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Making an Effective Presentation LifeSciTN Business Planning Seminars Series hosted by Baker Donelson hosted by Baker Donelson 27 September 2012 Dr. Audrey.

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Presentation on theme: "Making an Effective Presentation LifeSciTN Business Planning Seminars Series hosted by Baker Donelson hosted by Baker Donelson 27 September 2012 Dr. Audrey."— Presentation transcript:

1 Making an Effective Presentation LifeSciTN Business Planning Seminars Series hosted by Baker Donelson hosted by Baker Donelson 27 September 2012 Dr. Audrey M. Depelteau

2 "Too Often I Have Been Trapped In Presentations That Were Painfully Overlong, Over Serious, Under Organized, And So On…. And, I have been guilty of all of the above.” Carolyn Tallent

3 Material To Be Covered Designing Your Pitch Logistics & Audience Backward Design Model

4 Backward Design Educational Model (Wiggins & McTighe) Identify Desired Results Determine Acceptable Evidence Plan Learning Experiences and Instruction

5 Why Use An Educational Model? Create the Big Picture: Set the Vision with the End Goal in Mind

6 Identify Desired Results Who Is Your Audience? Why Are You Presenting To This Individual/Group What Result/Outcome Would You Like To Produce?

7 Example  My Audience: A group of Life Science Entrepreneurs ready to take their business ideas to the next level, including those seeking outside funding.  Why: I am committed to supporting Tennessee Economic Development by keeping the best and the brightest here at home.

8 Objectives  At the end of this session you, the participants, will be able:  To plan your presentation from a backward design model.  To write four or more objectives or outcomes that you want your audience to ‘take away.’  To determine what logistics need to be identified and handled before the formal presentation is given.  To identify audience ‘listening’ focus.  To distinguish areas of weakness in your delivery skills.  To create an effective pitch to investors using a step-by-step model.

9 Tips for Effective Presentations  Purpose of Presentation  Organize Content  Prepare and Practice  Personal Appearance, Presence and Etiquette  On-site Preparation  Speaking  Visual & Projection  Slide Projection  Using Pointers  Handouts  Trouble-shooting, Questions

10  Data  Listeners who are primarily data driven will be evaluating your presentation to see if “it is grounded in the appropriate facts and figures.”  Structure  Audience members who look first for structure want to see how all the different aspects of your talk fit together.  Vision  “Where are all these strategy discussions going to lead us?”  Human Element:  People want to know where they — and everyone else — fit in.  Assume all four types of listeners are present. Primary Listening Focuses Brown, Paul B. Listen Up. Know Your Audience. New York Times. September 2, 2006

11 The Pitch Plan Learning Experiences

12 Challenge  The challenge will be to incorporate all pertinent content that I will be discussing by:  Being concise  Using 10-12 slides  Limiting your presentation to 10 - 15 minutes

13 Who are You, What is Your Company and What are its Core Values?  Introduce yourself.  What is the name of the company?  State concisely the core value proposition or the unique benefit the company will provide to address the customer need.  Be succinct and clear. Maintain a focus.  This is not a customer sales call. You’re not selling your product.  You’re selling your company, and your team.

14 Management Team Review  Who is on your team and why are they qualified to execute the plan?  Provide key points about them, relevancy of experience.  How will the team’s achievements, education and experience (both functional & entrepreneurial) reduce the risk of business failure?  Focus on how the team is capable of building a business around the product/service.  Has the team worked together before? Another startup? Another corporation? As partners, vendors/customer, etc.?

15 RAE’s Accomplished, Award Winning Team 15 Bryant won 1998 Perkin Medal >150 U.S. Patents invented by team members > 50 Processes from concept to commercialization by team members turning > $1 billion sales Accomplished entrepreneurs and business executives in team Perkin Medal: given to a scientist residing in America for an "innovation in applied chemistry resulting in outstanding commercial development." It is considered the highest honor given in the US chemical industry. 9/28/2012 to Dean Haritos © Renewable Algal Energy, LLC

16 RAE’s accomplished, award winning team 16 Perkin Medal: given to a scientist residing in America for an "innovation in applied chemistry resulting in outstanding commercial development." It is considered the highest honor given in the US chemical industry. 9/28/2012 to Dean Haritos © Renewable Algal Energy, LLC Jeff Kanel, Ph.D. Chem. Eng. President & CEO Extraction David Bryant, Ph.D. Chemistry Director of Intellectual Property Roy Meadows. Chem. Eng. Licensing Victor Allen, MBA Agricultural Business CFO Executive mgmt Rick Randles Industrial Eng. COO Executive mgmt Jason Egli Chemical Engineer Cal Churn, Ph.D. Environmental Engineer Aquaculture Steve Falling, Ph.D. Chemistry Bob Clayton Mechanical Engineer Harvesting Charles Harris, M.S. Aquatic Sciences Project Eng. Jim Beck Dir. of Licensing Founded Solaray Bob Kanel Computer Sci. Process control Vince VanBrunt, Ph.D. Chem. Eng. Mike Bryles, CPA Accounting Ralph Wong Land/ Water permitting David Sims Chem. Eng. Plant Manager

17 What’s the Problem that you seek to solve?  State the big, important problem that the company is going to solve.  State concisely and clearly why this situation exists and persists.  This is your Market Opportunity ; that need, want, or demand that is not being addressed by the competitors.

18 How Big is the Problem?  Assert the size of the opportunity you have identified.  Define the scope of the opportunity.  This is the Market Size, the number of buyers and sellers in a particular market.

