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.

1. Skills
Emad Saif
Center for Entrepreneurship,
Qatar University
Presentation

2. 1. Presentation Content
AGENDA
2. Presentation Skills
3. Preparation for Q & A

3. Presentation Content

4. Content
1. 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”

5. Content
1. 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!

6. Content
1. 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

7. Content
1. 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

8. Content
1. 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

9. Content
1. 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

10. Content
1. 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

11. Content
1. 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

12. Content
1. 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

13. Content
1. 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

14. Presentation Skills

15. The HERO saves the day!
VILLAIN = the problem HERO = your solution

16. Tell A Story
Easy to FOLLOW, Easy to UNDERSTAND, Easy to REMEMBER

17. 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”

18. Have the right attitude
• Strong positive attitude
• Show passion & enthusiasm
• Direct & sincere
• Friendly, yet assertive
• Show that you “know your game”

19. Communication
• 7% Verbal
• 93% Non verbal

20. Non Verbal Communication
Body Distance
Clothes & Looks
Body & Arm Positions
Movement Gestures
Eye Contact
Face Expressions
Touch
Voice Voice Tone
Speed & Pauses

21. Watch your time
• Time your self
• Plan your pauses
• Focus on the key points
• Pitch it until it flows …

22. Benefits
vs.
Features
• Focus on
Benefits so
anyone can
understand

23. No Jargon!

24. Think like a JUDGE &
INVESTOR

25. Market
Attractiveness
Product
Differentiation
Managerial
Capabilities
Resistance to
Threats
Expected
Return
Perceived
Risk
Decision to
Invest
+
-
To Invest or not to Invest?

26. Preparation for Q & A

27. 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

28. 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

29. 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?”

30. 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?

31. 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?

32. Practice Makes Perfect

33. Emad Saif
emadsaif@qu.edu.qa
Center for Entrepreneurship, Qatar University
THANK YOU!