Post on 07-Jul-2020
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
DisRUPtPreparing the 9 Minute Pitch
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
You’ve got 10 seconds
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
You’ve got 10 seconds
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
You’ve got 10 seconds to grab your audience’s attention
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
You’ve got 10 seconds to grab your audience’s attention
And another 8 minutes and 50 seconds
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
You’ve got 10 seconds to grab your audience’s attention
And another 8 minutes and 50 seconds to keep it.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Well, you are almost there. . .
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Well, you are almost there. . .You have started with some hypotheses,put them into context and defined an opportunity.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Well, you are almost there. . .You have started with some hypotheses,put them into context and defined an opportunity.
You have generated severalTerrific ideas and moulded theminto a single solution.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Well, you are almost there. . .You have started with some hypotheses,put them into context and defined an opportunity.
You have generated severalTerrific ideas and moulded theminto a single solution.
Now you have to sell the ideato those that matter.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Think about a movie preview. . .
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Think about a movie preview. . .
If the producers really want to get you
excited about seeing a movie
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Think about a movie preview. . .
If the producers really want to get you
excited about seeing a movieThey know they have to ‘hook’ you in quickly,
with the title & narration.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Think about a movie preview. . .
If the producers really want to get you
excited about seeing a movieThey know they have to ‘hook’ you in quickly,
with the title & narration.
You know the guy with the ‘deep’ cinema voice . . .
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Think about a movie preview. . .
If the producers really want to get you
excited about seeing a movieThey know they have to ‘hook’ you in quickly,
with the title & narration.
You know the guy with the ‘deep’ cinema voice . . .COMING SOON . . . to a Cinema Near You!
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Once they have grabbed your attention . . .
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Once they have grabbed your attention . . .
They then have less than
5 minutes to persuade
you with the rest of the trailer.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Once they have grabbed your attention . . .
They then have less than
5 minutes to persuade
you with the rest of the trailer.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
In our scenario we are going develop a9 minute pitch.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
In our scenario we are going develop a9 minute pitch.
Why 9 minutes?
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
In our scenario we are going develop a9 minute pitch.
Why 9 minutes?
Because it promotes precision,
in your thinking and organisation.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
In our scenario we are going develop a9 minute pitch.
Why 9 minutes?
Because it promotes precision,
in your thinking and organisation.
It will ensure you remember the
important details and pack as much
meaning into those minutes
as you can.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Just like the movie trailerthere are 3 distinct phases. . .
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Just like the movie trailerthere are 3 distinct phases. . .
1. Start by creating empathy - why should I care?
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Just like the movie trailerthere are 3 distinct phases. . .
1. Start by creating empathy - why should I care?
2. Continue by building tension - I’m curious to see where this is going?
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Just like the movie trailerthere are 3 distinct phases. . .
1. Start by creating empathy - why should I care?
2. Continue by building tension - I’m curious to see where this is going?
3. Turning your audience into believers - Hey, this is great. How do we implement it?
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Whilst Power point has become a bit of a cliché presentation tool, let’sassume that most are goingto revert to it in some form or other.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Whilst Power point has become a bit of a cliché presentation tool, let’sassume that most are goingto revert to it in some form or other.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Whilst Power point has become a bit of a cliché presentation tool, let’sassume that most are goingto revert to it in some form or other.
Whether you use this program oranother method, the concept is to show 1 slide or image, per minute.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
When putting your slides togetherkeep them as visually appealingas possible, with minimal text.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
When putting your slides togetherkeep them as visually appealingas possible, with minimal text.
The Key Elements should be:
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
When putting your slides togetherkeep them as visually appealingas possible, with minimal text.
The Key Elements should be:
• Photo’s
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
When putting your slides togetherkeep them as visually appealingas possible, with minimal text.
The Key Elements should be:
• Photo’s• Graphics
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
When putting your slides togetherkeep them as visually appealingas possible, with minimal text.
