Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Pitch your research to increase funding opp(tto) rev 1

685 views

Published on

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

Published in: Education, Technology, Business
  • Be the first to comment

  • Be the first to like this

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, " Do you enjoy giving speeches?" 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>

×