Present & Pitch for Profit Masterclass

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As Business Leaders, whether we are pitching to potential investors or high level customers or presenting to shareholders or employees it needs to be: Authentic - Compelling - Concise - Effective - Memorable We have all sat through presentations that are none of these things - and often supported by slides that detract rather than enhance. We’ve been on the receiving end of pitches that spend more time telling us about them and less about about us and how they might solve our problem or address our needs. Ineffective pitches and ineffective presentations directly affect your bottom line. Effective pitches will grow your business!

Bildung

© 2016 Roger Harrop Associates www.rogerharrop.com
Present & Pitch
for Profit

© 2016 Roger Harrop Associates www.rogerharrop.com
Speaking in front of an audience came out
higher than death
41% named it as the thing they were most
afraid of
Source: BBC

© 2016 Roger Harrop Associates www.rogerharrop.com
Voice
Impact
Body
Language
/Pres’n
Style
Content/
Interest
Audience
connection
Passion Timing TOTAL
1-10 (10 being excellent)
Speaker Evaluation

© 2016 Roger Harrop Associates www.rogerharrop.com
Effective Presentations
Structure
DeliveryDesign

© 2016 Roger Harrop Associates www.rogerharrop.com
Attention
Retention
0 5 Time 20-30 mins
Maximum
Attention Span
Attention Retention
Attention
Retention
Attention
Retention
Maximum
0 5 Time 20-30 mins
Attention Span

© 2016 Roger Harrop Associates www.rogerharrop.com
Acid Test

© 2016 Roger Harrop Associates www.rogerharrop.com
Good Presentations
๏ Get Attention
๏ Communicate
๏ Well prepared
๏ Don’t waffle
๏ Well rehearsed
๏ Finish on time

© 2016 Roger Harrop Associates www.rogerharrop.com
Good Presentations
Presenter Audience
Barrier to communication
message message

© 2016 Roger Harrop Associates www.rogerharrop.com
Effective Presentations
DeliveryDesign
Structure

© 2016 Roger Harrop Associates www.rogerharrop.com
Source:Treacey & Wiersma
Operational
Excellence
Product
Leadership
Customer
Intimacy

© 2016 Roger Harrop Associates www.rogerharrop.com
Be the lowest cost
provider in the market
Operational
Excellence

© 2016 Roger Harrop Associates www.rogerharrop.com
operational
excellence
๏ Optimised supply chain processes
๏ Customer receives reliable high speed
transactions
๏ “Lean and mean” culture where operational
efficiency is highly rewarded
๏ Sell on price

© 2016 Roger Harrop Associates www.rogerharrop.com
Product
Leadership
Push the boundaries of the
market with innovative
products or processes

© 2016 Roger Harrop Associates www.rogerharrop.com
product
leadership
๏ Focus on invention, product development
and market exploitation
๏ Products and services generate anticipation
and excitement among customers
๏ Rewards for new product successes and
toleration of failures

© 2016 Roger Harrop Associates www.rogerharrop.com
Customer
Intimacy
๏ Develop the relationship
with your chosen customers
that they most value

© 2016 Roger Harrop Associates www.rogerharrop.com
customer
intimacy
๏ Focus on identifying customer problems and
developing and implementing solutions
๏ Empowered customer-facing employees
๏ Carefully selected and nurtured clients

© 2016 Roger Harrop Associates www.rogerharrop.com
Market
Leader
Fast
Follower
Industry
Average
Below
average
Customer
Intimacy
Product or
Process
Innovation
Operational
Excellence
A
A
A
B B
B C
C
C

© 2016 Roger Harrop Associates www.rogerharrop.com
Price/Perception
Matrix™
Price
Perceived
Added Value
Commodity
Buyer
High Added Value
Product/Service
You

© 2016 Roger Harrop Associates www.rogerharrop.com
company introduction benefits Q&A close
Typical Pitch
Attention
Retention
Maximum
0 5 Time 20-30 mins
Attention Span

© 2016 Roger Harrop Associates www.rogerharrop.com
intro
benefits
justification benefits
close Q&A
close
Effective Pitch
Source:’M62n
Attention
Retention
Maximum
0 5 Time 20-30 mins
Attention Span

© 2016 Roger Harrop Associates www.rogerharrop.com
Slide
Max 16
words
NO CAPS
>24 pt
text
Death
by bullet
point
Don’t
read to
me
No
random
transitions
SlideSlideSlide
Why?
Slides

© 2016 Roger Harrop Associates www.rogerharrop.com
This is type face at 16pt
This is type face at 18pt
This is type face at 20pt
This is type face at 24 pt
This is type face at 28pt
This is type face at 34pt
This is type face at 40pt
This is type face at 44pt
This is type face at 48pt
This is type face at 50pt
Slides

© 2016 Roger Harrop Associates www.rogerharrop.com
Slides
Visual

© 2016 Roger Harrop Associates www.rogerharrop.com
Assimilate
Adapt
Adopt

© 2016 Roger Harrop Associates www.rogerharrop.com
Prospecting
Sales Management 
Matrix™
£
StarJunior
CowDog

© 2016 Roger Harrop Associates www.rogerharrop.com
Case Study
Case Study
Case Study

© 2016 Roger Harrop Associates www.rogerharrop.com
Effective Pitches
DeliveryDesign
Structure +20%
pitch
success

© 2016 Roger Harrop Associates www.rogerharrop.com

© 2016 Roger Harrop Associates www.rogerharrop.com
Planning Preparation Pitch

© 2016 Roger Harrop Associates www.rogerharrop.com
:: BUSINESS EXPERT
:: AUTHOR
:: INTERNATIONAL SPEAKER
www.rogerharrop.com

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Present & Pitch for Profit Masterclass

5. © 2016 Roger Harrop Associates www.rogerharrop.com Attention Retention 0 5 Time 20-30 mins Maximum Attention Span Attention Retention Attention Retention Attention Retention Maximum 0 5 Time 20-30 mins Attention Span

12. © 2016 Roger Harrop Associates www.rogerharrop.com operational excellence ๏ Optimised supply chain processes ๏ Customer receives reliable high speed transactions ๏ “Lean and mean” culture where operational efficiency is highly rewarded ๏ Sell on price

14. © 2016 Roger Harrop Associates www.rogerharrop.com product leadership ๏ Focus on invention, product development and market exploitation ๏ Products and services generate anticipation and excitement among customers ๏ Rewards for new product successes and toleration of failures

16. © 2016 Roger Harrop Associates www.rogerharrop.com customer intimacy ๏ Focus on identifying customer problems and developing and implementing solutions ๏ Empowered customer-facing employees ๏ Carefully selected and nurtured clients

17. © 2016 Roger Harrop Associates www.rogerharrop.com Market Leader Fast Follower Industry Average Below average Customer Intimacy Product or Process Innovation Operational Excellence A A A B B B C C C

24. © 2016 Roger Harrop Associates www.rogerharrop.com This is type face at 16pt This is type face at 18pt This is type face at 20pt This is type face at 24 pt This is type face at 28pt This is type face at 34pt This is type face at 40pt This is type face at 44pt This is type face at 48pt This is type face at 50pt Slides

Present & Pitch for Profit Masterclass

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