| When you have to make a business presentation or | | | | they say to set the agenda. This is exactly how go |
| pitch to group of senior executives it's often the | | | | about it. |
| case that you might be just one of many presenters | | | | Step 1: Ask the audience a really specific question |
| that they have seen that day. So it's important to | | | | about the topic upon which you are going to present. |
| start strong and capture their attention from the get | | | | For example, if you were going to pitch for venture |
| go. One way of doing this is to let them set the | | | | capital money for a new car which ran on fresh air |
| agenda. | | | | you might say: "I have an idea for a car which will run |
| I've just finished watching the first in a new series of | | | | air, what three questions do you most answered in |
| the British X-Factor. It was obvious that by the time | | | | order to make an investment." |
| the final few performers were due to sing that | | | | Step 2: You listen to the questions then use them to |
| Simon Cowell had had enough of average acts. When | | | | set the agenda. For example let's say that the first |
| the last singer came on to the stage, Simon was | | | | question was "Do you have an cast iron patent?." |
| distracted, bored and angry. But then Daniel, a | | | | You would say "thank you for that question I'm |
| teacher from England started singing, and he lit up | | | | going to deal with the patents in the second point of |
| the room. He was brilliant, but seemed even more so | | | | my agenda." |
| because he was such a contrast to those that had | | | | Step 3: You write the question as an agenda point on |
| gone before. | | | | a flipchart, i.e. provide a cast iron patent, and continue |
| This is the opportunity you have in business | | | | to take questions, and turn them into agenda points |
| presentation; especially those that require data, | | | | until all issues are covered. |
| analysis or numbers. It's normal for the presenters to | | | | This technique is not for the faint of heart. It relies |
| be ill prepared. Hence they start weak and continue in | | | | on you being very prepared, and willing to drop or |
| the same vein through the presentation. They can | | | | add some points from your presentation, on the |
| make the mood in the room dark and gloomy. | | | | hoof. But if you've prepared and have a tight |
| So what can you do to make sure that you capture | | | | structure for your presentation then you can give |
| the attention of your audience right from the | | | | them a tightly targeted, highly original pitch. |
| beginning, and then continue to do so throughout the | | | | And if like Daniel, from the X-factor, you are faced |
| presentation? | | | | with a grumpy sullen audience, then maybe you too |
| Here's a unique way of doing it. What you do is open | | | | can light up the room just when they are least |
| with a question that allows the audience to tell you | | | | expecting it. |
| exactly what they want, and then you use what | | | | |