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Pat has lots of experience in consumer and hi-tech marketing. He's worked in industry segments driven by "fast growth, fierce competition, and innovation." One of his key strengths lies in bridging the "understanding gap" in complex technology. He has launched over 100 products on behalf of 30 companies, while serving as a VP of marketing and advertising agency VP. Pat was a co-founder of a startup that raised $8MM during the dot com era.Pat's consulting practice focuses on helping companies get the results they want by telling their stories more effectively. Pat describes his workshops as "provocative" - especially for engineering and technical folks. He holds a bachelors degree in psychology from Loyola University/Chicago.
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www.slide12.com
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Investor Audiences
Slides That Work
How To Pitch
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Audiences Ask 3 Questions
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Who is this guy?
What does he do?
Why should I care?
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Who Is This Guy? Pat McNamara www.slide12.com
What Does He Do? Get Funded Faster. Why Should You Care?
Promise: One Idea – Change The World
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This Guy Can’t Keep A Job
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Results
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What Do Lousy Pitches Cost?
8 term sheets
600 pitches
30 due diligence
2 funded
Death Zone
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“….based on what I just saw - I wouldn’t give that guy a dime.”
“If he can’t pitch his own idea he sure can’t run a company!!”
Overheard at Angels lunch
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What Investors Want - Entrepreneurs
Passion
Experience
Know-How
Commitment
Persistence
Vision
Practicality
Coachability
Adaptability
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Likeability
Trust
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Was The Last Election About Issues?
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Non-Rational Decision Making
Decisions –based on deeply-held beliefs/values.
Knowledge doesn’t matter much.
If facts mattered no one would drive drunk, eat junk food, smoke or drop out of school.
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Culture Trumps Strategy
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STORY
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STATE
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Al Gore, Loser - 2000
Vague Goal
No Passion
Body Language – Smirking
Misread Audience
Untruthful – fuzzy math
SNL ridicule
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Al Gore – 2007 Nobel Prize, Academy Award - Using PPT
Became A Storyteller
Got Attention
Provoked Desire - Better Future
Inspiring Idea
Stepped into Leadership
Posture
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The Truth About Audiences
Consumers
Emotional
Dumb
Greedy
Lazy
Scare Easily
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People Don’t Want Drill Bits, They Want Holes
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Is an Investor pitch speed dating?
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100 100 100
30:00 Video
3:00 Video
:30 Video
Question: Is the guy in the video a good teacher?
Emotional – Investors Bet On People They Like
students students students
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Emotions Are The Fast Lane To The Brain
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Demo Early
Emotional – Start With The Experience
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Dumb – Tell Them What To Think
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Care About Money, Not How It Works
They Don’t Care About Your Product,
They Care About Your Customers
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Everything Changes
When You Have Paying Customers
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Lazy – You Have To Do The Work
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Lazy – You Have To Do The Work
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Lazy – Bill Gates Making You Do The Work
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Lazy – Audiences Love Steve Jobs
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Scare Easy - Don’t Heighten Their Fears
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Scare Easy - Don’t Parade Academic Plumage
Thermoelectric “heat from smokestacks”
Photovoltaic “energy from sunlight”
Oscillations “vibrations from cars on the bridge”
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…so when you add a slide – or add something to a slide ask,
“…who am I doing this for?”
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Pictures Beat Words
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More than 4,000,000 children under 5 die in Saharan Africa every year.
In Saharan Africa, child mortality rates are running at an rate of 172 deaths per 1000 babies born.
Please donate to the Red Cross.
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Please donate to the Red Cross.
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Use Props – Get Engaged, Engage Them
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What does it say?
What does it mean?
Why should they care?
On Every Slide You Need To Answer
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Why This Sucks – Let Me Count The Ways
1 2 3
4
5
6
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When You Hear The Sound of Your Own Voice…..
…..Be Looking At Someone
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Know what your Audience wants.
Know what you are talking about.
Practice, Practice, Practice
The Secret
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Craziest Idea of The Day
Big Business Plan - On Hold
Go Straight To: PPT 12-14 slides, Q&A
Pitch to anyone who’ll listen
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Dive Into www. sethgodin.typepad.com
www.presentationzen.com Garr Reynolds
www.guykawasaki.com
www.madetostick.com Heath Bros.
www.ted.com Technology, Entertainment, Design
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Questions for me?
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Thank You!
Pat McNamara
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