The Key Elements should be:
• Photo’s• Graphics• Video
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
When putting your slides togetherkeep them as visually appealingas possible, with minimal text.
The Key Elements should be:
• Photo’s• Graphics• Video• A few bullet points
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Divide your pitch into three 3 minutes sections:
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Divide your pitch into three 3 minutes sections:
• For creating empathy = 3 minutes
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Divide your pitch into three 3 minutes sections:
• For creating empathy = 3 minutes
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Divide your pitch into three 3 minutes sections:
• For creating empathy = 3 minutes
• For building tension = 3 minutes
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Divide your pitch into three 3 minutes sections:
• For creating empathy = 3 minutes
• For building tension = 3 minutes
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Divide your pitch into three 3 minutes sections:
• For creating empathy = 3 minutes
• For building tension = 3 minutes
• For making them believers = 3 minutes
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Divide your pitch into three 3 minutes sections:
• For creating empathy = 3 minutes
• For building tension = 3 minutes
• For making them believers = 3 minutes
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Divide your pitch into three 3 minutes sections:
• For creating empathy = 3 minutes
• For building tension = 3 minutes
• For making them believers = 3 minutes
There can be some ‘unspecified’ time eitherside of this for introductions & discussion.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
You want to fully immerse your audience in a
‘Flow State’
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
You want to fully immerse your audience in a
‘Flow State’
for the entire 9 minutes.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
You want to fully immerse your audience in a
‘Flow State’
for the entire 9 minutes.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
You want to fully immerse your audience in a
‘Flow State’
for the entire 9 minutes.
So they ‘focus’ on what you are presenting, and they forget aboutthe worries & frustrations, that they broughtinto the room.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
In order to achieve this focused presentationyou need to establish some Ground Rules:
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
In order to achieve this focused presentationyou need to establish some Ground Rules: • No talking or interruptions, walking in or out.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
In order to achieve this focused presentationyou need to establish some Ground Rules: • No talking or interruptions, walking in or out.
• No phone calls or texting, (phones should be switched off OR put on ‘silent’ setting). Laptops & ipads - put away.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
In order to achieve this focused presentationyou need to establish some Ground Rules: • No talking or interruptions, walking in or out.
• No phone calls or texting, (phones should be switched off OR put on ‘silent’ setting). Laptops & ipads - put away.
• Hold all questions to the very end!
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
So how do we go aboutbuilding this presentation?
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
So how do we go aboutbuilding this presentation?
We need to ‘focus’ on each of the 3 sections,Breaking them down into 3 slides;Or 3 key points of your processin arriving at a solution.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Creating Empathy ( 3 slides, 3 minutes)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Creating Empathy ( 3 slides, 3 minutes)
Slide 1 : The Status Quo
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Creating Empathy ( 3 slides, 3 minutes)
Slide 1 : The Status QuoSlide 2 : The Observations
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Creating Empathy ( 3 slides, 3 minutes)
Slide 1 : The Status QuoSlide 2 : The ObservationsSlide 3 : The Story
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Creating Empathy ( 3 slides, 3 minutes)
Slide 1 : The Status QuoSlide 2 : The ObservationsSlide 3 : The Story
This is the point of orientation for your audience, where your objective is to spark their empathy.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Creating Empathy ( 3 slides, 3 minutes)
Slide 1 : The Status QuoSlide 2 : The ObservationsSlide 3 : The Story
This is the point of orientation for your audience, where your objective is to spark their empathy.
• Establish inadequacy of current clichés (Status Quo)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Creating Empathy ( 3 slides, 3 minutes)
Slide 1 : The Status QuoSlide 2 : The ObservationsSlide 3 : The Story
This is the point of orientation for your audience, where your objective is to spark their empathy.
• Establish inadequacy of current clichés (Status Quo)
• Explain why this is an issue (The observations)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Creating Empathy ( 3 slides, 3 minutes)
Slide 1 : The Status QuoSlide 2 : The ObservationsSlide 3 : The Story
This is the point of orientation for your audience, where your objective is to spark their empathy.
