The Pitch Workshop handout (not presentation slides) from Penny Jackson and David Terrar's Saturday morning workshop session at this year's Over The Air conference at Imperial College, London, September 10 + 11, 2010. This workshop was designed to help you improve your presentation skills and learn the art of "the Pitch". Penny and David got the audience on their feet, thinking about how to get in to the mind of their audience, whether they are prospects, customers, friends, potential investors or partners. It covers how to craft and refine your message, and explains the 9 C's of a good elevator pitch.
In the past, I have written about using the Lean trio of SDCA, PDCA, EDCA with an umbrella of CAP-Do or in Non-Lean terms; Standard Work, Continuous Improvement, Design Thinking (Exploration), and Reflection.
In the book, Cracked it!: How to solve big problems and sell solutions like top strategy consultants, the authors lay out their 4s Framework in much the same manner with a flowchart to guide you through the use of it. Their dive into each discipline is excellent. Enjoy the read.
The part of the framework that they took the time with that most problem-solving books don’t is the Sell Stage. Of course, I am partial to that area but even though I am, when doing it for myself, I often just think people get it. Everyone wants to grow revenue or save time and money?
I also like that though it is convenient to put documentation at the end and part of this stage, I took a little deeper meaning from it. The part of sustaining, and even improving again often rests on the idea of how we deliver/sell the results.
Strategic planning facilitation SME Strategy facilitator servicesAnthony C Taylor
By using a facilitator for your next strategic planning session you'll get better inputs, better information and a better use of time and money towards creating an implementable strategy. Call SME Strategy to facilitate your next strategic planning session, or strategy event. http://smestrategy.net/services/meeting-facilitation/
Going in for your next big creative pitch? Here are 8 secrets (inspired by the "best closer", Harvey Specter from Suits) that will help you get the "YES"!
Through Emergence Capital Partners' work in funding some of the most successful companies in the world, including Yammer, Box, Salesforce.com and SuccessFactors, ECP has gained a unique perspective on what works—and what doesn’t—in creating a successful business development program to grow a company. Based on this experience and the in-depth knowledge of our team of experts, this paper tackles some of the most frequently asked questions in the business development arena aimed at providing insights for SaaS startups in the B2B space.
In the past, I have written about using the Lean trio of SDCA, PDCA, EDCA with an umbrella of CAP-Do or in Non-Lean terms; Standard Work, Continuous Improvement, Design Thinking (Exploration), and Reflection.
In the book, Cracked it!: How to solve big problems and sell solutions like top strategy consultants, the authors lay out their 4s Framework in much the same manner with a flowchart to guide you through the use of it. Their dive into each discipline is excellent. Enjoy the read.
The part of the framework that they took the time with that most problem-solving books don’t is the Sell Stage. Of course, I am partial to that area but even though I am, when doing it for myself, I often just think people get it. Everyone wants to grow revenue or save time and money?
I also like that though it is convenient to put documentation at the end and part of this stage, I took a little deeper meaning from it. The part of sustaining, and even improving again often rests on the idea of how we deliver/sell the results.
Strategic planning facilitation SME Strategy facilitator servicesAnthony C Taylor
By using a facilitator for your next strategic planning session you'll get better inputs, better information and a better use of time and money towards creating an implementable strategy. Call SME Strategy to facilitate your next strategic planning session, or strategy event. http://smestrategy.net/services/meeting-facilitation/
Going in for your next big creative pitch? Here are 8 secrets (inspired by the "best closer", Harvey Specter from Suits) that will help you get the "YES"!
Through Emergence Capital Partners' work in funding some of the most successful companies in the world, including Yammer, Box, Salesforce.com and SuccessFactors, ECP has gained a unique perspective on what works—and what doesn’t—in creating a successful business development program to grow a company. Based on this experience and the in-depth knowledge of our team of experts, this paper tackles some of the most frequently asked questions in the business development arena aimed at providing insights for SaaS startups in the B2B space.
How to do personal branding to stand out? In today’s digital social world, personal branding is essential to form trust, differentiate yourself, form trust, control perception, and eventually become thought leader. In this deck, I explain how to become a thought leader by creating your personal brand leveraging social media (e.g., LinkedIn, Twitter). Further, I explain how to thrive on social media using tools to automate, find valuable content to share, and leverage growth hacking techniques.
Training Evaluation & Feedback
AWB Direct Sales Training
Selling Skills
Start Understanding Yourself And Others
January 24, 26, 29 2012
By
Mohamed Abdelnaby
Part A selling skills+ Communication Skills:
Personal Effectiveness
1. Successful Salespeople Skills
2. Verbal Communication (Includes both spoken and written forms)
3. Non-verbal communication (Understanding Body Language)
4. Listening skills (Active, Passive and Reflective Listening)
• Managing Self
o Understanding Self
o SWOT Analysis of Oneself
• Managing Time
o Setting SMART Goals
o Writing Planning and Organizing your time
• Managing Stress
o The Power of Perception
o Reaction to Stress
o Managing Stress
o Ways to develop a positive attitude
Training interactive Methodology:
• Games and Group Activities
• Case Studies
TWO ASSESSMENT
1. Stress Management (Replay every month)
2. Personal vision
Part B Sales Call Etiquette
• Ways to make a Good First Impression.
• Effective Call Handling
• Pre-call Information
• Building Credibility During the Call
• Key Phases of an Outbound/Inbound Call
• Hold Procedure
• Using the Right Tone of Voice
• Tips for Good Telephone Etiquette
• Forbidden Phrases to Avoid
• Body Language over the Telephone
Training interactive Methodology:
• Games and Group Activities
• Case Studies
ASSESSMENT:
3. Videos & Role Plays
Part C Build Relationships and Sales Behaviors:
• Stages in the personal selling process
• Steps in the Buying Process
• Making a Good Impression
• Developing a rapport
• New” Model of Selling
• Dealing With Tough Customers
ASSESSMENT:
4. Behavior Change Contract (follow up for everyone)
• Part D Negotiation Skills :
Techniques:
• WIN/WIN Approach
• Managing Emotions
• Negotiation Skills
• Assertiveness Skills
• Persuasive Skills
• Pareto Analysis
• SWOT Analysis
• Problem Re-statement Technique
ASSESSMENT:
• Videos &Role Plays
• Games and Group Activities
• Case Studies
FINAL ASSESSMENT:
5. SKILLS EVALUATE
6. SALES SKILLS
Recommended Training for the AWB Direct Sales team in future:
1. Sales Telephone Etiquette (Again with same style between all the team)
2. Team Management
3. Leadership Skills
4. Business Email Writing(managerial)
5. Motivational Training
6. Presentation Skills
At every job fair, there's a company missing: yours. Here's a quick look at the types of companies you might start (pursuing scale, reliability, or freedom) and how to get started.
