A compliation of presentatation concepts from several books, articles and personal experience.

1. Presentation Guide

2. Table of Contents
• Preamble: the good the bad and the ugly
• Principles of great presentation
• Less is more rule
• The opening
• Who are we: The team
• The opportunity
• Solution
• Our competition
• Business model
• We need… and when we have it we will…
• Closure

3. A great presentation focuses on needs
We, us, our story is not important, the audience is king. What do they need,
warm their hearts?
Generic needs of people, and judges are none different, are
• I do not want to be hurt, and need physical comfort
• I am part of the group
• I am worth something
• I do worthwhile things
• I want to learn new things
• I want beauty around me, order, discipline
• I want to share, give away, mean something
• I want you to care for me
• I believe in a higher power
• I want to accomplish greatness
• I am angry against, yet want to forgive
• I am better than others
• I am bored and need excitement
• I am afraid of …, need to resolve it
• I love to laugh, play and have fun
McCarty(1999): Motivating the Audience

4. Gender Needs
Female:
Caring
Understanding Male:
Respect
Adoration Trust
Validation
Reassurance Acceptance
BY:
Appreciation
Compliment
Admiration: Blow up his ego
Empathy
Take her side
Approval: Agree to disagree
Give attention in public
later
Reflect her feeling
Eye contact
Encourage
Laugh
Help her to make decisions Give him decisions to make
David Pease: Why men dont listen and women cant read maps

5. Impact
Show and Tell: Talk with images
Chalk and Talk: Talk and write and draw
Experiential: The audience discover it themselves
One on One: Personal discussion and guidance
Video
Audio
Experiential
Show and Tell
One on One
Inter (tra)net
Chalk and Talk
Toastmasters International

6. We receive information differently
Visual preference
Hearing preference
Emotional preference
O’Connor&Seymore: Training with NLP

7. Our minds are different
Analytical
Visionary
L1 R1
L2 R2
Feeling
Structured
O’Connor&Seymore: Training with NLP

8. And the impact of our effort..
Words
Visual aids
10%
20% The words and images
we use is less important
than how we do it.
Voice
Tonality This is can be a major
30% differentiator
Body
Language
40%
O’Connor&Seymore: Training with NLP

9. Yet most presentations communicate as if
everybody is analytically and visually
preferred!..
L1 R1
+
L2 R2
O’Connor&Seymore: Training with NLP

10. Feeling
• Speak slower
• Gesture to the left and downwards
• “How do you feel about this?”
• “It would be nice if..”
O’Connor&Seymore: Training with NLP

11. Auditory
•Speak slower
•Use voice articulation
•Gestures sideways
•Speak rhythmically
•“Did you hear me?”
•“How does this sound..”
O’Connor&Seymore: Training with NLP

12. Visually
• Speak faster
• Gesture upwards
• “Did you see this?”
• “If we look at it this way..”
O’Connor&Seymore: Training with NLP

13. Keys to effective presentations
The opening
Point A: What do you know
Point B…..What do I want you to know
and what is in it for you?
A structure
What it was about
Leave them wondering
J Weissman; Present to win

14. Ideal
5-7 minutes
for average
Attention
person
Time
Daydream zone
Typical
presentations
Snooze zone
J Weissman; Present to win

15. When we meet
These group phases is also present in a presentation. We need to get to point 4
within 3-5 minutes and leave them hungry for more at point 5
If people meet in a different set up, around a new concept or in a different place, even if it
is a family, they will go through five phases of behaviour. It is critical to manage this
when if not it is the main reason for suboptimal outcomes.
1. I have no opinion and am uncertain. It shows in withdrawal or overly talkative (keep
them away from me). Handle by giving structure, guidelines and rules.
2. I have an opinion and it differs from you. Handle by letting the argument go on for a
while. It is natural and the way people find each other.
3. I tend to agree with the group, this is a nice place. Handle by steering the process
forward
4. My opinion is part of the groups, now we can really work. Handle by just letting loose
and focusing every now and then.
5. I am sad to leave you. Handle by dishing out business cards, promise to phone
tomorrow, leave a handout and a thank you gift..
Donald Pennington(2002): The social Psychology of behaviour in small groups