• Establish inadequacy of current clichés (Status Quo)
• Explain why this is an issue (The observations)
• & How that’s frustrating the target consumer (The Story)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Building Tension ( 3 slides, 3 minutes)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Building Tension ( 3 slides, 3 minutes)
Slide 4 : The Insight
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Building Tension ( 3 slides, 3 minutes)
Slide 4 : The InsightSlide 5 : The Opportunity
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Building Tension ( 3 slides, 3 minutes)
Slide 4 : The InsightSlide 5 : The OpportunitySlide 6 : The Analogy
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Building Tension ( 3 slides, 3 minutes)
Slide 4 : The InsightSlide 5 : The OpportunitySlide 6 : The Analogy
This is the point of surprise, intrigue and curiosity for your audience. Your objective is to build tension by;
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Building Tension ( 3 slides, 3 minutes)
Slide 4 : The InsightSlide 5 : The OpportunitySlide 6 : The Analogy
This is the point of surprise, intrigue and curiosity for your audience. Your objective is to build tension by;
• Introducing something they don’t know (The insight), then;
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Building Tension ( 3 slides, 3 minutes)
Slide 4 : The InsightSlide 5 : The OpportunitySlide 6 : The Analogy
This is the point of surprise, intrigue and curiosity for your audience. Your objective is to build tension by;
• Introducing something they don’t know (The insight), then;
• Provide a sense of how this knowledge could be used (The Opportunity)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Building Tension ( 3 slides, 3 minutes)
Slide 4 : The InsightSlide 5 : The OpportunitySlide 6 : The Analogy
This is the point of surprise, intrigue and curiosity for your audience. Your objective is to build tension by;
• Introducing something they don’t know (The insight), then;
• Provide a sense of how this knowledge could be used (The Opportunity)
• A familiar example to help them understand the potential (The Anology)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Making Them Believe ( 3 slides, 3 minutes)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Making Them Believe ( 3 slides, 3 minutes)
Slide 7 : The Solution
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Making Them Believe ( 3 slides, 3 minutes)
Slide 7 : The SolutionSlide 8 : The Advantages
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Making Them Believe ( 3 slides, 3 minutes)
Slide 7 : The SolutionSlide 8 : The AdvantagesSlide 9 : The Ethos
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Making Them Believe ( 3 slides, 3 minutes)
Slide 7 : The SolutionSlide 8 : The AdvantagesSlide 9 : The Ethos
This is the audiences reward for having paid attention, because now you get an overview of your solution.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Making Them Believe ( 3 slides, 3 minutes)
Slide 7 : The SolutionSlide 8 : The AdvantagesSlide 9 : The Ethos
This is the audiences reward for having paid attention, because now you get an overview of your solution.
• Introduce the answer to the opportunity (The Solution)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Making Them Believe ( 3 slides, 3 minutes)
Slide 7 : The SolutionSlide 8 : The AdvantagesSlide 9 : The Ethos
This is the audiences reward for having paid attention, because now you get an overview of your solution.
• Introduce the answer to the opportunity (The Solution)
• The motivation for customers & stakeholders to make the change you’re
suggesting (The Advantages)
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
Making Them Believe ( 3 slides, 3 minutes)
Slide 7 : The SolutionSlide 8 : The AdvantagesSlide 9 : The Ethos
This is the audiences reward for having paid attention, because now you get an overview of your solution.
• Introduce the answer to the opportunity (The Solution)
• The motivation for customers & stakeholders to make the change you’re
suggesting (The Advantages)
• & The solution’s higher purpose, and possibility (The Ethos).
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
At the end of
a well structured
9 minute’s
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
At the end of
a well structured
9 minute’sYou’re done. . .
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011
At the end of
a well structured
9 minute’sYou’re done. . .
It’s time to enjoy
the applause
and field any questions
from your audience.
AD301 - Culture of Change & Innovation 2012 from the book: DISRUPT - by Luke Williams FT Press - 2011