Management

Communications
HARINI CHARI
The Executive Summary

• Mini business plan

• 5-10% in length of the full business plan
• 1-3 pages max
• Written in the 3rd person
• Short, concise paragraphs
• Written in the same order as the full plan
• Written last
What’s the goal of the Executive Summary?
Pareto’s
Principle
Not writing a
solution

Addressing a
specific need
 Opens the next door

Who is the decision maker?

Know your
Audience
Bottom line deliverable or beyond?

Connect the dots

Trigger Questions
• Write a set of trigger phrases/questions

• Customer’s viewpoint

• Problem to Solution

• Vital aspect
• Sell your idea within
30-45 seconds

• David Belasco wrote

the core idea for
every play behind a
card
Writing Phase
What goes into ‘The Grab’
• First 7 seconds / Shark Tank

• Am I understood?

• Name Drop

• Current investors

• Unique Solution, Big Problem

THE SOLUTION
Presentation Phase

Why present at all when we have an Executive Summary?

Don’t Replace YOU

• Minimize the trimmings

• Every click is taking attention

from you

• The audience wants YOU

• Present with passion

The Pitch Deck
Before working on the slides
• What do you want your audience to walk away with?
• If they can remember only 3 things, they would be..

• ‘ This is interesting’
1.
2. • ‘It has potential’
3.
• ‘These guys know what they
are talking about’

• ‘I want to jump in’

• Interest in what you just
said
• OR
• Failure to effectively
communicate
• Prepare your own questions
if there aren’t any
• Plan for difficult questions -
USV
 • As a group

Rehearse, • Check pitch, tone and mood

rehearse, • All group members present themselves

rehearse uniformly/memorably

• Seamless transitions
Impromptu Speech - Individual

• Topic will be given on the spot

• 10 minutes to prepare

• 2 minutes to deliver

• Presence, Technique/Memorability, Content, Body language

Group Presentation

• 10-15 minutes +Q&A

• All group members should present

• Before presenting, submit the 1-page Executive Summary that includes only:
• A Company Description Summary
• The Problem
• Your Solution
• Competitive advantage/ Unique Selling Prop
• Why Now

• Slides/Visuals/Props, Technique, Delivery/Body language and Paralanguage, Co-ordination, Q&A

• Topic: Persuasive Sales Pitch- Pitching for investment ; Sell me an idea for a product/service
(no selling of alcohol or inappropriate products)
Critique
• Critique of Sheryl Sandberg TED Talk

• Identify the methods of speaking/presenting and highlight the same,

drawing content from her speech

• Evaluate pros and cons of verbal and non-verbal techniques applied

and validate

• Strength of Content, Writing Style (Grammar/Typos/Principles/Flow)