing this approach as part of their long term strategy • Looking to reduce variation, bureaucracy and duplication with focus on provider collaboration and on commissioning for ~4-5 Mill Citizens • Enabling acheivement of the TRIPLE AIM: • Mobilising Citizens/Residents • Population Health Improvement • Reducing costs Integrated / Accountable Care Systems/Organisations???
- 17. Engaging ICO’s & NHS • If you want to do business with the NHS – your local AHSN is an early port of call • Before you engage with the NHS/AHSNs – conduct your own honest appraisal of your innovative product • Ask yourself – in the context of the NHS & Healthcare, is this product Safer Better Faster Cheaper Cost Effective • The more of these boxes you can tick, the more likely your pitch will succeed
- 18. How can you make your limited time count?
- 19. You will be in front of Very Senior People - FD/CFO, Director, Clinical Each with an agenda, and probably not the same one! This is where your investment in opportunity “Due Diligence” – pays out Purchasers and investors are “buying” the company & team as well as the product Work to the time you have – be brief & to the point A 5 minute video will seem like 5 hours in the arena – do you REALLY need it? Make sure what you have to say is Relevant Answers the exam question being wrestled with Hooks & Levers – compelling (value) propositions Cost reduction Demand management, Income Generation Improving Workflow Integration How long will it take for the investment in your product to make a return / pay themselves In Year savings Cash releasing So you’re in front of the ACO/ICS “buyers”…what next?
- 20. • Clarity – Have a clear focus– know what your “ask” is • Understand - the Needs & Priorities of the NHS around your innovation • Avoid the hard sell –understand what is in it for the NHS, Patients, Citizens • Long Game – AHSNs can vastly speed up adoption by removing barriers • Patient & controlled approach • Co-create – the solution to the perceived problem you believe your innovation solves for the NHS: • Engage & Partner rather than Tell or Sell Engaging ICO’s & NHS
- 21. Created in the North – Adopted (£) By the NHS
- 22. Business Connect Supporting health and care businesses • £500k venture capital investment following NHS Supply Chain contract – Leanvation. 3 Trusts converted •Life First Emergency Traffic Control (LiFE) project - Red Ninja (£222k)
- 23. Engaging ICO’s & NHS • If you want to do business with the NHS – your local AHSN is an early port of call • Before you engage with the NHS/AHSNs – conduct your own honest appraisal of your innovative product • Ask yourself – in the context of the NHS & Healthcare, is this product Safer Better Faster Cheaper Cost Effective • The more of these boxes you can tick, the more likely your pitch will succeed
- 24. 4 pitches . . . 1. Shameem Shampath – Knee Tracker 2. Barbara Lawrence – Hear Ear 3. Sarat Kumar – S3K 4. Ali Clintworth – Riverside, supporting hospital discharge
- 28. What 3 key points will people take away from this workshop? •Know your topic! Be compelling •Know your audience! Be persuasive •Practice! Be prepared
- 29. Closing remarks . . . • Any presentation needs to be compelling • Your pitch to the panel needs to be persuasive • The purpose of your pitch is to sell, not to teach (or preach) • Your job is to excite, not to educate
Editor's Notes
- Memorable Entertaining Clear Visual Professional Confident Relevant (Audience) Authorative Attention grabbing Impact Humour Engaging Accurate Tweetable No acronyms/jargon Timely/on time
- Bad experience Peer fear Large crowds Fear Make a fool Lots at stake Memory Being looked at Other peoples slides Heckling Being challenged Being judged
- 15 Academic Health Science Networks (AHSNs) across England Uniquely connect NHS, academic organisations, LA’s, 3rd sector & industry We do this by bringing people, resources and organisations together quickly, delivering benefits that could not be achieved alone. Bringing people, resources & organisations together quickly, delivering benefits that couldn’t be achieved alone Support the development of healthcare innovations & technologies by SME’s Drive commercial return for SME’s through supporting adoption, procurement & supply into to the NHS market The impact we are making is already clear: for example a survey of AHSNs commissioned by NHS England found that 73% of respondents would recommend working with us
- 15 Academic Health Science Networks (AHSNs) across England Uniquely connect NHS, academic organisations, LA’s, 3rd sector & industry We do this by bringing people, resources and organisations together quickly, delivering benefits that could not be achieved alone. Bringing people, resources & organisations together quickly, delivering benefits that couldn’t be achieved alone Support the development of healthcare innovations & technologies by SME’s Drive commercial return for SME’s through supporting adoption, procurement & supply into to the NHS market The impact we are making is already clear: for example a survey of AHSNs commissioned by NHS England found that 73% of respondents would recommend working with us
- Liverpool City Region is home to a vibrant and diverse Health and Life Sciences Sector >110,000 employees (GVA approx. £5 bn) NHS, Social Care, Universities, Companies World-leading areas include… Children's Health Healthy and Independent Living Precision medicine Infectious Diseases Biomanufacturing Sensors, eHealth, big data Increasing health spend One of the fastest growing global markets Global spend increasing at around 4.3% per annum
- Relationships are fundamental You will be more successful where strong relationships exist True relationships should be about long term strategic partnerships Consider the strength of existing relationships as part of your qualification when considering whether to bid or not Don’t be complacent, relationships have to be worked at and don’t be afraid to push if the commissioner isn't pulling Once a relationship is established the communication phase and on-going management of the relationship (contract) is key even if it feels like you are pushing up hill. We know that historically the NHS is very poor in the communication phase – this as to change with CPM now high profile at the centre Be proactive
- Getting something going like the AF collaborative required a lot of people from big business to work together and to convince the NHS to work with them… how can it be done? Key Documents, Respect the time you get I thought I worked hard in the pharma industry, but the Innovation Agency, and in fact All NHS Organisations are incredibly busy. I really appreciate it when people who visit me understand this. They come prepared, They know what I do – I don’t mind people checking me out on Linked in, that is what it is for. They have some knowledge of the National agenda They know about my business plan and what I am trying to achieve. They also know what the major NHS organisations on my patch are trying to achieve…. They don’t treat me as their learning source. You know your stuff and get to the point You follow up on actions and support me to do mine!
- Relationships are fundamental You will be more successful where strong relationships exist True relationships should be about long term strategic partnerships Consider the strength of existing relationships as part of your qualification when considering whether to bid or not Don’t be complacent, relationships have to be worked at and don’t be afraid to push if the commissioner isn't pulling Once a relationship is established the communication phase and on-going management of the relationship (contract) is key even if it feels like you are pushing up hill. We know that historically the NHS is very poor in the communication phase – this as to change with CPM now high profile at the centre Be proactive
- Impact in numbers: Actively engaged with approx 600 companies Intensive support provided to 130 companies Jobs created: 75 New products or services introduced: 85 Further investment leveraged for businesses : circa £6m
- Relationships are fundamental You will be more successful where strong relationships exist True relationships should be about long term strategic partnerships Consider the strength of existing relationships as part of your qualification when considering whether to bid or not Don’t be complacent, relationships have to be worked at and don’t be afraid to push if the commissioner isn't pulling Once a relationship is established the communication phase and on-going management of the relationship (contract) is key even if it feels like you are pushing up hill. We know that historically the NHS is very poor in the communication phase – this as to change with CPM now high profile at the centre Be proactive
- Examples of great pitch
- 3 Points Personally engaged, clear, compelling, interesting Concise, half blind/half deaf, Transmission and Reception Know your audience Relevant/Hook – Connection Rapport