19 Market continued  Explain the market that you are focusing on and provide statistics for the size and indications of growth. Rarely would a small and or decreasing market sustain a viable business.  Explain the industry dynamics, drivers, where your company will compete, why and how.  Demonstrate that you thoroughly understand your market and have targeted a segment that you can dominate.  Know the scope of opportunities and hone in on segment that is profitable and approachable.  Once you “establish a beachhead ” you can expand, but trying to be all things to all people is a recipe for failure.  Mention any Intellectual Property advantage - any patents or defendable IP that will be a barrier to entry to competitors.

20 Solution What is your Solution?  State concretely what you will build/develop that solves the problem. What is the Value that your Solution Provides?  State clearly and quantify to the extent possible three to five key benefits you provide.

21 How Will You Get Your Solution To The Market?  Focus on articulating the non-obvious, potentially disruptive elements of your strategy. (If yours is a sustaining innovation focus on better value).  What are the critical hurdles that your company faces and how will you address them to get the sale?  This is your go to Market Strategy.

22 Customers  Who are your customers? What relationship do you have with them?  What is their compelling business reason to buy your product/service?  What is the revenue model: purchase, lease, purchase & annual maintenance, subscription fees, licensing fees, etc.?  Do you have any revenue generating customers now? Are they profitable?  Investors like products that ‘remove pain’ or ‘solve a problem’ and have an obvious Return on Investment ( ROI) for the customer at a price that is profitable for you.

23 Customers continued  Discuss qualities of an “ideal customer”  List your top 10 potential customers.  Do one or two large customers dominate you? If so, what is your plan to diversify? Exactly who in the company is the buyer? VP of R&D? Director of Sales? Who writes the checks? Is there any intermediary selling your product to the end user. (know this for Q & A or put in a handout)

24 Competitors: Who else provides a solution and why is yours better?  State clearly and concisely how your solution is better than what everyone does in the industry, including the status quo.  Do your homework on the competition and don’t misrepresent their strengths or their weaknesses. Please don’t say you don’t have any. If there is money to be made, someone will enter your market. Explain who this is and why you are in a better position. (Lower pricing rarely ever wins!)  This is your Competitive Advantage which allows you to generate greater sales or margins and/or retain more customers than your competition.

25 Competitors continued  What’s unique to your technology/service? Why is it sustainable?  What are the barriers to competition?  After your initial product/service, what are the follow-ons?  If your competitors are large, well financed companies, be prepared to talk about licensing your product or selling your company to them.  This is your Competitive Advantage which allows you to generate greater sales or margins and/or retain more customers than your competition

26 Sales and Delivery Channels  How are you going to get your product to the customer?  How does the cost of distribution or delivery compare to the cost and profitability of the product?  Do you have any partners or alliances to help distribute your product/service?  Is there a well known company that compares/contrasts to your business model?

27 What will be needed to succeed and how will you and others measure progress?  What are the capital requirements for the company?  Map the funding against your key milestones.  Tie the milestones to the key metrics in your financial projections.  This is your operating plan for the funds you are raising – financing requirements and associated milestones.

28 Exit Strategy  When and how do you intend to exit the business?  Be specific.  For Example stating that “Company a has acquired x # of similar companies over the last 3-5 years and is one potential buyer” is better than saying “we are hoping that someone could buy us.”

29 Why you? Why now?  Solidify the core value proposition of your company in words that are memorable and unique to your company.  If someone were to give a short summary the company, these are the words you want used – the opportunity and the solution  This is your Summary

30 Challenge  The challenge will be to incorporate all pertinent content that I discussed by:  Being concise  Using 10-12 slides  Limiting your presentation to 10-15 minutes.  Practice, Practice, Practice and time yourself.  Confidence & Body Language are critical.

31 Other Things to Consider  Be prepared to answer  Include in a handout

32 Sales Funnel/Process ( this is one of the most important areas in the development of a robust business model )  Explain your sales process—how you qualify, what makes you decide to continue sales discussions, how do you narrow your targets, who do you talk with, how do you move them to a close or contract. If you don’t know from experience, outline your assumption.  What is the length of your sales cycle, from the time you contact a lead to signing a contract, how many hours are spent in the sales process, and how long does it take? If you don’t know from experience, estimate.  Explain where your top 10 potential customers are in the sales process or funnel.

33 Assuming you can get it to market and make money, how much will you make?  What is your five-year financial projection for the company?  What are the two to four key metrics that will drive revenues, expenses and growth?  Convey that you really understand the economics and evolution of a growing a dynamic company  These are your financial projections.

34 Financial Projections continued  Chart the top level revenue, expense, and profitability history, if any, for the previous year plus the next five years.  Explain correlation between revenue and number of customers.  Factor in length of sales cycle. For instance, if you intend to produce revenue of x amount of $ in 2013, yet the sales cycle is 12 months, and you have no customers in your sales funnel, then how is that going to happen?  Explain correlation between number of customers and revenues generated from each customer.

35 Operation/Staffing  Explain your growth in terms of number of employees.  Correlate to expenses outlined in Financial History. For instance, if you intend to grow from 2 to 20 employees to service 20 or more customers, and your expenses are only increasing to $300,000, then how is that going to happen?  Discuss staffing. What positions will you hire as you grow?

36 Acknowledgements  Eric Matthews, Seed Hatchery in Memphis who has given me permission to use portions ‘Suggestions for Making Your Pitch.’  Dr. Jeffrey Kanel of Renewable Algal Energy for allowing me to use them as an example.  Tony Lettich, Excalibur for sharing insights from an investors point of view.  Life Science Tennessee, Abby Trotter  East Tennessee State University Innovation Lab  Grant Wiggins and Jay McTighe for spear-heading and revolutionizing education change. Wiggins G., McTighe J. 2005 Understanding by Design. Alexandria, VA: Association for Supervision and Curriculum Development.  garage.com


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