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Get adopted your Proposal!How to create a slide deck, to make it happen.
BIZ 1-0304, 24th November (Fri), 18:30 – 20:00Organized by Lance Chen and Ryosuke ISHII
Those who need to do presentation
to Boss, Board members, Customers.
to deliver complex concept in a
simple manner.
for making “great project” proceed.
Prospect Participants:Future Marketers and Entrepreneurs, and…
1 Introduction / Need Presentation?
2 Overview of “3 principles”
3 Detail for 3 principles
4 Tips
Agenda Today
+Q&A
Introduction
Ryosuke ISHII
+ Founder, Japan Institute of Cog. Sci.+ Researcher, KEIO Univ. SDM Institute.+ President, NUS MBA Entrepreneurship Club.+ Senior Manager, Japan Environment Planning.
Projects Manager
Slide decks maker
Lecturer
If your project is more innovative,more difficult to Get it approved!
My hobby is… making slide decks.
Logical ThinkingMastery
33K + Views.
Top views ranking“Logical Thinking” categories in Japan.
Link(Japanese)
Math-Physics Mastery course
488 slides.
You’ll understand basic physics and mathematics in one day.
Link(Japanese)
Lecture on Economics.
91 + 84 + 128 = 303 slides
Link1 (consumer theory) Link2(producer theory) Link3(Game theory)
Also, Teaching experience,From children to executives.
Lecture to elementary school children.
Lecture to engineering students, Waseda Universityon “De-framing between Science and Business”
To National University of SingaporeMBA Students
1 Crazy Projects, approved.
So, today I will share with you, from my life
1 Crazy Projects, approved.
2 Making slide decks as a hobby.
So, today I will share with you, from my life
1 Crazy Projects, approved.
2 Making slide decks as a hobby.
3 Teaching experiences.
So, today I will share with you, from my life
1 Crazy Projects, approved.
2 Making slide decks as a hobby.
3 Teaching experiences.
So, today I will share with you, from my life
+The world top consultant and
The world top teacher told me.
So much for small talk…Let’s get down to the contents.
First of all, What is “Presentation?”
Describe “Presentation” Using these materials
me audience arrow
1 min for thinking…
me audience arrow
meaudience
(Decision maker)
meaudience
(Decision maker)
Good Presentation makes audience taking ACTION.
ACTION
meaudience
(Decision maker)
Good Presentation makes audience taking ACTION.
ACTION
The ACTION should be align to your intention.
Today’s focus is:
not “beautiful slides”but “effective slides”
How to make people taking action?
3 - Principles
1. Passion
2. Pyramid
3. Steps
WHAT is 3 – Principles ?
1. Passion
2. Pyramid
3. Steps
Passion – the fundamentals.
Passion – the fundamentals.
If you have no passion to the project,You need not to do presentation.
Passion – the fundamentals.
If you have a passion,You could do everything for get it approved
Pyramid – Pile it from the TOP.
TOP: Conclusion / Call for Action
Pyramid – Pile it from the TOP.
Pyramid – Pile it from the TOP.
TOP: Conclusion / Call for Action
One Chart, One Message. Audience should take the action ? Audience could take the action?
Pyramid – Pile it from the TOP.
TOP: Conclusion / Call for Action
2nd layer: Support of the TOP
Skirts: Support above layer.
Example of Pyramid
The company should launch new product as Niche positioning at $15M marketing budget.
Example of Pyramid
The company should launch new product as Niche positioning at $15M marketing budget.
Niche (premium) is more profitable
Market best practice shows, $15M marketing budget is required to
achieve our sales goal.
Example of Pyramid
The company should launch new product as Niche positioning at $15M marketing budget.
Niche (premium) is more profitable
Market best practice shows, $15M marketing budget is required to
achieve our sales goal.
Example of Pyramid
The company should launch new product as Niche positioning at $15M marketing budget.
Niche (premium) is more profitable
Market best practice shows, $15M marketing budget is required to
achieve our sales goal.
Our sales goal is $10M
Another firm increases 10M sales
by 15M budget
The firm’s case is a best case in these 2 years.
Design the steps.
① Starting from consensus building
②Make a Gap
③ Fill the Gap
Design the steps - overview
① Consensus Building
① Starting from consensus building
① Consensus Building
① Starting from consensus building
Start from the point, where audience say “YES.” NO doubt from the starting point.
① Consensus Building
① Starting from consensus building
Start from the point, where audience say “YES.” NO doubt from the starting point.
