SlideMagic Blog

I am in the process of beefing up my software skills (Logic Pro X, nothing to do with presentations), and am spending a lot of time watching screen shot movies. I am just wondering why in these training sessions, the face of the presenter is not shown? OK, the screen real estate needs to be as big as possible, and a constant “talking head” on your screen distracts, but maybe a small introduction, at the beginning of a lesson?

This could be an idea for presentations that are used in cold email approaches: put a very short, very short, intro video of yourself on page 1 (to keep file size emailable and not take away the attention from the slides that follow).

VC Mark Suster reconfirmed how important in-between-the-lines-body-language is when pitching investors.

If I had to put a number on it I’d say 1 in 20 pitches – maybe 1 in 30 – are by an entrepreneur who comes across as truly passionate about her project. Y […]

The other 29 pitches consistent of many smart people who “think they have an angle on making a buck” which I know is an unfair over-characterization of the situation but you can genuinely tell when somebody isn’t “all in.” 

I am not sure about the 1 in 30 ratio, but I have seen similar dynamics when clients approach me to upgrade their investor presentation. When you are a professional manager-for-hire that makes a career in big firms, your affinity with the product is usually not that super important, you manage people and deliver the goods. When you are the CEO of a startup raising its first round, it matters a lot.

If the CEO herself cannot portray the required passion for the product, maybe it is wise to include the person on the team who can. I have seen many successful combinations of a CEO who is focussed on a execution and a “product guy” obsessed with the technology, but slightly disconnected from the harsh reality of budgets and timelines. Still, if you need to rely on this combination you definitely lost some points with VCs that you need to make up for in other areas.

This is a pretty informative deck about pitching investors for seed money by **Steve Schlafman**a VC at RRE.

Raising Seed Capital from Steve Schlafman

Thank you Paola Bonomo.

In a startup pitch try not to define yourself early on through an explicit competitive positioning. Early in the presentation, you can mention how current solutions fall short, and you do something clever to fix that. But only later should you introduce the actual names of the competitors.

If a conference audience loves your presentation, it probably means that you are trying to achieve something that resonates with consumers. An investor presentations though, needs more: OK, you checked the consumer box, but is this a profitable business opportunity? Different question, different audience, different presentation slides.

Almost every presentation by a tech company has a big architecture slide in it, lots of boxes that are connected to the cloud. This slide does not explain what your products are, let alone how these products help solve your customer’s problems. It does show that though that your product is a master piece of engineering. If you want to say the latter, use the big architecture slide, but probably not on page 2.

In financial presentations aimed at financial analysts you need to establish a financial framework, anchor before throwing in North American sales growth, leverage ratios, and the cash flow of last year. While a boring table with a top level profit and loss account and a balance sheet might not be the most exciting charts in the world, it prepares the accountants and bankers among us to digest the information in the slides that are coming.

Kickstarter has posted its 2013 overview here. What I like about it: done in HTML, adjusts for different screen widths, beautiful typography, and very nice use of video.

However, the opening slides with the stats are actually not that powerful. Rounding up numbers, using a simple data chart here and there, and maybe use maps would have driven the points home much stronger.

Still, it would be good if more people try to find a different format to publish their annual report.

Your audience has mental models of businesses in their head. For example, if you are raising money for your own new venture capital fund, people expect to see that you only invest in companies with a clear competitive advantage, great management teams with track record, that you as an investor are hands on, that your investment team is great and that the carry is 20%. All venture capital pitch decks sound like that.

If your approach to the business is different than the mental model, you need to explain it carefully upfront, explain the pure mechanics of the situation, before launching into the more emotional part of the presentation (showing how great your team is, and how great the investment opportunity is).

Your different model might be completely obvious to you, it is unlikely to be the case with an audience who hears it for the first time. I you wait for it in the back of the presentation, your audience all of a sudden will be confused (“Wait a minute?”) and the questions/discussions you are going to get in the end are practical ones, not about the great investment opportunity, but how exactly your fund works.

Investment bankers use presentations that are documents for reading, they are even denser than the slides a management consultant typically produces. And whereas a management consultant usually can be convinced easily to change a presentation approach, investment bankers stick to their traditional approach. I have been thinking why this is the case, because I believe that a more visual presentation approach also works in the world of finance. Possible reasons:

• Finance is a conservative industry, and a different looking presentation might give the impression that you are not serious.
• Bankers are actually good sales people and do most of their sales pitches verbally, they put up the confusing and dense slide with all the facts, but when you listen to the audio track, the story is quite clear. The slides are for reading after the meeting, the presentation is for listening only
• Bankers work under very strict time pressure, so there is simply no other practical way than to produce a deck by writing bullet after bullet.
• Bankers usually do not get very deep in to the strategy of a company (like a management consultant does), a company is a company with sales, growth, margins, PE multiples, and leverage. As a result, the presentation will look more generic.
• Bankers are used to reading/interpreting financial ratios: a EV/adjusted EBITDA ratio of 6.8 instantly rings a bell. A less financially savvy audience might need more than a bullet point to be impressed by this.

In most of my projects with a conservative investment banker, I try to negotiate a highly visual summary deck that goes in front of the dense appendix. Over time, we iterate the summary deck more and more, and the appendix gets used less.