July 2018

TRAINING

Communication – Presenting a Deck

Training 1

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CONTENT

• Part 1 – Guidelines for Presenting a Deck Effectively

• Part 2 – Examples

• Part 3– Recap and Common Pitfalls

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Key guidelines for presenting a deck effectively (1/2)

• How much time do you have to present?

⎼ Know in advance what the schedule will be; this will allow you to plan
Timing your presentation and shorten/lenghten as necessary
⎼ Rehearse in advance to understand how long your presentation takes

• Transitions are key to having your audience follow you

Transitions ⎼ Clarify when you are moving to a new topic and often clarify the
importance of the topic to the issue at hand

• Know your audience

⎼ Who are you presenting to? How familiar are they with the subject? How
junior or senior is your audience?
Audience • Engage your audience
⎼ Focus on your audience. See from facial expressions and body language
when they are bored or confused

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Key guidelines for presenting a deck effectively (2/2)

• Memorize your story

⎼ Know your story in advance; this will help you contextualize
Story the slides and maintain a logical thread throughout the
presentation
• Visualize the deck
⎼ Do not look at the details of the deck during the presentation

• Know your key messages and come back to them at the

Key Messages appropriate times in the presentation

• Pause for emphasis

• Engage the audience
Pauses ⎼ Use pauses as opportunities to connect with your audience-
elicit questions or comments

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Key things to remember

• The deck is a tool to tell a story

⎼ Remember that you are not the slave of the deck, the deck is there to serve your
story
⎼ Be flexible in moving to a new part of the deck if the conversation has shifted;
you not need to move sequentially at all times—take cues from the audience

• Remember that your audience is not as familiar with your deck as you are
⎼ Remind the audience of the purpose of the discussion/deck
⎼ Repeat key points
⎼ Use guideposts to help move the audiene along the deck

• Pause and allow your audience to ask questions or make comments

⎼ Use pauses at the end of a section or after every few pages to make sure your
audience is following
⎼ Elicit questions

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CONTENT

• Part 1 – Guidelines for Presenting a Slide Effectively

• Part 2 – Examples

• Part 3– Recap and Common Pitfalls

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 VIDEO EXAMPLE

May 2018

Bridge4Enterprize
A social enterprise to help start-ups sustain and minimize wastage of economic resource

I-Batch Team 37:

Paige Liu Wenqian Nanyang Technological University, Singapore
Liu Huilun Nanyang Technological University, Singapore
Adityaojas Sharma Indian Institute of Technology, Roorkee
Yu Chang Shanghai Jiao Tong University, China
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VIDEO EXAMPLE
Executive Summary

• There has been an increase in number of start-ups emerging from the market due to
the ease of capital funding in China and India, but company survival rate fell sharply
from 2016 onwards in both economies
• In order to address the problem of failing startups, we founded Bridge4Enterprise, a
for-profit social organization which aims to help start-ups sustain and efficiently utilize
economic resources
• We differentiate ourselves from Financial Advisor (FA), Venture Capital (VC) and
Consultancy by serving our clients throughout majority of the investment stage
• More specifically, we provide pre-launch evaluation and appraisal for startups or
young businesses before they obtain funding from angel investors and venture
capitals
• Continuous monitoring, market expansion strategies and organizational advices will
be offered after our client obtained funding and launched their business, in order to
increase their survival chance
• After delivering the service, we charge our clients an affordable base consultancy fee
along with a bonus based on the lasting value the company will create based on the
frequent reviewed evaluations
• Looking at the competition in the market, lower service fees and greater service
variety win us an advantage and substantial profit potential, though there is intense
competition with traditional consultancy under consulting expertise and market share

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VIDEO EXAMPLE
Market Analysis
There has been an increase in number of start-ups emerging from the
market due to the ease of capital funding in China and India, but company
survival rate fell sharply from 2016 onwards in both economies
China angel market scale saw the India has been facing similar VC
steep rises from 2010 to 2015 capital trend
12.0

10.0

8.0

6.0

4.0

2.0
0.5 1.0 0.4 1.2 3.2 10.2
0.0
2010 2011 2012 2013 2014 2015

2010 2011 2012 2013 2014 2015

Q1'12 Q1'13 Q1'14 Q1'15 Q1'16 Q1'17

Key metrics of start-ups in China in 2017 and 2016 Facts about India market
2017 % change • Disclosed funding and deals increased explosively before
2016 but dropped down afterwards
• Total deals: 7,376 - 41%
• In 2016，more than 40% startups established in the past
• Avg financing amount: 65 billion RMB +48%
2 years failed to sustain
• Failed startups: 20-25%
• Broken capital chain, low market demand and
unreasonable strategies are considered the main causes
Source Chinese Startups and Investment Report 2017; CB insights Copyright ©2017 ShARE. All Rights Reserved 9
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VIDEO EXAMPLE
Company Background

We identify ourselves as a for-profit social enterprise which aims to help

start-ups sustain and efficiently utilize economic resources

• Vision: Help startups improve their survival rate by ensuring profits from the money they raise
from investments, and evaluate the startups constantly

• Mission: Aim to minimize the wastage of economic resources which is common when start-ups
raise funds to build their business which would fall out and create little value