Today is a 24th November 2017 We are team 2, the members are… We are researching in this topic for 3 months
Design the steps.
① Starting from consensus building
②Make a Gap
② Gap
Gap is a New information / message which audience is not familiar with.
My hobby is making slide decks. An effective presentation consists from
“passion, pyramid and steps.”
① Starting from consensus building
②Make a Gap
③ Fill the Gap
③ Fill the Gap
③ Fill the Gap (Consensus building again)
Gap should be filled just after the gap arises.
My hobby is making slide decks. There are lots of facts (slideshare materials)
An effective presentation consists from “passion, pyramid and steps.” Explain one by one what is it.
Repeat the Gap making and Filled it.
And repeat it, to the conclusion.
Interaction of Pyramid and Steps
1. Passion
2. Pyramid
3. Steps
Pyramid Steps
Pyramid is for thinking Steps are for presentation
: Harmony of Pyramid and Steps&
Decide where in the stepsto settle the final conclusion.
(depends on audience. First 3-5min is recommended.)
: Harmony of Pyramid and Steps&
One slide itself is to start from conclusion (mini-pyramid)
Before proceeding, please self- reflect, the first part
1. Passion
2. Pyramid
3. Steps
More! on 3 Principles.
1. Passion
2. Pyramid
3. Steps
More! on Passion
Passion to get it approved
Re-create, re-arrange the slides deck until the deadline come across.
Passion to get it approved
Pretend as if you see the slides you made, at first time.
And correct, re-arrange, re-create it.
: Functional contextualism
Forget about “right or wrong”
Ask “workable or not”, “Effective or not”
Break the rules, if it is effective. Ignore ineffective format.
More! on Pyramid
Remember, the example of Pyramid
The company should launch new product as Niche positioning at $15M marketing budget.
Niche (premium) is more profitable
Market best practice shows, $15M marketing budget is required to
achieve our sales goal.
Our sales goal is $10M
Another firm increases 10M sales
by 15M budget
The firm’s case is a best case in these 2 years.
Pyramid structure has 2 relationship
Vertical relationship
Horizontal relationship
Vertical relationship is “Why So?” / “So What?”
Why So?
So What?
Vertical relationship
The company should launch new product as Niche positioning at $15M marketing budget.
TOP: Conclusion
Vertical relationship
The company should launch new product as Niche positioning at $15M marketing budget.
Why So? Ask “Why so?” “Why you can say that?” The answer is..
TOP: Conclusion
Vertical relationship
The company should launch new product as Niche positioning at $15M marketing budget.
Niche (premium) is more profitable
Market best practice shows, $15M marketing budget is required to
achieve our sales goal.
Why So? Ask “Why so?” “Why you can say that?” The answer is..
TOP: Conclusion
Vertical relationship
We could describe the same situation different way.How about start from the bottom.
Vertical relationship
Niche (premium) is more profitable
Market best practice shows, $15M marketing budget is required to
achieve our sales goal.
We could describe the same situation different way.How about start from the bottom.
Vertical relationship
Niche (premium) is more profitable
Market best practice shows, $15M marketing budget is required to
achieve our sales goal.
So What?Ask “So What?” “What’s your conclusion?”The answer is..
Vertical relationship
Paramount should launch Clean Edge as Niche positioning at $15M marketing budget.
Niche (premium) is more profitable
Market best practice shows, $15M marketing budget is required to
achieve our sales goal.
So What?Ask “So What?” “What’s your conclusion?”The answer is..
Vertical relationship is “Why So?” / “So What?”
Why So?
So What?
Horizontal relationships, 2 types:
Conclusion
Premise 1 Premise 2 Premise 3
Inductivereasoning
Horizontal relationships, 2 types:
Conclusion
Law /Generalstatements
FactApply the law
To the fact
Deductive reasoning
Conclusion
Premise 1 Premise 2 Premise 3
Inductive reasoning is generalization.
The market growth rate is 4%
Company AGrowth at
4.8%
Company BGrowth at
3.2%
Company CGrowth at
3.9%
Conclusion
Premise 1 Premise 2 Premise 3
Inductive reasoning is generalization.
The company salesgrowth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Deductive reasoning is Appling (universal) law
Conclusion
Law /Generalstatements
FactApply the law
To the fact
Deductive reasoning
Deductive reasoning is Appling (universal) law
Conclusion
Law /Generalstatements
FactApply the law
To the fact
Deductive reasoning
Socrates will dieAs he is a man
Every manWill die
SocratesIs a man
Socrates willDie.
