present & pitch for profit masterclass

© 2016 Roger Harrop Associates www.rogerharrop.com

Present & Pitch for Profit


Speaking in front of an audience came out higher than death

41% named it as the thing they were most afraid of

Source: BBC


Voice Impact

Body Language/Pres’n Style

Content/Interest

Audience connection Passion Timing TOTAL

1-10 (10 being excellent)

Speaker Evaluation


Effective Presentations

Structure

DeliveryDesign


Attention Retention

0 5 Time 20-30 mins

Maximum

Attention Span

Attention Retention

Attention RetentionAttention Retention

Maximum

0 5 Time 20-30 mins

Attention Span


Acid Test


Good Presentations

๏ Get Attention ๏ Communicate ๏ Well prepared ๏ Don’t waffle ๏ Well rehearsed ๏ Finish on time


Good Presentations

Presenter Audience

Barrier to communication

message message



DeliveryDesign

Structure


Source:Treacey & Wiersma

Operational Excellence

Product Leadership

Customer Intimacy


Be the lowest cost provider in the market



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


Product Leadership

Push the boundaries of the market with innovative products or processes


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


Customer Intimacy

๏ Develop the relationship with your chosen customers

that they most value


customer intimacy

๏ Focus on identifying customer problems and developing and implementing solutions ๏ Empowered customer-facing employees ๏ Carefully selected and nurtured clients


Market Leader

Fast Follower

Industry Average

Below average

Customer Intimacy

Product or Process

Innovation


A

A

A

B B

B C

C

C


Market Leader

Fast Follower

Industry Average

Below average

Customer Intimacy

Product or Process

Innovation



Price/Perception Matrix™

Price

Perceived Added Value

Commodity

Buyer

High Added Value Product/Service

You


company introduction benefits Q&A close

Typical Pitch

Attention Retention

Maximum

0 5 Time 20-30 mins

Attention Span


intro

benefits

justification benefits

close Q&A

close

Effective Pitch

Source:’M62n

Attention Retention

Maximum

0 5 Time 20-30 mins

Attention Span



DeliveryDesign

Structure


Slide

Max 16 words

NO CAPS

>24 pt text

Death by bullet

point

Don’t read to

me

No random

transitions

Slide Slide Slide Why?

Slides


This is type face at 16pt



This is type face at 24 pt



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


Slides

Visual


Acid Test


Assimilate

Adapt

Adopt


Pros

pect

ing

Sales Management Matrix™

£

StarJunior

CowDog


Case Study

Case Study

Case Study


Effective Pitches

DeliveryDesign

Structure +20%

pitch

success


Planning Preparation Pitch


:: BUSINESS EXPERT :: AUTHOR :: INTERNATIONAL SPEAKER

www.rogerharrop.com

http://www.rogerharrop.com

present & pitch for profit masterclass

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