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Skills
Emad Saif
Center for Entrepreneurship,
Qatar University
Presentation
1. Presentation Content
AGENDA
2. Presentation Skills
3. Preparation for Q & A
Presentation Content
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
Tell me what you do!
• 1 sentence, 10 seconds
• As simple as possible
Tip: Start with a “hook”
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
Describe the PAIN of
the customer!
Tip: Let them feel some
pain – don’t rush it!
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
Explain your SOLUTION to
the problem
• Is it a product? Service?
• How does your solution solve the
problem?
• Make it crystal clear
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
Establish reason
Define recent trends that
makes your solution possible
Tip: technological, economic,
political or social changes
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
Identify Customer/Market:
• Customer archetype
• Market size
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
You will always have
competition
List your top competitors
• Show competitive advantages
• Focus on how you’re different
• Tell us how you will beat them
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
Product functionality,
features, architecture,
intellectual property,
roadmap
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
How do you make money?
• Revenue model
• Pricing & Sales
• Distribution Channels
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
• Founders & Management
• Board of Directors
• Board of Advisors
Content
1. Company Purpose
2. Problem
3. Solution
4. Why now
5. Market Size
6. Competition
7. Product
8. Business Model
9. Team
10. Financials
• How much do you need?
• What do you need it for?
• What happens after you
spend it?
Seeking: $3m ($2m now + $1 in 12 months)
Target:
- 10m monthly active users
- $5m annual sales
Use of proceeds:
- Content acquisition
- Marketing
- R&D
Presentation Skills
The HERO saves the day!
VILLAIN = the problem HERO = your solution
Tell A Story
Easy to FOLLOW, Easy to UNDERSTAND, Easy to REMEMBER
Make it Easy to Understand
• Strong positive attitude
• Show passion & enthusiasm
• Direct & open, can’t fake sincerity
• Friendly, yet assertive
• Show them you “Know your game”
Have the right attitude
• Strong positive attitude
• Show passion & enthusiasm
• Direct & sincere
• Friendly, yet assertive
• Show that you “know your game”
Communication
• 7% Verbal
• 93% Non verbal
Non Verbal Communication
Body Distance
Clothes & Looks
Body & Arm Positions
Movement Gestures
Eye Contact
Face Expressions
Touch
Voice Voice Tone
Speed & Pauses
Watch your time
• Time your self
• Plan your pauses
• Focus on the key points
• Pitch it until it flows …
Benefits
vs.
Features
• Focus on
Benefits so
anyone can
understand
No Jargon!
Think like a JUDGE &
INVESTOR
Market
Attractiveness
Product
Differentiation
Managerial
Capabilities
Resistance to
Threats
Expected
Return
Perceived
Risk
Decision to
Invest
+
-
To Invest or not to Invest?
Preparation for Q & A
Q: Why do we have Q & A?
A: A chance to further convince them
• Ask questions not covered in the presentation
• Additional clarification
• Challenge certain assumptions
• More information
• Feedback
Dos and Don’ts
• Ask for clarification if question is not clear
• Don’t give long explanations limit to 2-30 sec
• Don’t argue this is not a debate
• You don’t know everything and that’s OK
How to Handle Feedback
• Accept the feedback
• Do not respond – this is not a question
• Do not argue – this is not a debate
• Say “Thanks for your feedback” … “are there more •
questions?”
Common Questions
• Do you have any customers?
• Have you spoken to potential customers?
• Did you check if your idea exists?
• What’s your competitive edge against existing competitors?
• What’s the barrier to entry for competition?
Common Questions (cont.)
• What’s your marketing strategy?
• How can you scale your business?
• What’s the team look like? What are your backgrounds?
• How much money do you need? How will you spend it?
Practice Makes Perfect
Emad Saif
emadsaif@qu.edu.qa
Center for Entrepreneurship, Qatar University
THANK YOU!

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Presentation Skills

  • 1. Skills Emad Saif Center for Entrepreneurship, Qatar University Presentation
  • 2. 1. Presentation Content AGENDA 2. Presentation Skills 3. Preparation for Q & A
  • 4. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials Tell me what you do! • 1 sentence, 10 seconds • As simple as possible Tip: Start with a “hook”
  • 5. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials Describe the PAIN of the customer! Tip: Let them feel some pain – don’t rush it!
  • 6. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials Explain your SOLUTION to the problem • Is it a product? Service? • How does your solution solve the problem? • Make it crystal clear
  • 7. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials Establish reason Define recent trends that makes your solution possible Tip: technological, economic, political or social changes
  • 8. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials Identify Customer/Market: • Customer archetype • Market size
  • 9. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials You will always have competition List your top competitors • Show competitive advantages • Focus on how you’re different • Tell us how you will beat them
  • 10. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials Product functionality, features, architecture, intellectual property, roadmap
  • 11. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials How do you make money? • Revenue model • Pricing & Sales • Distribution Channels
  • 12. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials • Founders & Management • Board of Directors • Board of Advisors
  • 13. Content 1. Company Purpose 2. Problem 3. Solution 4. Why now 5. Market Size 6. Competition 7. Product 8. Business Model 9. Team 10. Financials • How much do you need? • What do you need it for? • What happens after you spend it? Seeking: $3m ($2m now + $1 in 12 months) Target: - 10m monthly active users - $5m annual sales Use of proceeds: - Content acquisition - Marketing - R&D
  • 15. The HERO saves the day! VILLAIN = the problem HERO = your solution
  • 16. Tell A Story Easy to FOLLOW, Easy to UNDERSTAND, Easy to REMEMBER
  • 17. Make it Easy to Understand • Strong positive attitude • Show passion & enthusiasm • Direct & open, can’t fake sincerity • Friendly, yet assertive • Show them you “Know your game”
  • 18. Have the right attitude • Strong positive attitude • Show passion & enthusiasm • Direct & sincere • Friendly, yet assertive • Show that you “know your game”
  • 20. Non Verbal Communication Body Distance Clothes & Looks Body & Arm Positions Movement Gestures Eye Contact Face Expressions Touch Voice Voice Tone Speed & Pauses
  • 21. Watch your time • Time your self • Plan your pauses • Focus on the key points • Pitch it until it flows …
  • 24. Think like a JUDGE & INVESTOR
  • 27. Q: Why do we have Q & A? A: A chance to further convince them • Ask questions not covered in the presentation • Additional clarification • Challenge certain assumptions • More information • Feedback
  • 28. Dos and Don’ts • Ask for clarification if question is not clear • Don’t give long explanations limit to 2-30 sec • Don’t argue this is not a debate • You don’t know everything and that’s OK
  • 29. How to Handle Feedback • Accept the feedback • Do not respond – this is not a question • Do not argue – this is not a debate • Say “Thanks for your feedback” … “are there more • questions?”
  • 30. Common Questions • Do you have any customers? • Have you spoken to potential customers? • Did you check if your idea exists? • What’s your competitive edge against existing competitors? • What’s the barrier to entry for competition?
  • 31. Common Questions (cont.) • What’s your marketing strategy? • How can you scale your business? • What’s the team look like? What are your backgrounds? • How much money do you need? How will you spend it?
  • 33. Emad Saif emadsaif@qu.edu.qa Center for Entrepreneurship, Qatar University THANK YOU!