Deductive reasoning is Appling (universal) law
Conclusion
Law /Generalstatements
FactApply the law
To the fact
Deductive reasoning
Our company sales forecastNext year is $21M.
Sales increase
5% annually
This year$20M sales
Sales increase$1M next year
A Pyramid is constructed by small pyramids.
Growth at4.8%
in 2015
A Pyramid is constructed by small pyramids.
Growth at4.8%
in 2015
A Pyramid is constructed by small pyramids.
Growth at5.2%
in 2016
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
InductiveReasoning
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
(Total Sales is Sum of Sales)
InductiveReasoning
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
(Total Sales is Sum of Sales)
InductiveReasoning
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
InductiveReasoning
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
This year’s salesIs $20M
InductiveReasoning
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
This year’s salesIs $20M
InductiveReasoning
DeductiveReasoning
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
This year’s salesIs $20M
InductiveReasoning
DeductiveReasoning
↑Too much common sense. So, you need not state this.
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
This year’s salesIs $20M
InductiveReasoning
DeductiveReasoning
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
This year’s salesIs $20M
InductiveReasoning
DeductiveReasoning
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
This year’s salesIs $20M
InductiveReasoning
DeductiveReasoning
↑Too much common sense
A Pyramid is constructed by small pyramids.
Take the conclusion of left smallTriangle as a “law” on Deductive reasoning.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
This year’s salesIs $20M
InductiveReasoning
DeductiveReasoning
↑Too much common sense
A Pyramid is constructed by small pyramids.
Apply the law to the Conclusion of
right small Pyramid.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
This year’s salesIs $20M
InductiveReasoning
DeductiveReasoning
Our company sales forecastNext year is $21M.
↑Too much common sense
A Pyramid is constructed by small pyramids.
The company sales growth at 5%
Growth at4.8%
in 2015
Growth at5.2%
in 2016
Growth at4.9%
in 2017
Sales from Registered customers
$18M
andSales from
Casual Users$2M
(Total Sales is Sum of Sales)
This year’s salesIs $20M
InductiveReasoning
DeductiveReasoning
Our company sales forecastNext year is $21M.
↑Too much common sense
A Pyramid is constructed by small pyramids.
DeductiveReasoning
To make a strong logic ask for two things:
Whenever people doubt things,The question is only 2 questions:
1. Is it true? Really?2. Is there any other options?
To make a strong logic ask for two things:
Whenever people doubt things,The question is only 2 questions:
1. Is it true? Really?2. Is there any other options?(I bet you thought really? Only 2 questions?)
To make a strong logic ask for two things:
Whenever people doubt things,The question is only 2 questions:
1. Is it true? Really?2. Is there any other options?(I bet you thought really? Only 2 questions?)
So, ask yourself these questions and answer yourself!
Every consultant’s must read.
1. Passion
2. Pyramid
3. Steps
Before proceeding, please self- reflect, the Passion and Pyramid
More on StepsSteps
We need steps because…
Concept and Logic
Rebuild your concept to audiences’ mind.
You can deliver informationOnly one by one, step by step.
We need steps because…
Concept and Logic
Rebuild your concept to audiences’ mind.
You can deliver informationOnly one by one, step by step.
We need steps because…
Concept and Logic
Concept and Logic
Rebuild your concept to audiences’ mind.
We need steps because… Rebuild your concept to audiences’ mind.
Keep audience paying attention to your presentation.
We need steps because… Rebuild your concept to audiences’ mind.
Keep audience paying attention to your presentation.
Make audience agree with you.
Creating steps are all about control
Control attention Control how audience think and feel Do not ask creativity for audience.
(You had already thought deeply about the topics)
Control the eye movement
Makes people pay attentionwhere you want them to pay attention.
Control the eye movement
You should put materials on the slideOnly if you want to bepaid Attention!
Control the eye movement
You should put materials on the slideOnly if you want to bepaid Attention!
XXX School
Noises !
If your school force you to do it, negotiate it!
LOGO
Reading books in the Asia
Control the eye movement
You should put materials on the slideOnly if you want to bepaid Attention!Financial Corporation all right reserved.
strictly confidential
Noises !
If your company force you to do it, negotiate it!
Divide it into many slides.
Divide it into many slides. Reduce information on one slide.
A B C D E F G H I J K L M N O P Q R S T U V W X Y Z
α β γ δ ε ζ η θι κ λ μ ν ξ ο π
ρ ς σ τ υ φ χψ ω ϊ ϋ ϟ
A B C
Show what your audience is not familiar.
