Nothing can replace face-to-face communication as a means of developing rapport and cultivating trust with key stakeholders. Yet many people are uncertain at best or intimidated at worst when asked to speak to a group of influential people. The workshop gives you practical tips to sharpen your message and calm your nerves. You can apply these to specific scenarios relevant to entrepreneurs and Startups, including pitch presentations. SPEAKER: Will Haskins, Editorial Director, North Point Partners Will Haskins has been helping people say what they mean for more than a decade. A writer by trade and an educator by training, Will enjoys helping professionals develop a personal communication style. Businesses, small and large, turn to Will for sustainable, social strategies and effective content marketing plans. Will has worked in media research, banking and financial publishing, after teaching writing, public speaking and classics in the US.

1. 11 February 2015
Owning the Room
Will Haskins, Editorial Director, North Point Partners

2. Pitching to Small Groups of Stakeholders
✤ What can you expect from tonight?
✤ Interactive
✤ Rhetorical
✤ Practical

3. 01
How We Persuade
“There are, then, these three means of
effecting persuasion. The man who is
to be in command of them must, it is
clear, be able (1) to reason logically,
(2) to understand human character
and goodness in their various forms,
and (3) to understand the emotions-
that is, to name them and describe
them, to know their causes and the
way in which they are excited.”
Aristotle – Rhetoric

4. The Challenge
✤ Extraordinary Upside
✤ Rarity
✤ Pressure
✤ Takeaway #1 You’re Not the Smartest Person in
the Room

5. The Prep
✤ What do you have?
✤ Know your plan
✤ Rank its strengths
✤ Shelter its weaknesses
✤ Know your priorities

6. 01
Know your Audience
“So it is said that if you know your
enemies and know yourself, you can
win a hundred battles without a single
loss. If you only know yourself, but not
your opponent, you may win or may
lose. If you know neither yourself nor
your enemy, you will always endanger
yourself.”
Sun Tzu - Art of War

7. The Prep
✤ Who are you meeting?
✤ What do they value? What do they need?
✤ What can they give?
✤ Don’t say money
✤ Focus on the vision
✤ Takeaway #2 Know what your audience needs

8. The Prep
✤ Psychology:
✤ Patient
✤ Inquisitive
✤ Daniel Kahnemann: Thinking Fast and Slow

9. The Room
✤ Reading it
✤ Body language
✤ Verbal cues
✤ Working it
✤ Greetings
✤ Giving them what they want

10. The Room
✤ Psychology
✤ Gravitas
✤ Dignitas
✤ Takeaway #3 Sincerity, not Charm

11. The Ask
✤ You only get one
✤ Cut ruthlessly
✤ Focus on value, not validation
✤ What can you offer them?
✤ Know how you meet their needs

12. The Ask
✤ Psychology
✤ Respect the moment
✤ Engage with confidence
✤ Takeaway #4 Invite Partnership

13. The Close
✤ What happens in a close
✤ Make a promise
✤ Set a date
✤ Maintain relationships with all parties
✤ Takeaway #5 Cultivate Advocates

14. The Close
✤ What can go wrong?
✤ Not prepared for success
✤ Not authorised to decide
✤ Psychology
✤ Flexibility
✤ Creativity

15. The Details
✤ Nerves
✤ Exist in all five sense
✤ Slow down, always

16. The Details
✤ Practice to limit your weaknesses
✤ Verbal acuity
✤ Effective gestures
✤ Punctuated stillness
✤ Focus and repeat

17. The Details
✤ Difficult questions
✤ Plan your talking points beforehand
✤ Admit the difficulty
✤ Address it truthfully
✤ Redirect to your strengths

18. The Takeaways
✤#1 You’re not the Smartest Person in the Room
✤#2 Know what your Audience Needs
✤#3 Sincerity, not Charm
✤#4 Invite Partnership
✤#5 Cultivate Advocates

19. Any questions?