16. When we do all this
• It is a theatre, not about information. Judgment is beyond logic and on emotion, hope,
ambition and desire. Focus on the heart then on the mind.
• The preparation is more important than the delivery. For every minute on stage there
is a day backstage to prepare and dry run. Prepare in a different place. Walk in the
park and sense the images and words.
• Get the broad strokes right long before the detail.
• Be crystal clear on what the main point is. Only ONE main point , repeat and repeat..
• The idea is of less importance than the people behind it. It is of less importance than
showing our ability to make it happen.
• Inspiration, a person that believes in himself, passion is more important than the
solution. Make simplicity an obsession.
• What is that single one slide that is the cornerstone? The single one that
encapsulates it all? The one that we leave on the desk in hard copy A3 and full
colour?
• Summarize at the end only. Do not give an exec summary in the beginning. Leave
them wondering.
• Powerpoint is an aid, a tool and nothing more. Use sparingly and only when really
necessary. Do let it undermine the group interaction. For less than 7 people, rather
opt for a stack of A3 sheets and work with in the middle of us all.. We need to be
prepared to work in a loadshed without losing anything.
Stephen Bayley & Roger Mavity: Life is a pitch

17. When we do all this
• Rehearse, rehearse, rehearse….
• Sleep well before the day. Exercise in the morning.
• Use some humor, pace, use pauses (= Barrick Obama), look 5 seconds at a time to
each person.. plan questions, be brief. It is a dialogue, not a lecture. Use “we” instead
of “I/you”
• What do they want, what is their needs, their insecurities…?
• Listen more than talking. The most successful car salesmen talks for less than 25%!
• We are different and not shy about it. Yet show that we are on the edge of the
parade, yet not outside it.
• Show passion.
• Work on voice, work hard on cutting “Uhms” and “Ahs” as it shows insecurity.
• First impressions: Dress informal, yet neat with real shoes and long sleeves. Blue,
white.. Work in the 5 second thing. Shake hands firm while looking in the eyes..
• Open body language, talk slow, pause a lot.
• Let them laugh, lets work hard on this one. Self effacing humor is KING.
Stephen Bayley & Roger Mavity: Life is a pitch

18. And remember also
• First impressions: Status, Clothes, Sex, Age, Size and
posture, Speech, Facial.
• Plato: We are motivated by reason, Love, recognition
and approval
• Emotion more important than facts and you cannot bore
someone to say “yes”
• A common enemy can work wonders
• Be first, be best, be different
Stephen Bayley & Roger Mavity: Life is a pitch

19. Body language
• Rehearse in detail and choreograph upfront
• Eyes: Look 5 seconds at each person. Do not avoid
anyone. Do not look lower than the chin. (especially for
women). Avoid shifty eyes.
• Hands. Gesture up for visual, sideways for sound and
down for feeling. Overdo a bit. NEVER EVER in a
pocket. Never fiddling.
• Feet: 15cm apart. Lazy movement. Not planted like a
pillar., not fiddling
Toastmasters International

20. Vocal
• Slow. Queens English is 30% slower than Afrikaans and
80% slower than Zulu
• Pause, pause, pause
• Leave every “Uhm” at home. It is a major irritator and
shows insecurity
• Avoid “I believe”and “I think”. It shows insecurity
• Louder and softer. Do not scream …. Do emotional parts
slower, longer pauses and softer.
Toastmasters International

21. Less is more
Great presentations that changed this world have one thing in common: they
were less than 5 minutes!!
Churchill after Dunkirk: “We will fight them on the beaches..” (238 words)
The Sermon on the Mount: “Blessed are the meek as they shall see God..”
Lincoln after the civil war: “Four score and seven years ago our fathers brought
forth on this continent a new nation, conceived in Liberty, and dedicated to the
proposition that all men are created equal….” (225 words)
Washington’s constitutional address “If we leave today …” (120 words)
Steve Job’s mega billion IPhone launch: “There are music, the Internet,
email…now we give you it all in one… (4 minutes and 55 seconds)
The most precious possession is TIME. If we give it back to them, we will be
remembered ..
So contract upfront to be short and to the point and well within limits.
15.
They give us 20 minutes…We will use only

22. Structure: Opening
This opening is more important than anything else (no..the
ending is even more critical!)
After 2 minutes they must laugh, be on our side of the
challenge, embrace us, love us…
Self effacing humor, play off the strength of diversity and
the communalities of the team, where is it all leading to?,
great expectations.. Do not use Powerpoint or a boring
table of contents.. simply “we will tell you 3 aspects; … , …,
and ….