Book coming soon at http://startupcareerguide.com
Great book about leadership and management by the captain of a nuclear submarine, L. David Marquet. Modern, interesting, classic, tangible, and demonstrated effectiveness. Very interactive with applicable questions to your people and your organizations.
Its a Presentation covering What, Why, Where, How aspect of Elevator Pitch or Speech with Example Templates and Video Links . This Crucial Communication Tool to make an impact or impression.
While technical skills are important and may get your foot in the door for a job, it is often the people skills (or soft skills) that make you successful in your life and in business. Skills like: work ethic; attitude; communication skills, delegating skills; motivating people; problem solving and team building.
The problem that most businesses face is that they hire someone from a resume and these skills are not easily translated on paper. The perfect employee is the one who has great hard skills and soft skills. Join Cindy Hagemann, freelance marketing consultant with over 15 years experience, as she share tips to developing your soft skills for a better you and your employees.
This presentation will focus on the fundamental components of a Sales Strategy for a growing B2B organization. The major components of the session will include:
• Creating the right Value Proposition
• Choosing the best target
• Understand how to reach your partners and customers
• Steps in the Sales Process
• Sales Process tools to help with the close
• Leading the sales team
What is customer experience and why is shaping brands of today? How can you transform your business' customer experience strategy? Learn best practices for attracting new customers and encouraging customer loyalty.
Summer Series Session 1: Turn The Ship Around with David MarquetEngagio
Imagine a workplace where everyone engages and contributes their full intellectual capacity, a place where people are healthier and happier because they have more control over their work, a place where everyone is a leader.
Join David Marquet, Retired US Nuclear Submarine Captain, and author of Turn The Ship Around, in this presentation as he reveals his battle-tested plan for empowering people, creating technical competence, and gaining organizational clarity.
In this presentation, you’ll learn:
– How to create an environment where people are happier and healthier because they have more control over their work
– The steps to start the process of investing in people so that real change happens
– How to talk with your co-workers in an empowering way so that you create leaders at every level of the organization
– How to voice your opinions or disagree with colleagues but still feel safe and trusted
I know you may have the title of leader, however that doesn't automatically make you one.
You must know this: You cannot lead those whose trust you have not earned!
Introduction to Net Promoter Score (NPS)SatisMeter
Building true customer loyalty is an important thing you can do for your business. Here we will present you introduction to Net Promoter Score as an innovative loyalty measurement tool, which accelerates business growth and win customers for life. So how does it work? How to use it? Watch the presentation and find out...
Uncover the differences between Marketing and Business Development for professional services firms in this informative presentation. Noted CRM expert, Chris Fritsch, helps you discover myths and truths as well as best practices for getting results from your business development efforts.
This best practices guide will walk you through a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Managing Difficult Conversations:9 Questions to Ask YourselfBarbara Greene
Do you avoid difficult conversations? There is no need to avoid them if you focus on the constructive possibilities. Start by asking yourself these 9 critical questions.
How to Tell a Powerful Business Story, because vibrant stories have the power to change the world. Six step breakdown to tell YOUR story from your business, start up, or life, from the laboratory to politics to the TED Stage. Articulate WHY you do what you do.
How to do personal branding to stand out? In today’s digital social world, personal branding is essential to form trust, differentiate yourself, form trust, control perception, and eventually become thought leader. In this deck, I explain how to become a thought leader by creating your personal brand leveraging social media (e.g., LinkedIn, Twitter). Further, I explain how to thrive on social media using tools to automate, find valuable content to share, and leverage growth hacking techniques.
Training Evaluation & Feedback
AWB Direct Sales Training
Selling Skills
Start Understanding Yourself And Others
January 24, 26, 29 2012
By
Mohamed Abdelnaby
Part A selling skills+ Communication Skills:
Personal Effectiveness
1. Successful Salespeople Skills
2. Verbal Communication (Includes both spoken and written forms)
3. Non-verbal communication (Understanding Body Language)
4. Listening skills (Active, Passive and Reflective Listening)
• Managing Self
o Understanding Self
o SWOT Analysis of Oneself
• Managing Time
o Setting SMART Goals
o Writing Planning and Organizing your time
• Managing Stress
o The Power of Perception
o Reaction to Stress
o Managing Stress
o Ways to develop a positive attitude
Training interactive Methodology:
• Games and Group Activities
• Case Studies
TWO ASSESSMENT
1. Stress Management (Replay every month)
2. Personal vision
Part B Sales Call Etiquette
• Ways to make a Good First Impression.
• Effective Call Handling
• Pre-call Information
• Building Credibility During the Call
• Key Phases of an Outbound/Inbound Call
• Hold Procedure
• Using the Right Tone of Voice
• Tips for Good Telephone Etiquette
• Forbidden Phrases to Avoid
• Body Language over the Telephone
Training interactive Methodology:
• Games and Group Activities
• Case Studies
ASSESSMENT:
3. Videos & Role Plays
Part C Build Relationships and Sales Behaviors:
• Stages in the personal selling process
• Steps in the Buying Process
• Making a Good Impression
• Developing a rapport
• New” Model of Selling
• Dealing With Tough Customers
ASSESSMENT:
4. Behavior Change Contract (follow up for everyone)
• Part D Negotiation Skills :
Techniques:
• WIN/WIN Approach
• Managing Emotions
• Negotiation Skills
• Assertiveness Skills
• Persuasive Skills
• Pareto Analysis
• SWOT Analysis
• Problem Re-statement Technique
ASSESSMENT:
• Videos &Role Plays
• Games and Group Activities
• Case Studies
FINAL ASSESSMENT:
5. SKILLS EVALUATE
6. SALES SKILLS
Recommended Training for the AWB Direct Sales team in future:
1. Sales Telephone Etiquette (Again with same style between all the team)
2. Team Management
3. Leadership Skills
4. Business Email Writing(managerial)
5. Motivational Training
6. Presentation Skills
At every job fair, there's a company missing: yours. Here's a quick look at the types of companies you might start (pursuing scale, reliability, or freedom) and how to get started.
