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Presentations Skills - A basic overview of what to include in start-up presentation, critical presentation skills and how to prepare for the questions asked by the panel of judges. This presentation was to created for Al Fikra national business plan competition in Qatar.
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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
Content1.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”
Content1.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!
Content1.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
Content1.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
Content1.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
Content1.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
Content1.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
Content1.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
Content1.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
Content1.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 StoryEasy 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 DistanceClothes & LooksBody & Arm Positions
Movement GesturesEye ContactFace Expressions Touch
Voice Voice ToneSpeed & Pauses
Watch your time
• Time your self• Plan your pauses• Focus on the key points• Pitch it until it flows …
Benefits vs. Featur
es
• Focus on Benefits so anyone can understand
No Jargon!
Think like aJUDGE &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