23. Beginnings
• A question
• Factoid
• Retrospective/prospective:
Forward and backward
• Anecdote
• Quote
• Aphorism: familiar saying
• Analogy
J Weissman; Present to win

24. Endings
• They will mostly remember
what they heard last
• Tie to beginning/drop a
bombshell..
• Leave them
wondering/surprised
J Weissman; Present to win

25. Seduce them ..
Seduction: “I want you to want me….”
Marketing: “I want you to want me …
Seduction styles, find your own and exploit it! :
The Rake: Seduce by being nasty: George W Bush, Margaret Thatcher
The Charmer: Cast the limelight to the victim; Charlize Theron, Madiba..
Charismatic Attracts and exits. Elvis, Eugene Tereblance, Jean d’ Arc
The Siren: A woman with a beautiful voice
The Dandy: Cannot pin point; not black not white. Not male nor female. Not
young nor old; Michael Jackson, Nataniël
The Natural (Lamb); Cuddlesome, vulnerable; Charlie Chaplin
The Star : Aloof, our saviour against all evil; JF Kennedy
Robert Greene: The art of seduction

26. Our seductive styles
….: The lamb …..: The Star
Examples: Charlie Chaplin, Examples: JF Kennedy, Alan
Jacko Maree (Standard Bank) Boesak, Adrian Gore, Steve
Jobs
Innocent, prodigy, take
nothing seriously, forever a Go for the unconscious, do
child. not put all cards on the table,
be aloof, untouchable, bring
The victims want to cuddle
surprises, colourful, give
him and protect him from
peeks of private life to stir
evil…
expectation, on their side
against the evil out there,….

27. Our seductive words
….: The lamb ….: The Star
“I am afraid of..” “Google is making us dumb, I
have a remedy”
“It is so nice with all of you
with me today” “Lets fight against”
“I feel secure with you” “Technology takes us away
from each other, we will fight
Throughout maintain a cute
it and bring back time tested
smile at the ladies.
products..”
Maintain closeness
Maintain aloofness, their
….. guardian and rescuer, not
their pal.

28. The golden thread
A great story tops it all.
Find a story or metaphor that can run right through as hooks to keep the minds
alive.
e.g. right after the opening: “Imagine walking on a beach and then…”, “As a kid
we use to”, “Once upon a time…”, “When James Watt was scratched by itchy
clothes , he saw an opportunity that change the world forever..”
Good technology stories can also work miracles. Refrain from Jobs and Gates,
that’s boring, go back in time to Watt, Galileo, Da Vinci, Marconi, Ampere,
Volta, Ohm, Galvani.
Great war stories: Guevara, the other De Wet, Rommel, MacArthur, Wellington,
“When they burnt Copernicus on the stake .. they could not burn his
technological legacy to the world..”
Tell it within 40 seconds and keep on referring back to it.

29. Humor
Is humor necessary ? Not really, except if you want to make money !
Humor is NEVER:
Blue, aimed at other cultures, disabilities, other people without their permission, the
preferences of other people.
It is: poking fun on myself, looking at life from a different angle, suitable even at a funeral
Humor binds us , calms us, sets the mind in a receptive mode.
Self effacing humor is the greatest tool:
Steve Jobs: “This is the closest to graduation I will ever be!”
Madiba: “I can not stand beside Charlize, she is too beautiful and I am just an ugly old
man”
A well endowed lady introducing herself :”Although my surname is Van Tonder, I am a full
blooded Greek. You will not believe it, but my husband only weighs 65 kilogram!”

