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Presenting Great Business Plans

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Presenting Great Business Plans Building the New Venture Waverly Deutsch, Ph. D. – PowerPoint PPT presentation

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Title: Presenting Great Business Plans


1
Presenting Great Business Plans
  • Building the New Venture
  • Waverly Deutsch, Ph. D.

2
Two Key Elements
  • Semantics What you want to say
  • Content
  • Syntax How you say it effectively
  • Structure
  • Slides
  • Delivery

3
Content
Everything you know about your subject
4
Elevator Pitch
Not good We have developed a proprietary
algorithm that models moving objects as
trajectories and uses a dynamic variable to
manage uncertainty. Our technology allows
companies to optimize their mobile assets in
real-time and develop a whole new class of
location-based services.
Better Our software dramatically improves a
companys ability to manage mobile resources like
trucks, service personnel and equipment. The
system builds on standard tracking systems by
proactively notifying dispatchers when schedules
are off and enabling them to match resources to
requirements on the fly.
5
Selecting Content
  • Time available
  • Audience
  • Make-up
  • Size
  • Interactivity
  • Theme
  • Key take-aways
  • Data

6
The 15 Minute Business Plan Pitch
  • Theme This is a good business investment
  • Elevator Pitch provides the content
  • Key Take-Aways
  • We solve an important problem
  • Problem
  • Solution
  • We have momentum
  • Patents/Prototypes
  • Beta customers
  • Management team
  • We are a good investment
  • Market size
  • Revenue projections
  • Barriers to entry/competitive advantage
  • The Ask What do you need from this audience

7
Doing Demos
  • Make sure the technology works easily practice
    your transition into the demo
  • Explain briefly what the audience is about to see
  • Limit the amount of data entry you need to do
  • Show one or two scenarios to get the point across

8
Nested Diamond Outline
9
Two Kinds of Transitions
Between sections of the presentation
10
Notes on Slides Less is more. Dont make your
audience work too hard.
  • Bullets are useful...
  • But dont write out your whole bullet.
    Always have more to say than is written on your
    slide. Make sure you use large fonts. A rule of
    thumb is 16pt minimum for a small room, 20pt
    minimum for a large room. Use sans serif fonts
    (fonts which do not have little tails on the
    letters exp. Arial not Times New Roman).
  • Style is important
  • But dont choose complex backgrounds that
    make it hard to find your content. Always use
    either light text on a dark background or dark
    text on a light background. Red and Green are bad
    colors for text. Always, always, always double
    check all spelling nothing makes you look less
    professional than spelling and grammatical
    errors.
  • Graphics add variety...
  • And can make many points better than text.
    Keep graphics simple and always build them as you
    make the point of the graphic. Animation, while
    fun, is distracting to the audience. They stop
    listening to you and start trying to figure out
    what is going on. Avoid clipart that doesnt help
    you make your point. Decorations are pure
    distraction

Meaningful graphics
Great slides
Simple style
Clear text
11
Notes on Slides
  • Intro and Agenda slides
  • Names on Intro slide
  • Agenda slides optional in this kind of
    presentation
  • Less is more
  • 1-2 minutes per slide minimum
  • Speak to the slide, dont skip over content
  • High information to ink ratio
  • Informative titles
  • Clean 1-2 line bullets
  • Graphics require time and explanation

12
Presenting Financials
9,000
Product Revenue
8,000
Licensing Revenue
7,000
6,000
Gross Profit
5,000
in 1,000s
4,000
EBITDA
3,000
2,000
1,000
0
-1,000
2006
2007
2008
2009
2010
Total Revenue
17.4 169.7 943.1 4,630.9 12,603.0
17.4 149.5 502.4 2,292.0 4,584.0
0 20.3 440.7 2,338.9 8,019.0
8.0 75.2 366.6 1,500.9 4,998.0
(88.5) (312.3) (241.3) 264.6 2,599.7
Product Revenue
License Revenue
Gross Profit
EBITDA
13
Delivery Styles
Presenters Role
Goal
Situations/Material
Educator Teaching Academic settings Business conferences Introducing complex new material
Evangelist Persuading Consultant to client Change maker to management team Legal settings/Some political settings
Motivator Inciting Action Key note speeches Motivational workshops Political campaign speeches
Salesperson Closing the Deal Sales calls, Trade show Fundraising meeting Business plan competition
14
Delivery Tools
  • Voice
  • Clarity
  • Volume
  • Pace
  • Body Language
  • Eye contact
  • Movement
  • Gestures

15
Useful Practice Techniques
  • Divide up the presentation and practice sections
  • Practice in front of the mirror
  • Recruit at least two test audiences
  • Use tools
  • PowerPoints timer
  • Tape recorder
  • Video

16
Summary Specifics for your Situation
  • Content sell the business
  • Versus describing product or service
  • Structure
  • Solution to a problem
  • Momentum evidence
  • Return on investment
  • Slides
  • 5-7 for a 5 minute presentation
  • Graphics to illustrate product and milestones,
    present financials and market size
  • Delivery
  • Salesperson, closing style make the ask!
  • Work the transitions, especially the handoffs
    between team members

17
Thank you!
  • Waverly Deutsch
  • waverly.deutsch_at_gsb.uchicago.edu
  • 773-531-8209
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