Book coming soon at http://startupcareerguide.com
Great book about leadership and management by the captain of a nuclear submarine, L. David Marquet. Modern, interesting, classic, tangible, and demonstrated effectiveness. Very interactive with applicable questions to your people and your organizations.
Its a Presentation covering What, Why, Where, How aspect of Elevator Pitch or Speech with Example Templates and Video Links . This Crucial Communication Tool to make an impact or impression.
While technical skills are important and may get your foot in the door for a job, it is often the people skills (or soft skills) that make you successful in your life and in business. Skills like: work ethic; attitude; communication skills, delegating skills; motivating people; problem solving and team building.
The problem that most businesses face is that they hire someone from a resume and these skills are not easily translated on paper. The perfect employee is the one who has great hard skills and soft skills. Join Cindy Hagemann, freelance marketing consultant with over 15 years experience, as she share tips to developing your soft skills for a better you and your employees.
This presentation will focus on the fundamental components of a Sales Strategy for a growing B2B organization. The major components of the session will include:
• Creating the right Value Proposition
• Choosing the best target
• Understand how to reach your partners and customers
• Steps in the Sales Process
• Sales Process tools to help with the close
• Leading the sales team
What is customer experience and why is shaping brands of today? How can you transform your business' customer experience strategy? Learn best practices for attracting new customers and encouraging customer loyalty.
Summer Series Session 1: Turn The Ship Around with David MarquetEngagio
Imagine a workplace where everyone engages and contributes their full intellectual capacity, a place where people are healthier and happier because they have more control over their work, a place where everyone is a leader.
Join David Marquet, Retired US Nuclear Submarine Captain, and author of Turn The Ship Around, in this presentation as he reveals his battle-tested plan for empowering people, creating technical competence, and gaining organizational clarity.
In this presentation, you’ll learn:
– How to create an environment where people are happier and healthier because they have more control over their work
– The steps to start the process of investing in people so that real change happens
– How to talk with your co-workers in an empowering way so that you create leaders at every level of the organization
– How to voice your opinions or disagree with colleagues but still feel safe and trusted
I know you may have the title of leader, however that doesn't automatically make you one.
You must know this: You cannot lead those whose trust you have not earned!
Introduction to Net Promoter Score (NPS)SatisMeter
Building true customer loyalty is an important thing you can do for your business. Here we will present you introduction to Net Promoter Score as an innovative loyalty measurement tool, which accelerates business growth and win customers for life. So how does it work? How to use it? Watch the presentation and find out...
Uncover the differences between Marketing and Business Development for professional services firms in this informative presentation. Noted CRM expert, Chris Fritsch, helps you discover myths and truths as well as best practices for getting results from your business development efforts.
This best practices guide will walk you through a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.
Managing Difficult Conversations:9 Questions to Ask YourselfBarbara Greene
Do you avoid difficult conversations? There is no need to avoid them if you focus on the constructive possibilities. Start by asking yourself these 9 critical questions.
How to Tell a Powerful Business Story, because vibrant stories have the power to change the world. Six step breakdown to tell YOUR story from your business, start up, or life, from the laboratory to politics to the TED Stage. Articulate WHY you do what you do.
Camp Creative Webinar: The Hero's Journey and Your BrandBrian Leonard
Don't Sell Your Story, Tell It is an informative and fun 1/2 hour exploration of how proven storytelling techniques can be applied to your own brand story. The Hero's Journey framework is just as relevant for your brand story as it is for Hollywood blockbusters. Watch the webinar here:
http://info.campcreative.net/webinar-the-heros-journey-and-your-brand
30 Second Pitch presentation to Silicon Halton: Tech Under 20 event, May 27, 2015, Oakville, Ontario, Canada.
Presentation given to high school students in aid of them landing a summer job.
@SearchVelocity
Storytelling: Selling a brilliant idea like a rock starRicardo Luiz
Storytelling in User Experience and in Projects.
The 5 Magic Steps to tell the story you need to sell a project, a solution or an idea.
How to understand what you need to do in order to engage like a rock star
Pitching your designs, ideas, media and marketing can be the culmination of all your hard work. It can also be the hardest part! Walk through this helpful guide for pitching your marketing campaigns and related initiatives.
The skills that got you to become a creative director are not the skills you need to be a creative director. Me and Xanthe Wells, CCO of Pitch, gave this presentation at the 3% Conference in 2014. Still holds up. (It's just missing a video we shared.)
Pitching Ideas: How to sell your ideas to othersJeroen van Geel
Learn how to convince others of your UX ideas by understanding them.
We are good in designing usable and engaging products and services. We understand the user's needs and have a toolkit with dozens of deliverables. But for some reason it remains difficult to sell an idea or concept to team members, managers or clients. After this session that problem will be solved!
Selling your ideas and convincing others is one of the most undervalued assets in our field. This ranges from convincing a colleague to use a certain design pattern to selling research to your boss and convincing a client to go for your concept. You can come up with the best ideas in the world, but if it is presented in the wrong way these ideas will die a lonely dead. This is sad, because everybody can learn how to bring a message across. The main thing is that you know what to pay attention to.
In this session I will take you on a journey through the world of presenting ideas. We will move through the heads of clients and your colleagues, learn what their thoughts and needs are. We will move to the core of your idea and into the world of psychology.
Three business basics to always remember! People don't care about your brand. They care about what you can do for them. Back to basics... Give people what they want, do it consistently and do it better than your competition.