30. Attitude + Setup + Premise + Act out
Attitude always serious: Hard/Stupid/Weird..
It is weird (attitude) that a dog loves to hang out of a car with the wind
blowing in his face (Setup), and
When you blows in his face (premise), he …………. bites you (Act out)
J Carter; The standup comedy workbook

31. The end
This is the most important part of the presentation.
We give the final Unique Selling Proposition with a surprise they have not
heard yet.
Pause, pause,
“This was a great opportunity, our wildest dreams came true……”
And then, all technology switched off.
We need to prepare something inspirational to get them finally on our side..
e.g.
“We sacrificed corporate careers to follow our dream, nothing, but nothing will
stand in our way … to work with great people, to be young with many years of
greatness ahead of us, to be proudly South African is already beyond our
wildest dreams.
The great work of Enablis and our project has so much in common, we aim
beyond the horizons, in aim for the moon…I know that we will land amongst the
stars!”

32. Effect of Color
Brutal, Cool,
Neutral, Mature
Dangerous Refreshing
Organic, Life, Sunny, Warm,
Regal, Mystery
Health, Money Bright
Serious, Status,
Pure, Clean, Stable,
Heavy, Death, Trustworthy, Calm
Hope
Profitable

33. Answers: Bill Clinton model
• 1 Answer direct: “Yes/no..green/red..
• 2 Give headline: “yes, I agree..”
• 3 Exposition: “Because in my opinion
…”
• 4 Take control and move in the
direction you want it to go
Jan Opperman

34. Enablis Presentation Guide
Structure and Content

35. Some structure
A What is facing us?
1 Even the playing field: We are here today to… lets agree on one and one only joint objective.
2 Who am I: Let us spend a minute asking them who they are. Rhetoric questions.. EVERYBODY in
this world just loves it. Then we follow up by each telling our story in less than a minute each. It is
about credibility with exposing us as real people with hearts, fears and dreams.
3 Lay of the land: give the big picture, what led to the idea, what’s going on, what do we foresee..
enter in a dialogue on their worlds , expand and expand.
4 What does this all mean? The 3-5 great concepts coming out all of this. Our major challenges.
5 Time for focused presenting. Perhaps only now switch on the Apple and give focused stuff colouring
in the challenge. Be time effective, keep dialogue open. It is not a lecture, it is a conversation.
B The solution
1 Many possibilities we thought about, the angles taken at the challenge
2 The solution. Perhaps the circles diagram
4 To execute, the grand plan. The crystal clear process.
5 So what now…let them talk, let them find the solutions and offer aid..
C Clinch

36. Generic Flow structures
• Modular
• Chronological
• Physical
• Spatial
• Problem/Solution
• Issues/Action
• Opportunity/Leverage
• Form/Function
• Case study
• Argument/Fallacy
• Compare/Contrast
• Matrix
• Parallel tracks
• Rhetoric Questions
• Numerical
J Weisman: Winning presentations

37. In the beginning (1 page)
Purpose
All should know the fundamentals of our idea and the value proposition
• History of what we do
• Define it all plus our product in a single sentence
• State value proposition and target market
• What is unique
Canaan partners venture catalysts

38. The team (1 page)
Purpose
Portray confidence in ourselves our beliefs and abilities to move forwards
• Experience of each
• Education
• Prior startups
• Our future board
• Advisors now and then
• Personnel to be hired
Canaan partners venture catalysts

39. Opportunity (2-5 pages)
Purpose
The needs in the market for our solution
• State the problem, needs, pain, joys
• Recent trends
• How is it addressed
• Why at an inflection point now?
• Market size
• Market future growth
Canaan partners venture catalysts

40. The solution (2-6 pages)
Purpose
How we will solve the challenges
• Demo the solution
• Show our differentiation
• Explain how it will work
• Why is this a great solution
Canaan partners venture catalysts

41. The business model (2-4 pages)
Purpose
How much money will we make when and how
• Revenue model and how it will be measured
• Sales distribution, pipelines, wins and metrics
• If we get capital, show the milestones ahead
Canaan partners venture catalysts

42. We need (1 page)
Purpose
We need capital and skills; how much and what
• Current financials
• Current backers, dates of injection and how much
• We need now..
• With we will attain the following milestones
• We will burn per month
• How far will this take us
• When is breakeven and the build up afterwards
Canaan partners venture catalysts