Success Evaluation (KPI)

Number of
Number of Start- Start-up
investors adopted
ups advised survival rate
our appraisal

Net Success

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VIDEO EXAMPLE
Service
We differentiate ourselves from Financial Advisor (FA), Venture Capital
(VC) and Consultancy by serving our clients throughout majority of the
investment stage
Investment Stage :
Cumulative

Technology Product Product Business

profit/loss

transfer launch success Success

Research Development
1 2 3 4 5
Time

Commercialization

Valley of death

Consulting
pre-launch evaluation and continuous monitoring
2 5

Consulting
5

Business Roadshow
1 Funding obtained

Act as consultants and serve as directors and monitors

3 Exit

Our business Consultancy FA VC

Source: Havard Business Review, ShARE Analysis Copyright ©2017 ShARE. All Rights Reserved 11
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VIDEO EXAMPLE
Business Model
Bridge4Enterprise provides pre-launch evaluation and appraisal, for
startups or young businesses before they obtain funding from angel
investors and venture capitals
Service line – Phase 1
Company & Customer Analysis Competitors’ Analysis Market Analysis
• Identify the company’s • Analyze key relevant
• Identify and analyze company’s
strengths and weakness, by competitors and analyze their trend in the market in
Methodology investigating its operations and profile, value propositions, and order to understand the
organizational structure strength and weaknesses. potential growth
• Analyze the profile of its target • Evaluate their strategies and • Identify the risks and
consumers performance in the market opportunities present in
the industry

Pre-launch
evaluation carried
out and reviewed
by
Bridge4Enterprise
Startups present the
Agreement settles certified evaluation and
Key and project starts appraisal to angel
Milestones investors and VC for
Startups obtain funding. VC make
certified evaluationinvestment decisions
and appraisal from with our appraisal
Bridge4Enterprise
Startups (our client)
engage
Bridge4Enterprise for
pre-launch evaluation
service

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VIDEO EXAMPLE
Business Model
Continuous monitoring, market expansion strategies and organizational
advices will be offered after our client obtained funding and launched
their business, in order to increase their survival chance
Service line – Phase 2

Continuous Evaluation Strategic advice Organizational advice

• Keep evaluating and monitoring • Advise startups the right • Identify and advice any

market and company moment next round of relevant operational or

performance, including but not financing and transiting organizational

limited to improvements, both

• Advise growth ideas in the
internal and external with
- Internal and external areas of market expansion
the continuous monitor of
operations and sales improvement with
the operation and
- Market trends and conditions the continuous monitor of the
company performance
market condition and
- Consumer preference
consumer preference trend
- Company sales performance
- e.g. suggest ways to improve
the existing product offering
to compete with competitors

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VIDEO EXAMPLE
Pricing Strategies
We charge our clients an affordable base consultancy fee along with
a bonus based on the lasting value the company will create based
on the frequent reviewed evaluations
• Goal:
⎼ Our focus is to make our company a for-profit social enterprise. We are trying to make a
plan that would not only change the current scenario but also would be sustainable.
• Market Entry Plan
⎼ We would sell results, not services.
⎼ Initially we would follow a penetration based pricing strategy. We’ll start as a low price
consultancy for start ups to increase our market share and our overall value.
• Longer Term Pricing
⎼ Once we penetrate into the market we’ll follow value based pricing, based on the value
of our service as perceived by the users.

Increasing revenue
Fluctuations in Bonus Fee along with
continuous and frequent evaluations and
further rounds of funding.

Base + Bonus Fee
Base Fee Agreement settlement,
& Association
Certified evaluation
& presentation to
VCs for funding etc
Early growth stage,
Prototyping, Pre-launch
evaluation and reviews

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VIDEO EXAMPLE
Lower service fees and greater service variety win us an advantage and
huge profit potential, though there is intense competition with traditional
consultancy under consulting expertise and market share

Competitive Service Market

Target Client Expertise
Variety share
Pricing

• Start-ups from insepction to

Our Buiness maturity

• Matured company with strong

Consultancy
financial backup

• Buy-side investors
FA
• Start-ups

• Start-ups before capital

VC existing
Existing Predicted

Source: Harvard Business Review, ShARE analysis

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CONTENT

• Part 1 – Guidelines for Presenting a Slide Effectively

• Part 2 – Examples

• Part 3– Recap and Common Pitfalls

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 confidential

Recap and common pitfalls

Key rules for presenting a deck Most common mistakes

1. Lack of context
1. Prepare-know your deck and story
- Never providing the audience context on the purpose
- Spend time before the presentation of the deck and the importance of the topic
preparing your key messages for each
2. Bad storytelling
slide
- Lack of roadmap, guideposts and synthesis of key
- Prepare your transitions points-can leave your audience lost
- Make sure you have enough time 3. Failure to engage audience
2. Focus on your audience not the deck - No pauses
- No eye contact
- Read their body language and facial
expressions - Reading from deck
4. Improper pacing
3. Be concise
- Spending too long on minor points and having
- Only summarize the mey nuggets you insufficient time for more important points
want your audience to remember
- Do not go into every detail in the slide

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