This is theoriginal AirBnB pitch deck. Airbnb founders use this pitch deck to raise $600K from VCs and angel investors in 2008.
YOU MIGHT ALSO LIKE THESE PITCH DECK EXAMPLES & TEMPLATES:
> Sequoia Capital pitch deck template @ https://pitchdeckcoach.com/sequoia-capital-pitch-deck
> FREE pitch deck template download @ https://pitchdeckcoach.com/free-pitch-deck-template
> Pitch deck guide with hints, tips, and a worked example @ https://pitchdeckcoach.com/pitch-deck-template
NEED HELP WITH YOUR PITCH DECK?
See how I can help then book a free call @ https://pitchdeckcoach.com/
MORE PITCH DECK RESOURCES @ https://pitchdeckcoach.com/pitch-deck-template#resources
How does a designer fit into an organization as a leader alongside their client service, project management, and financial management peers? Or, as happens in many cases, how does a solo designer, studio owner, or in-house group determines that fine balance between the health of the studio from an operational perspective and nurturing a strong creative vision that guides both the client work and the studio culture?
10 Mobile Marketing Campaigns That Went Viral and Made MillionsMark Fidelman
How do the best companies and agencies create effective mobile marketing campaigns that have high ROI and awareness? What are the best tools out there for you to use when trying to reach your target audience on mobile? Mobile marketing is becoming an indispensable solution to create awareness, drive sales, and entice users to act. But where do you start? How do you measure success? I'll cover how the best are doing it and reveal their secrets to you for the first time.
Design Thinking to Co-Design Solutions: Presented at ACMP 2018Enterprise Knowledge
This presentation from EK's Rebecca Wyatt and Claire Brawdy details how the Design Thinking process can be applied to facilitate sessions and engage end users in the design process. Originally presented at the ACMP Change Management 2018 Conference in Las Vegas.
Chapter12PresentationsGoals· Understand audience and forma.docxchristinemaritza
Chapter12
Presentations
Goals
· Understand audience and formality
· Plan for audience, topic, graphic aids, location, time, and stage fright
· Determine how to organize and compose presentations
· Prepare outline, notes, and appearance
· Rehearse for a presentation
· Present with confidence
· Organize a group presentation
Terms
· adrenaline, p. 287
· anecdote, p. 288
· auditory, p. 294
· direct approach, p. 287
· external audiences, p. 281
· feedback, p. 294
· formal presentations, p. 281
· indirect approach, p. 288
· informal presentations, p. 281
· internal audiences, p. 281
· rhetorical question, p. 288
WRITE TO LEARN
Recall speakers whose performances you have enjoyed. For instance, you may have had an instructor who held your attention from the moment you entered the classroom. Perhaps you appreciated a speaker at a club meeting or special event. What made these speakers effective communicators? List the qualities and actions that helped these speakers to be effective. For instance, consider these questions: What did the speaker do to get your attention at the beginning? What did the speaker provide as visual support so you could better understand the message?
Focus on Presentations
Read the sample presentation slide on the next page and answer these questions:
· Who is the intended audience?
· What does the title contribute to the slide?
· Why is the information in the notes not covered in the slide?
· Does the slide need animation? Why or why not?
What If?
· The writer had intended to deliver the presentation only online?
· Readers were unfamiliar with America’s economic situation?
· All audience members were experts in accounting?
Sample Presentation Graphics
From The American Recovery and Reinvestment Act: Saving and Creating Jobs and Reforming Education, United States. Dept. of Education. Web. 3 Apr. 2009.
[email protected]
Elizabeth K. Tripodi is an attorney in Washington, D.C. She represents primarily shareholders of publicly traded companies in lawsuits against the company when there has been fraud.
Courtesy of Elizabeth Tripodi
For Elizabeth, a successful presentation is multifaceted: “A good presentation immediately provides an overview of where the presentation is going. It involves some sort of visual aid as well so that a listener is engaged both aurally and visually. Finally, I think anecdotes always make a presentation more interesting.”
When preparing a presentation, Elizabeth meticulously researches and outlines her material. “Research is such a key element, especially when preparing for a hearing before a judge. You need to be prepared to address any and all of the judge’s concerns. After researching, I outline my presentation. Following an outline ensures that I’m clear, concise, and that my audience can follow my reasoning.”
“After outlining, it’s practice, practice, practice,” says Elizabeth. “I like to start rehearsing in a room by myself, getting comfortable with the material and my arguments. It also helps me ...
This is a workshop on presentation skills that I have designed and delivered to partner schools as part of Business in the Community's Skills@Work programme.
This workshop introduces students to the area of presentations, with a particular focus on:
- why presentations are so important to our careers and professional lives,
- the principles of planning, preparing and writing a great presentation,
- Learning how to conquer any nerves you might have about speaking in public,
- the basics of creating a new presentation in Microsoft Powerpoint
HOW A TRAINER MAKES MEMORABLE PRESENTATIONS AT THE WORKPLACE..pptAbraham Ncunge
What is wrong with boring presentations,. Ideal presenter -utilize eye contact and body language and voice to their advantage.
Apply 3As and develops visual Aids and responds to questions .Deals with podium panic
A CIF presentation for Fujitsu's Expert Talks on their stand at Tech Show London/Cloud Expo Europe on 8-9 March 2023. It covered a work in progress snapshot of CIF's latest research on the Hybrid Cloud/Multi Cloud landscape. Highlighted that Security and Sustainability are top of mind, and then went on to explain why David Terrar thinks 2023 is a tipping point and the start of the Third Wave of the Internet (incorporating web 3.0, Web3, generative AI, eXtended Reality, virtual reality, and the new ways we will be interacting with technology using voice, gestures, vision and eye tracking).
