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HOW TO
MAKE A
WINNING
PITCH Emad Saif
Entrepreneurship Trainer
How to make a winning pitch
by : Emad Saif, Center for
Entrepreneurship, Qatar University
AGENDA
1. Overview
1. Time
2. Structure
3. Outline
2. Presentation Design
1. Structure
2. Color
3. Text
4. Images
5. Graphs
6. Videos
7. Animation
3. Delivery
1. Voice
2. Tone
3. Body Language
4. Speed
4. Q & A
1. Why there is Q & A
2. Type of questions asked
3. How to think like investors and judges
Right now, someone out there is suffering
from a boring presentation
hopefully not yours
HOW TO
MAKE A
WINNING
PITCH Emad Saif
Entrepreneurship Trainer
Today’s AGENDA
Pitch Round #1 & Overview09:00
Pitch Exercise #304:00
Presentation: How to Pitch11:30
Pitch Exercise #201:30
Consultation 1-on-103:30
PitchVideo Discussion10:00
11:00
12:30
03:00
PITCH VIDEOS
HOW TO
MAKE A
WINNING
PITCH Emad Saif
Entrepreneurship Trainer
AGENDA
Presentation Design
Pitch Delivery
Q & A Preparation
Presentation Design
Structure
Presentation (5min) Q & A (3min)
• Agenda
• Team Introduction
• Need/problem definition
• Idea/Innovation definition
• Market potential
• Project/milestones plan
• How can we support you?
• Q&A
Outline
(Digital Incubation Center)
• Hook (attention grabber)
1
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstration, lecture, or speech meant to inform, persuade, or build good will. The term can also
be used for a formal or ritualized introduction or offering, as with the presentation of a debutante.
Definition :
• The process of offering for consideration or display
• A social introduction, as of a person at court
• A demonstration, lecture, or welcoming speech
• A manner or style of speaking, instructing or putting oneself forward
• The manner of presenting, esp the organization of visual details to create an overall impression
A presentation program, such as Microsoft PowerPoint, Apple Keynote, OpenOffice.org Impress
or Prezi, is often used to generate the presentation content. Modern internet-based presentation
software, such as the presentation application in Google Docs and SlideRocket also allow
presentations to be developed collaboratively by geographically disparate collaborators.
Presentation viewers can be used to combine content from different presentation programs into
one presentation.
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstration, lecture, or speech meant to inform, persuade, or build good will. The term can also
be used for a formal or ritualized introduction or offering, as with the presentation of a debutante.
Definition :
• The process of offering for consideration or display
• A social introduction, as of a person at court
• A demonstration, lecture, or welcoming speech
• A manner or style of speaking, instructing or putting oneself forward
• The manner of presenting, esp the organization of visual details to create an overall impression
A presentation program, such as Microsoft PowerPoint, Apple Keynote, OpenOffice.org Impress
or Prezi, is often used to generate the presentation content. Modern internet-based presentation
software, such as the presentation application in Google Docs and SlideRocket also allow
presentations to be developed collaboratively by geographically disparate collaborators.
Presentation viewers can be used to combine content from different presentation programs into
one presentation.
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstration, lecture, or speech meant to inform, persuade, or build good will.
The term can also be used for a formal or ritualized introduction or offering, as
with the presentation of a debutante.
Definition :
• The process of offering for consideration or display
• A social introduction, as of a person at court
• A demonstration, lecture, or welcoming speech
• A manner or style of speaking, instructing or putting oneself forward
• The manner of presenting, esp the organization of visual details to create an
overall impression
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstration, lecture, or speech meant to inform, persuade, or build good will.
The term can also be used for a formal or ritualized introduction or offering, as
with the presentation of a debutante.
Definition :
• The process of offering for consideration or display
• A social introduction, as of a person at court
• A demonstration, lecture, or welcoming speech
• A manner or style of speaking, instructing or putting oneself forward
• The manner of presenting, esp the organization of visual details to create an
overall impression
Presentation Definition
A presentation is the process of presenting a topic to an audience. It is typically a
demonstration, lecture, or speech meant to inform, persuade, or build good will.
The term can also be used for a formal or ritualized introduction or offering, as
with the presentation of a debutante.
Definition :
• The process of offering for consideration or display
• A social introduction, as of a person at court
• A demonstration, lecture, or welcoming speech
• A manner or style of speaking, instructing or putting oneself forward
• The manner of presenting, esp the organization of visual details to create an
overall impression
Presentation Definition
A presentation is the process of presenting a
topic to an audience. It is typically a
demonstration, lecture, or speech meant to
inform, persuade, or build good will. The term
can also be used for a formal or ritualized
introduction or offering, as with the
presentation of a debutante.
Presentation Definition
A presentation is the process of presenting a topic to an
audience. It is typically a
• demonstration,
• lecture, or
• speech meant to inform,
• persuade,
• or build good will.
The term can also be used for a formal or ritualized
introduction or offering, as with the presentation of a
debutante.