1 Why we need presentation?
2 Overview of “3 principles”
3 Detail for 3 principles
4 Tips
Agenda Today
+Q&A
How to create a great GAP?=Perspective selling
How to make a great GAP ?
“Sell your perspective of the World.“= Re-engineering audience’s belief.
Perspective selling
Don’t just sell your product or solution.
Re-frame it, what sort of meaning your business could have for the world.
But you also believe the dream.
Other Techniques and Skills
What type of media is suitable most for your presentation?
Napkin paper
Print out and
Bookbinding
PaperandPen
Show yourLaptopscreen
ScreenAnd
Presentation(basic style)
Flexible FIX
Flexibility is one of the axis on selecting media.
Power Point Graphics
We need not boarder line if it is needless.
A B C
COLOR
Maximum 2 color. 1 color is recommended.If needed, you can use dark / light color.
Control of Authority.
Do not use fancy animation.
Do not use movie / video.When you should use it, seat.
If board members start discussion, seat.After they become calm, stand up again.
For non-designer’s design.
Recommend reading:non-designer's design book
Only 4 principles1. Proximity2. Alignment3. Repetition4. Contrast
Proximity
Items relating to each otherShould be grouped close together.
1. Passion
2. Pyramid
3. Steps
1. Passion
2. Pyramid
3. Steps
We need passion because our mind will be strongly affected by your passion.If you are not passionate about it pleases do not presentation. This is for both of you and us.
Pyramid is basically based on Minto’s
Famous book “The Pyramid Principles.”You need not to practice this material as long as you read the book,,,
Steps are very important concept that how to order your thought to your audience. It is really important way to do.
AlignmentAlways find something else on the page to align with, even if the two objects are far away from each other.
RepetitionRepeat Visual elements of the design throughout the piece.
ContrastIf elements on your page are not the same, then make them very different.
Size Shape Shade Color Proximity
Demo on AlignmentThis is super useful.
Demo on AlignmentPower Point could made this graph very easily.
𝑃
𝑄
10060
𝐷𝑇
160
𝑀𝑅𝑇
𝑀𝐶𝑇 = 0.5𝑄
Avoid redundantClearly state the difference!
1. First degree price discrimination
- Firms can identify consumer demand curve accurately
2. Second degree price discrimination
- Firms cannot identify consumer demand curve accurately
- Firms try to discriminate price by quantity of consumption
3. Third degree price discrimination
- Firms cannot identify consumer demand curve accurately
- Firms try to discriminate price by categories of consumer
# Degreeof
Can identityConsumer?
Focus
First ✔Individual demand
Second ✕ Quantity
Third ✕Categories
of consumer
Difference between 1,2,3rd degree of price discrimination
Avoid abridgementThe “incomprehensible word” makes people confused.You can use if only you are sure the audience is familiar with the abridgement (like #=Number)
• ALW is low for a SME with big firms as customers
• WC needs are steadybecause DSO is steady
• Not many write offs due to bad D
• Allowance is low for a Small and Medium size Enterprise (SME) with big firms as customers
• Working Capital (WC) needs are steady because Days Sales Outstanding (DSO) is steady
• DSO is calculated by Account Receivable
Total credit sales× # of Days
• Not many write offs due to bad debt.
Using GradationSometimes very effective to conceal something
Ryosuke ISHII
Ryosuke ISHII
Ryosuke ISHII
Ryosuke ISHII
The final tips is all about
“Preparation”and
“Practice”
Closing Remarks – Value and Act.
“Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work.
And the only way to do great work is to love what you do. If you haven’t found it yet, keep looking. Don’t settle.”
for me…
In this very moment, I am doing what I love to do.
(Explaining and Process Designing)
In addition to that, lot of people came here.So, I am very happy.
Thank you!
Question?
References• Hideshi Hamaguchi, Lecture on “The Ultimate Presentation”
• Takahisa Takada, Logical Presentation /ロジカル・プレゼンテーション
• Kazuto Ataka, Issue Driven / イシューからはじめよ
• Barbara Minto, The pyramid principle: Logic in writing and thinking
• Steve Jobs, Commencement on Stanford University “You've got to find what you love”
• Robin Williams, The Non-designer’s design book
• John A. Quelch and Heather Beckham, Harvard Business Review, Clean Edge Razor: Splitting Hairs in Product Positioning
• Yongjun Lee, Lecture on Topgun, “The Perspective Selling”
A Special Thanks to Hideshi Hamaguchi and Yongjun Lee for cultivating my ability to think and make presentations.