Public Sector Enterprise ICT 2020 - Chairman's Address - 24 Nov 2020David Terrar
My scene setting slides from Whitehall Media's ESICT 2020 conferen ce 24 November 2020. We love in exponential times. The rate of change last century has accelerated this century, but nobody prepared us for the changes in 2020. Now work isn't somewhere you go, it's something you do. We've been around one the planet for 200,000 years. We've been through 3 complicated industrial revolutions, but this fourth one brings us in to the complex. A small change can have massive implications. The small change this year was COVID-19. An virus none of us can see that has changed life and work for all of us. We need different thinking. We need exponential thinking to replace our linear thinking. An agile approach in place of business as usual. An approach where we shift from command and control and hierarchy to a more distributed style of leadership and a flatter organisation. We need to shift power to the edge, to be close to the customer. We need to recognise that digital transformation isn't a project, it needs to be a continuous approach to stay ahead of the competition. To adapt to survive.
Bringing the dots together for enabling change in a world of complexityDavid Terrar
Here is my presentation that closed the Digital Work Disruption virtual conference on 26 August 2020. I was asked to "join the dots" of all the topics covered at the conference, as well as suggest what's next. It covered the shift from linear thinking to exponential thinking. It covered the massive disruption and the shift to working from home that we have all just experienced. I give my perspective on the technology backdrop that has got us to today's complex fourth industrial revolution. We need a new kind of leadership, and a more distributed and networked approach to the way our organisations work. we discussed the importance of community, and how we need to reteach the lessons of the last 15 years of enterprise collaboration. Above all we need to focus on why we do what we do, and get better at telling our stories.
How will IT (and Business) plans and attitudes change post COVID-19David Terrar
These are my presentation slides from the 29 April Cloud Industry Forum Members meeting where I gave my viewpoint and triggered group discussion on the changes in business and use of technology triggered by the COVID-19 pandemic. The meeting was necessarily held as an online Teams meeting as we were 37 days in to the UK's lockdown. I discuss how digital transformation is being accelerated as firms are forced to have their knowledge workers working from home, often for the first time. Tools like Zoom and Teams have suddenly become mainstream and used daily and cloud technology underpins everything. Business is going through a fundamental change as people are forced to examine their business processes, shift online and work in new ways. The successful companies have the rigid open leadership, and think differently. We suggest Mutable Thinking, exponential thinking and different mindset is required for the "new normal". The presentation also uses some slides from Dion Hinchcliffe's Post-Pandemic Playbook, and some Tom Fishburne cartoons. There will be write up to accompany the slides on cloudindustryforum.org
Connected World 2019 - chair's opening commentsDavid Terrar
My slides setting the scene for the Connected World Summit 2019 an event covering Emerging Technology for Smart Cities, Connected Places & Tomorrow's Digital World. I covered how we live in exponential times. There has never been a time of greater promise of greater peril. We are dealing with a digital enterprise wave that, with AI, 5G, IoT and Blockchain is turning in top a Digital Tsunami. We are creating data faster than ever, but watch the numbers game and make sure you get your facts and ideas straight. Just like the parable of the 6 blind men and the elephant, everyone sees the connected world topic differently.
Blockchain, IoT and AI are foundational to the Fourth Industrial Revolution -...David Terrar
This is my keynote session at Channel Live on 12 September 2019. It covers Blockchain explaining what it is and isn’t. I cover why it is so transformational relevant for any Business Model. I go through real world case studies, not just proof of concepts.
I touch on what implementations and frameworks exist and should be considered? I then talk about what the future look like?
Blockchain is significant and business systems will evolve because of it. I move on to IoT (M2M), Industry 4.0 and why are they important. I explain the underlying factors and what the opportunity is for a reseller. I go on to demystify AI. What is it and why should you be interested now? Lastly I talk through why you should you factor blockchain, IoT and AI into your plans.
CIO Transformation Live - Opening remarks and The soft side of Digital Transf...David Terrar
My opening presentation covering the 4th industrial revolution, rise of China, digital enterprise wave, explosion in connected devices, explosion in data, key success factors for digital transformation, and the launch of Bloor's Mutable Business framework, leading in to the panel session on storytelling, startup mentality and social collaboration.
CIO Transformation Live - opening keynote - reframing the digital transformat...David Terrar
My opening session for Trafford Associates CIO Transformation Live event on 20 March 2019. I introduce the digital disruption and VUCA oriented business landscape that we are dealing with and argue that we are talking too much about technology, and not enough about business outcomes and real value. I propose reframing the Digital Transformation conversation in 5 steps - Encourage good behaviour, Think holistically, Be agile, Build a social network, Create your transformation story. Check out the slides for more detail.
CIO Focus Summit - Opening Keynote from Trafford Associates event at Whittleb...David Terrar
My opening keynote at Trafford Associates CIO Focus Summit which sets the scene for the day by giving my perspective on the new landscape of emerging technologies and business capabilities. We live in a time of exponential change and disruption. Everyone's talking digital transformation, but is what we are dealing with really digital and totally transformative? I explain it as the digital enterprise wave, then I discuss the management shift and mindset required to support it. We discuss where digital transformation is going next in 2019, and I then suggest some key ingredients to consider and specific recommendations to help you make sense of it.
Enterprise Cloud DevOps & Data Centres UK Conference Chair OpeningDavid Terrar
Introductory session for #WMECC event explaining we live in exponential times, during the 4th industrial revolution, grappling with the digital enterprise wave that is bout to turn in to a tsunami! Some suggestions of where next for digital transformation, and recommendations that you get better at story telling and listen to your users and customers more. It's not just about the technology, but the culture of your organisation, and the people factors to help you enable the transformation.
Setting the scene for the Enterprise Digital Workplace Summit, 6 June 2018, at the British Academy. We live in a time of exponential change and disruption. What we call the Digital Enterprise Wave may become a Tsunami adding Artificial intelligence and blockchain to the other emerging technologies. A management shift, but change is happening across the workplace with the "gig mindset". What is a digital workplace anyway? Finally a reminder of the 8 Strategic Building Blocks for digital transformation, a plea to focus less on technology and more on people, and 2 key recommendations.
