News: December 2012
Impress with your next pitch presentation
Presentations are a part of business life. We’ve all been subjected to “death by PowerPoint” at some point. So when you have to give your next pitch presentation (perhaps as part of a tender process) aim to connect with your audience.
Your pitch presentation should focus on what really matters to your audience and play to their underlying needs. Research their market, be familiar with the typical challenges associated with operating in their sector and demonstrate that you have the expertise to help them to deal with those challenges.
Many pitches are organised around a list of subjects that the presenter feels must be covered, often because that is what has been asked for in advance. However, rapidly running through a list of checkpoints is not an effective presentation. Instead, your aim should be to make sure that what you say both makes sense and is of value to your audience and their business.
It is important to stimulate a desire in your audience to work with you in the future. If you want to be your client’s chosen “trusted advisor” you need to bring them with you rather than simply present to them. You should illustrate that you have an understanding of the challenges faced by their business. You should use case studies and examples that you are both familiar and comfortable with – this will instill confidence in your audience as the presentation will flow.
If you really want to make an impact when pitching, try ditching PowerPoint altogether. This can help to differentiate your firm from the competition. You can do this in one of many different ways. For example, you could use KeyNote or Prezi software instead of PowerPoint. This will give your slides a different look, with new animations and transitions that your audience may not have seen before, therefore keeping them interested in your presentation. Another alternative might be to print off and bind your slides into a book and then present this around the boardroom table, talking your audience through each page turn.
Whatever approach you choose, make sure that you consider whether it will work for your target audience. Also ensure that your pitch is consistent with the type of impression you are trying to create.