The document outlines the structure and key points for a 20-minute presentation. It includes 7 sections: 1) discuss how the world has changed, 2) how some will win and lose from these changes, 3) envision what winning could look like, 4) tell an anecdote about success, 5) unveil the presenter's solutions, 6) provide testimonials, and 7) ask for a commitment from the audience. The presentation style recommends speaking dynamically and painting a picture of the future to engage the audience.

1. YOU HAVE AN OFFER.
THEY HAVE A 20-MINUTE ATTENTION SPAN.

2. Epilogue: Circle the Bases
6. Power Alleys
Proof Dual Commit
5. Moneyball Magic
Our Gift to You Uniqueness
3. Future Glory
Picture It 4. Glory Story
2. Winners and Losers
Status Quo = Lose Adapting = Win
1. The Big Shift
The Way it Was The New Reality
3 Minutes
3 Minutes
5 Minutes
5 Minutes
2 Minutes
2 Minutes

3. 1. The Big Shift
(3 Minutes)
• You are the superhero, here to
save them… You are the wizard
with the magic… You are not
desperate to make a sale. They
need you.
• What big and relevant shift has
occurred in the world?
• How has the world evolved?
This is powerful if you show facts
that illustrate how the world has
changed.
• “From #1, to #2, to #3, to today.”
• Show it changing over time…
• “Things are different now.”

4. 2. Winners and Losers
(3 Minutes)
• Because of this big change,
there will be big winners and big
losers.
• Adapting to the change creates
positive results.
• Status quo will produce results
that are not okay. This reality
creates a collision… Change is
hard and where they are today is a
culmination of all of the decisions
made before. Don’t tell them
they’ve made stupid decisions…
You want their next brilliant choice
to be picking you.
• Show more movement here…
Upstarts hit it big and incumbents
are rejuvenated.
• “What got you here won’t get you
there.”

5. 3. Future Glory
(2 Minutes)
• Show an image of the picture
of “winners” (a.k.a. “adapters”
…those who jumped onboard)
• Resist the urge to present
product information – they need
to know what winning looks like
• Explain the result first so
they want it in their gut
• This isn’t having your product
or service, it’s tasting the fruit
• “It’s good to be the king.”

6. 4. Story of Glory
(2 Minutes)
• A quick anecdote that serves as a
bridge from the image of the end
result to the tools to get there. No
slide in the deck.
• You are the hero and the main
character.
• Tell of a perilous situation, what
was at stake, and how you swooped
in to save the day.
• Hopefully it relates to the end
result you are looking for and the
tools you are about to introduce, but
it actually doesn’t matter too much.
You are the hero and you’re here to
help, that’s the point.
• “Which reminds me about the time
I…”

7. 5. Moneyball Magic
(5 Minutes)
• Your differentiators are magic.
Unveil them like birthday presents.
Ta da!
• Finally we talk about how to get to
the finish… but in high level bursts
of joy.
• Promise to explain the nitty gritty in
the future as we move forward
together.
• The parking lot is your friend.
• Movement works here as well…
Show how reality can change
when they use this one gift.
• “You could be doing so much
better!”

8. 6. Power Alleys
(5 Minutes)
• Testimonials are gold. How have
you had success?
• Statistics and hard-hitting facts
might otherwise be boring, but if
they’re on the hook they now want
to know… still, keep it punchy.
• What action do you want? Make
it simple to say yes.
• We want some real commitment
from them to do something: paid
POC, fee-based feasibility study,
workshop, etc.
• Moving to a demo isn’t enough
since it’s just something you do. It
gives them a chance to cool off and
say no. A demo is something you
do, not something ‘we’ do.
• “We’re in this together.”

9. 7. Circle the Bases
(Epilogue)
• You are busy. Time is precious.
• You’ve explained the situation,
how you can help, and what
commitment you are looking for.
• They know why you came and now
it’s time to shake hands and depart.
• “Ready to rock.”