Business case for deploying online collaboration across organisational bounda...David Terrar
Pollyanna Jones of NHS England & David Terrar of Agile Elephant, introduced by John Glover of Kahootz, use the NHS England futureNHS platform as a case study story for implementing an effective collaboration solution across silos, teams and organisational boundaries. The story shows:
* How the Department of Health and their Arm’s-Length Bodies are using a shared service arrangement to improve team working and stakeholder engagement across the UK health sector
* The potential, drivers and enablers that are necessary for success and the impending blockers and pitfalls with advice as how to overcome them.
* Where to start, how to educate your staff, and an understanding as to how to select and drive benefit from collaboration tools across the value chain
* How to tap into the collective knowledge and expertise of your stakeholders to foster a sense of shared purpose and community involvement
* Building a solid business case. Where the value and ROI of collaboration tools could lie as your organisation looks to improve team working with external parties and across organisational boundaries.
Global Legal Hackathon in London IntroductionDavid Terrar
Setting the scene, logistics, and introducing the judges and mentors for the London segment of the world's largest legal hackathon, hosted by Cambridge Strategy Group, Agile Elephant and Pinsent Masons.
Is Design Thinking important? We think it is - it’s one of our 8 building blocks for digital transformation. But what it is it, and why? In the run up to the Global Legal Hackathon, we thought we’d distil our workshop slides and ideas with an associated blog post to explain it.
Let’s set the scene with five quotes from experts and artists you will recognise explaining what design really is:
"The ultimate defense against complexity” - David Gelernter, Professor of Computer Science, Yale
"Simplicity is the ultimate sophistication” - Leonardo da Vinci
"Design is a way of changing life and influencing the future” - Sir Ernest Hall. Pianist, Entrepreneur, and Philanthropist
“Most people make the mistake of thinking design is what it looks like. People think it’s this veneer - that the designers are handed this box and told, ‘Make it look good!’ That’s not what we think design is. It’s not just what it looks like and feels like. Design is how it works.” - Steve Jobs
“Design-thinking firms stand apart in their willingness to engage in the task of continuously redesigning their business… to create advances in both innovation and efficiency - the combination that produces the most powerful competitive edge.” - Roger Martin, author of the Design of Business
Rethinking the Organization in the Platform AgeDavid Terrar
My keynote form the Enterprise Digital Summit London on 16 November 2017 covering:
- About the new business landscape
- The Digital Enterprise Wave gets higher
- How do you transform?
- 8 Strategic Building Blocks
- Digital Transformation – a definition
- 10 trends to watch
- The key ingredients and a crucial skill
CIO Focus Summit workshop - strategic building blocks for your digital trans...David Terrar
Slides from our workshop discussion around the key building blocks your company needs to consider on its Digital Transformation journey to create the right environment for innovation, collaboration and survival!
CIO Summit - introduction and the challenges facing the CIODavid Terrar
My introduction covering the themes of the day both in terms of the new digital landscape, and how it enables transformation. As we move in to what the World Economic Forum calls the 4th Industrial Revolution we face disruption - our business models are under threat, and we need to balance seizing new opportunities, with protecting existing revenues. He will set the scene for our topics that talk through those issues and cover the need for redefining security, the challenge of GDPR, consumer driven technology, the need for more collaboration and more.
From Framing the Mindset to Distributing Digital PatternsDavid Terrar
Scene setting keynote introduction for Enterprise Digital Summit London on 24 October 2016 at the British Academy. This session framed the current digital landscape, discussing the incredible rate of change, the digital enterprise wave, the importance of Enterprise Social Networks as a foundation for transformation, technology bad, good and exciting, and positioning the culture and network centric leadership required for today's landscape. It set the scene for Chris Fussell's session on the shift from command and control to network centric team based management (co-author of the Team of Teams book), then Dr David Wilkinson's session on the neuroscience behind the shift to an agile thinking mindset, and then Jenni Lloyd's session on purpose and the emotional intelligence required to create a connected organisation.
Digital transformation - it’s really all about the business stupid!David Terrar
For HfS European Service Buyers Summit (in Cambridge) - Version of the Digital Enterprise Wave presentation explaining 20 years of a World Gone Digital, the Wave, the digital landscape, the new thinking, emergent management and leadership required, along with examples to highlight business value in the new models, approaches and ecosystems.
Rethinking Digital - Successful Enablement for the Digital Transformation - i...David Terrar
My Rethinking Digital 2nd keynote from the i2 Summit 2015 in Zurich. About rethinking digital, providing building blocks and an implementation approach for your transformation, and hopefully inspiring you to do something differently tomorrow in your digital business efforts. Everyone's talking digital and it's dangerous... too dangerous to dilute the term, but crucially important that we understand it properly. Digital is becoming a synonym for technology or new or new technology. You need to understand the digital enterprise wave - the current disruptive landscape. Then here are 8 building blocks for transformation, and then our 7E approach to implementing change. Finally I echo Michael Corleone telling Sonny "it's not personal, it's business" with our version "it's not digital, it's business".
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
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Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
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OTA The Art of the Pitch Workshop handout
1. Over The Air
Pitch Workshop
11 September 2010
Penny Jackson & David Terrar
David Terrar Penny Jackson
2. Workshop Handout
• This handout covers the key points and
ideas of the workshop, combined with
notes from the discussions we had on the
day
• Although we’ve created this using
PowerPoint, these slides aren’t intended to
be used as a presentation
David Terrar Penny Jackson
3. Agenda
Time Activity Materials/
who delivers
1030-1040 Introduction, Penny and David intro themselves set objectives and get group to Flip chart,
introduce themselves. Projector,
PJ,DT
1040-1050 The Cook, The Wife and The King, Exercise One, an ice breaker and review PJ
exercise that places the delegate into another’s role and perspective.
1050-1130 The art of the Elevator Pitch, why, what, how and the 9C’s of a great pitch DT
1130-1135 Quick break All
1135-1220 Pitch on Pitch (The real experience) A practical session where delegates PJ
practice pitch skills with presentations to plenary.
1220-1230 Summary and Close PJ,DT
David Terrar Penny Jackson
4. Pitch Workshop Objectives
• This workshop will help you improve your
presentation skills and learn the art of "the
Pitch".
• Penny and David will get you on your feet,
thinking about how to get in to the mind of your
audience, whether they are prospects,
customers, friends, potential investors or
partners.
