1. “The first priority is to
give your audience a
great night out –
because no worthwhile
process takes place
when an audience is
bored”
John McGrath
It’s Show Business

2. ` ‘How to Deliver Compelling and Successful
Pitches’
(Pitch to Win)

3. “ Find Your Story and get
people to believe in You”
Liam Hayes PCH

4. • Sermons (churches empty)
• Slide Presentations (majority uninteresting)
• Sales Presentations (no one wants to be sold to!)
Stop Delivering!
` The Aristo Philosophy

5. Aristo promotes the art of extended
conversation.
Have a conversation, be it with
1, 5, 50 or 500 people.
` The Aristo Philosophy
Start Having a Conversation

6. To create a pitch that will stand out from the crowd
and help you to win business
• Tell a client you understand their problems better than
anybody else
• Reassure them that you have a solution that is better than
anybody else’s
• Persuade them that your team has solved these problems
many times before
• Demonstrate that you will be easy to work with
` Pitch Objectives

7. `
‘Pitch to Win’
‘It’s About Relationships- Stupid’

8. “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

9. Tell a ‘ Value’ Story
• I fully understand
what you are trying to
do!
• Demonstrate you
have a much better
understanding than
any of your
competitors

10. “If a potential customer has made time to meet
you, this means they have a problem to solve or a
project in mind and they expect that you are not
simply coming to tell them what you do, but that
you have put some real thought into how you are
going to help them solve their problem”
- Deirdre McPartlin
Enterprise Ireland Düsseldorf

11. Are
 Situation Appraisal
 Objectives
 Measure of Success
 Value to Organisation
` The Basics: Preparation
Do Get

12.  Better than anybody else
 Delivered many times before
` The Proposal: Solution
Are Do Get

13.  Situation Appraisal
 Objectives
 Measure of Success
 Value to Organisation
` The Proposal: Delivery
Are Do Get

14. “Most Boring Day of my Month”
• You are one of 6-8
teams presenting,
how are you going to
stand out from the
crowd?
• Make Your Solution
Stick !!!!!

15. ` Cake or Worm?

16. `
‘Pitch to Win’
‘Tell Your Story’

17. “Designing a presentation without the
audience in mind is like writing a love
letter to ‘ whom it may concern’ “
Nancy Duarte
Who is your audience?

18. ` Qualities of Your Hero
• ???????????
• ????????????
• ????????????

19. ` Padraig Harrington` Paul O’Connell

20. 1. Open
(Connect in 20 words or 7 sec.)
2. Body
(Concentration ON-OFF-ON-OFF-ON-OFF-
ON-OFF ON -OFF-ON-OFF)
3. Close
(If they remember your take home message
you are a success)
` The Basics

21. HEADLESS BODY IN TOPLESS BAR
New York Post on a local murder
FREDDIE STAR ATE MY HAMPSTER
Sun: story was a fabrication
ICE CREAM MAN HAS ASSETS FROZEN
BBC News
SUPER CALEY GO BALLISTIC
CELTIC ARE ATROCIOUS
Sun on Inverness Caledonian Thistle beating
Celtic in the Scottish Cup
` Opening: Newspaper Headlines!

22. “ A speech is like a love affair any fool
can start it, but to end it requires
considerable skill “
Lord Mancroft
The Close: How is listener Better?

23. www.aristo.ie
Template
“ 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”
- Graham Linehan

24. Analogy: Planning a journey is like planning a talk
"One good analogy is worth three hours discussion."
(Dudley Field Malone)
Team
Better
Connect
Do Audience
Prepare
Action
Plan your Pitch
Problem

25. It’s unwise to pay too much
But it’s worse to pay too little.
When you pay too much,
you lose a little money - that is all.
When you pay too little,
you sometimes lose everything,
because the thing you bought
was incapable of doing the thing
it was bought to do.
The common law of business balance
prohibits paying a little and
getting a lot - it can’t be done.
If you deal with the lowest bidder,
it’s well to add something for the risk
you run, and if you do that
you will have enough to pay
for something better.
John Ruskin, protagonist for
new commercial ethics,
1819-1900

26. And they will!
This is the judgement your
listener is continually making:
Do I believe / trust this person?
My final piece of advice to you is
• Speak from your life’s experience
• Speak with energy and enthusiasm
• Speak in terms of your listeners interest

27. “I would describe Andrew as 'the Speaker's
Speaker'. In other words, anyone who speaks
for a living would gain huge value from
Andrew's input and I regularly consult with him
on my content for talks, key-notes etc.
Neil O’Brien, Time To Fly Ltd
Testimonial

28. web:
www.aristo.ie
email:
andrew@aristo.ie
http://ie.linkedin.com/in/andrewkeogharisto
phone:
01 8208552
twitter:
@aristoc2g
` My Contact Details

29. `
‘Pitch to Win’