Presentation Definition
DEMONSTRATION LECTURE SPEECH PERSUADE BUILD GOOD WILL
A presentation is the process of presenting a topic to an audience. It is
typically a
PRESENTATION DEFINITION
DEMONSTRATION LECTURE SPEECH PERSUADE BUILD GOOD WILL
A presentation is the process of presenting a topic to an audience. It is
typically a
PRESENTATION DEFINITION
DEMONSTRATION LECTURE SPEECH PERSUADE BUILD GOOD WILL
A presentation is the process of presenting a topic to an audience. It is
typically :
Make It Clear… even a child will get it!
2
Text Size
Size 18
Size 24
Size 36
Size 48
Size 72
Times New R.
Text Fonts
Arial
Calibri
Impact
FancyScript
Contrast
bad
better
best
Trying to read
this and focus
on the words is
difficult with
the banana
dancing!
AnimationUse of SpaceColor
Use Engaging Images3
Our solution supports the poor and the needy
Power of Images
This is a
camera !
This is a
camera !
People’s ability to remember in 72 hours
TEXT TEXT AND PICTUREPICTURE
10% 35% 65%
YOUR AUDIENCE WILL REMEMBER
ONLY 3 MAIN THINGS!
DON’T use Images with
low resolution or watermarks
Money Can’t Buy Happiness
Let me give you some Example
Money Can’t Buy Happiness
Money Can’t Buy Happiness
Happiness
Money
Can’t Buy
Happiness
Money
Can’t Buy
Use Devices when showing
screenshots
Presentation Design
Pitch Delivery
HOWTO CREATE A
PITCH
1. Brainstorm
2. Script
3. Time
4. Practice & Adjust
Team
Need / Problem
Idea / Tech
Market Potential
Project Milestones
Support
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
BRAINSTORM IT
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
SCRIPT IT
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
………………………………………………………….
…………………………………………………………
00:00
01:00
02:00
03:00
04:00
05:00
06:00
7minPitch
TIME IT
PRACTICE & ADJUST IT
YOURAUDIENCE READ FASTER
THANYOUTALK
AUDIENCEWANTTO BE
ENTERTAINED
NO “JARGON”
HOOKYOUR AUDIENCE
DON’T READWORD FORWORD
DON’T MEMORIZE
KNOWYOUR CORE MESSAGE
7 min
3 min
1 min
•Hook
•Customer Problem
•Value Proposition
•Team
•Product
•Market
•Financials
•Millstones
•Risks
•Hook
•Customer Problem
•Value Proposition
•Team
•Product
•Market
•Hook
•Customer Problem
•Value Proposition
•Team
Pitch
Pitch
Pitch
STORY BUILDING BLOCKS
STORYTELLING
Easy to FOLLOW, Easy to UNDERSTAND, Easy to REMEMBER
SHOW WHY
YOU ARETHE
HERO
YOU
BENEFITS vs. FEATURES
Focus on
Benefits
Not
Features
5GB 1,000 songs
END WITH
“CALLTO ACTION”
SHAREYOUR PASSION
COMMUNICATION
• 7%Verbal
• 93% Non verbal
NON-VERBALCOMMUNICATION
Body
Distance
Clothes & Looks
Body & Arm
Positions
Movem
ent
Gestures
Eye Contact
Face Expressions
Touch
Voice
Voice Tone
Speed &
Pauses
WATCHYOURTIME
• Time your self
• Plan your pauses
• Use images triggers
PACTICE MAKES PERFECT
Download Book
PRACTICE
.
PRACTICE
.
PRACTICE
.
Steve Jobs
did it for
hours!
Presentation Design
Pitch Delivery
Q & A Preparation
WHY Q & A ?
• Feedback
• Additional clarification
• Challenge certain
assumptions
DOs & DON’Ts
• Don’t give long explanations limit to 2-30
sec
• Ask for clarification if question is not clear
• You don’t know everything and that’s OK
Handling Feedback
• Accept the feedback
• Don’t respond – this is not a
question
• Don’t argue – this is not a
debate
• Say “Thanks for your
Launchpad Program Evaluation Matrix
Criteria Description Weight
Innovation
Strength of innovation and originality of the idea
30%Type of innovation (new, disruptive, efficient, …etc.)
Creating a new niche market, new product, new process …etc.
Technology
Clear identification of the technical features and specification
20%Type of technology used in development Vs. DIC focus areas
Technology infrastructure needed to develop the idea
Market potential &
scalability
Clear identification of the need/problem
15%Market size and growth potential
Idea potential to convert into a working product
Execution and milestone plan
Reasonable resources and infrastructure requirements
20%Strength of the implementation and milestone plan
Timeline alignment with DIC
Founder/team profile
Passion & dedication towards the idea
15%Agile and realistic outlook to the future
Strength of technical background and skills
Total 100%
Common Questions
• Do you have evidence customers want it?
• How big is your market? Is it scalable?
• What’s the team look like? What are your
backgrounds?
• What is your product differentiation?
• What risks exist? How do you address them?
• What do you need? Milestones?
THINK LIKE AN
INVESTOR
Market
Attractiveness
Product
Differentiation
Managerial
Capabilities
Resistance to
Threats
Expected
Return
Perceived
Risk
Decision to
Invest
+
-
To Invest or not to
Invest?
Presentation Design
Pitch Delivery
Q & A Preparation
LEAVE AN
IMPRESSION
You can
do it!
Thank you!
Emad Saif
Center for Entrepreneurship
Qatar University
emadsaif@qu.edu.qa
@esaif

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