• We'll show you how to craft and refine your
message, and explain the 9 C's of a good
elevator pitch.
David Terrar Penny Jackson
5. The Cook, The Wife and The King,
Exercise One, learning Points
The purpose of this exercise is to take a quick light hearted view of
considering another’s point of view. Taking on a persona and then being
asked to make observation as that persona is to help you focus on what you
need to consider as you make your pitch. The most important view in the
room is the client and therefore place your pitch with their needs as your
focus.
Equally the power of language is such that simple easy accessible language
will clarify your product from the outset. Over complex language will detract
from the pitch, even if you feel the product is complex by its very nature. Your
pitch is looking at why do these people want/need this product, not how
complicated it was to create it.
Simple statements are preferred. Once hooked clients can always augment
their interest with deeper questioning. Be prepared to supply those answers,
but always be clear and concise.
David Terrar Penny Jackson
6. What is an elevator pitch?
Wikipedia definition:
• An elevator pitch or elevator speech is an overview of a product, service, person,
group or organization, or project and is often a part of a fundraising, marketing
communications, brand, or public relations program.
• The name "elevator pitch" reflects the idea that it should be possible to deliver an
elevator pitch in the time span of an elevator ride, or approximately thirty seconds to
two minutes.
• An elevator pitch is often used by an entrepreneur pitching an idea to a venture
capitalist or angel investor to receive funding. Venture capitalists often judge the
quality of an idea by the quality of its elevator pitch and will ask entrepreneurs for
their elevator pitches in order to quickly weed out bad ideas and weak teams.
The start of all of your messaging:
• Different versions for different audiences in context:
– A phrase
– 2 Lines
– 1 minute
– 2-3 minutes
– 20 minutes (for VCs & investors)
David Terrar Penny Jackson
7. Why do it?
• Get people interested, grab their attention Sell the product, win
business
• Establish communication
• Clarify what you are all about (people have a short attention span,
“don’t make me think”)
• Sell to potential investors, raise money
• Help get to as many people as possible
• Sense test what you are doing
• Focus on what is important
• Identify weaknesses
• Rehearse and rehearse so that you craft your message - continuous
improvement
• If you can't fully explain your product in 2 minutes, maybe it needs
more work
• This is the starting point for all of your messaging
• Transfer to everyone in your organization so they can pass it on
David Terrar Penny Jackson
8. Who is your audience?
• Potential clients
• Users (who may or may not be clients)
• Existing clients
• Investors
• Press
• The Boss
• Employees
• Friends and family (friends down the pub)
• Everyone
• Partners
• The bank manager
• People who aren’t interested
David Terrar Penny Jackson
9. What makes a bad pitch?
• Not knowing the subject
• A confusing message
• Too technical
• Can't see the wood for the trees
• Too long
• Too quiet
• Irrelevant
• Don’t understand the market
• Don’t understand the numbers, financials
• Wrong economics, unworkable business model
• Unrealistic superlatives
(if yours is the best, explain why with evidence)
• Unexciting, underwhelming
• Not reviewing the material by prioritising the needs of the client
David Terrar Penny Jackson
10. What makes a good pitch?
• Focus the pitch on the benefits of the product/app/project first, last, always
• Achieves the objective (nothing else matters!)
• Good preparation - ask questions before and tailor your pitch to the audience
• Has a story, a journey
• Simple
• Credible
• Compelling, grabs the interest
• Clear
• Concise
• Avoids the technical detail
• Captures what is unique (differentiate or die)
• Communicates your passion
• Builds confidence
• Has a hook - excites them so they want to hear more
• Has a goal - next step, call to action
• Deals with questions
• Is a dialogue (listen!)
• Remember people buy:
– People
– On emotion not logic
• Don't be afraid to think different
• Don't be afraid to be controversial
• See it their way - put yourself in the shoes of your audience
David Terrar Penny Jackson
11. Why does everybody start with PowerPoint?
(or, what visual aids are you going to use?)
• Too many people start with PowerPoint to give them structure
(as some sort of crutch)
• Too many slides are a prompt for the presenter rather than a visual
message for the audience
• Use PowerPoint/Keynote/Slides where appropriate, in context, not
always
• If you do use PowerPoint:
– keep slides to a minimum
– make them with uncluttered content
– use more pictures than text
– don’t have too many bullet points per slide or unreadable text
• Just you and your passion (voice only) can often work well
• Flipchart stand/white board
• Video
• Props
David Terrar Penny Jackson
12. How should your pitch start?
• Highlight how the product/app/project benefits the client
• With a simple, compelling proposition
• With a story
• Use a character
• Present a theme
• With a question
• An attention grabbing fact
• With a hook
• Using some research
• Comparisons relating to a product they know
• Explain what the user does now, before your solution
• Define the problem you are solving?
David Terrar Penny Jackson
13. Do you have a tag line?
• Encapsulate the project/app/product in single
phrase/sentence
• If you can distil the idea down to it's essence, it always
helps
• This can be difficult to do, but the effort is worth it
• A mantra is better than a mission statement
• Make sure you test it with people, the target audience
David Terrar Penny Jackson
14. How do you tell the story?
• Like any story - beginning, middle, end
• Get them interested, explain the core message, have a call to action
• Characters
• Passion
• Engaging
• Need presence, charisma, good social skills
(but these are all skills you can learn to do better)
• Use quotations
• Avoid jargon and technical detail
• Use attention grabbing facts
• Make the story an evolution
• Put yourself in their shoes
• Assemble the right team, have the answers prepared
• Listen and respond, make it a dialogue
• Leave them wanting more
David Terrar Penny Jackson
15. What about delivery?
• Passion and enthusiasm
(they'll be more impressed with the height of your enthusiasm than the
depth of your knowledge)
• Clarity
• Tailor to the audience
• Get the visual aids right
• Make eye contact with everybody you’re pitching to
• Entertaining
• Confident
• If you are enjoying it, they'll enjoy it
• Dialogue, not debate
• When something goes wrong, don't apologize, just recover and carry on
• Dry mouth, stage fright, getting lost? - see next bullet point
• Rehearse, rehearse, rehearse (down the pub, with friends & family)
• Test it properly
• Get someone to video you and then watch all the bad habits you've got and
the mistakes you make – then improve
• Try and keep it spontaneous
David Terrar Penny Jackson
16. What do you need to cover?
• Depends on the context and the audience
• The core message:
– The problem/needs
– Your solution/benefits
– Why you are unique
• The opportunity
• The return
• More on the quality of the team - investors back people more than products
• Less on the budget, forecast, numbers, business plan
(but you will have to cover those at some point)
• Market, business model, competition
• Weave a MAT (says Guy Kawasaki in The Art of the Start):
– Milestones
– Assumptions
– Tasks
• Spell out what you need
• Be honest, don't try and hide anything
• Cover the risks and the issues
• Explain next steps
• Prepare what to do/say next if they say yes
David Terrar Penny Jackson
17. Pitch on Pitch
(The real experience) Exercise Two
We are splitting you in to groups of 2.
With your partner take it in turn to pitch your product emphasising
3 benefits of your product. You each will take a turn to listen
actively and carefully to the other’s pitch. As a listener you must
only listen but not take notes.
After 5 minutes swap over and let your partner take their turn to
Pitch.
Return to plenary and each take turns to pitch your partner’s
product.
David Terrar Penny Jackson
18. Pitch on Pitch
Exercise Two, learning points
Listening to your advocate pitch your brief helps illustrate the strengths of your
own pitch. It reveals the other’s comprehension of the product from your
original pitch to them.
Observe the language your advocate uses. Is the order of the pitch or the
language more effective? If so why ?
How does the experience of listening actively to another’s pitch help you
consider how your pitch comes across to another person?
Simple explanations are always a good starting point for a pitch. Just because
the product is complex don’t over complicate the message from the outset. If
you find your self doing this go back to thinking in terms of needs and benefits;
i.e. why did I make this product? what was the perceived need and how does
the product address these in simple benefit related statements?
Ultimately, put yourself in the listener’s shoes.
David Terrar Penny Jackson
19. Summary
• Tell a story
• Start from the audience’s point of view
• Think benefits and needs
• Test your message thoroughly
• Use energy and enthusiasm
• Be clear and concise
• Avoid too much detail
• Rehearse, rehearse, rehearse
• Follow the 9 C’s of a great pitch
David Terrar Penny Jackson
20. The 9 C's of a great Pitch
• Clear
• Concise
• Compelling
• Credible
• Conceptual
• Concrete
• Consistent
• Customized
• Conversational
Chris O'Leary - Elevator Pitch Essentials
http://www.elevatorpitchessentials.com/essays/ElevatorPitch.html
David Terrar Penny Jackson
21. Recommended Books
Jack Trout – http://www.amazon.co.uk/Search‐Obvious‐Antidote‐Todays‐
In Search of the Obvious: The Antidote for Today's Marketing/dp/0470288590/ref=sr_1_1?ie=UTF8&s=books&qid=12843
Marketing Mess 69128&sr=8‐1
Al Ries & Jack Trout ‐ http://www.amazon.co.uk/22‐Immutable‐Laws‐
The 22 Immutable Laws Of Marketing Marketing/dp/1861976100/ref=sr_1_1?s=books&ie=UTF8&qid=12843
69394&sr=1‐1
Seth Godin – http://www.amazon.co.uk/Meatball‐Sundae‐Marketing‐Transforming‐
Meatball Sundae Business/dp/0749929480/ref=sr_1_1?s=books&ie=UTF8&qid=1284369
488&sr=1‐1
Jack Trout with Steve Rivkin – Differentiate or Die http://www.amazon.co.uk/Differentiate‐Die‐Survival‐Killer‐
Competition/dp/0470223391/ref=sr_1_1?s=books&ie=UTF8&qid=1284
369561&sr=1‐1
Youngme Moon – http://www.amazon.co.uk/Different‐Escaping‐Competitive‐Youngme‐
Different: Escaping the Competitive Herd Moon/dp/0307460851/ref=sr_1_1?s=books&ie=UTF8&qid=128436964
2&sr=1‐1
Nicholas B. Oulton ‐ http://www.amazon.co.uk/KILLER‐PRESENTATIONS‐Imagination‐
Killer Presentations Visualise‐
PowerPoint/dp/1845281845/ref=sr_1_1?s=books&ie=UTF8&qid=1284
369812&sr=1‐1
Garr Reynolds – http://www.amazon.co.uk/Presentation‐Zen‐Simple‐Design‐
Presentation Zen Delivery/dp/0321525655/ref=sr_1_1?s=books&ie=UTF8&qid=1284369
873&sr=1‐1
David A. Peoples – Presentations Plus http://www.amazon.co.uk/Presentations‐Plus‐Peoples‐Proven‐
Techniques/dp/047117730X/ref=sr_1_1?s=books&ie=UTF8&qid=1284
369699&sr=1‐1
David Terrar Penny Jackson
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22. References
Guy Kawasaki ‐ http://blog.guykawasaki.com/2006/06/the_art_of_the_.html#axzz0zOj4
The Art of the Start nYGJ
Chris O’Leary – http://www.elevatorpitchessentials.com/
Elevator Pitch Essentials
David Terrar Penny Jackson
23. Contact details
Penny Jackson
Presenter, Film Maker and Facilitator
m: +44 (0)7973 342065
e: pennykjackson@gmail.com
w: http://pennyjackson.co.uk/
twitter: pennyjackson
linkedin: http://uk.linkedin.com/pub/penny-jackson/b/7ba/209
David Terrar Penny Jackson
24. Contact details
David Terrar
CEO – D2C
and
Executive Director - ITBrix / WordFrame
p: +44 (0)1727 866309 (direct)
m: +44 (0)7715 159423
e: dt@d2c.org.uk and david@wordframe.com
w: www.d2c.org.uk and www.wordframe.com
skype: david_terrar
twitter: DT
linkedin: http://www.linkedin.com/in/davidterrar
blog: http://biztwozero.com
David Terrar Penny Jackson