Confusing things on purpose

Some clients don't want to be compared to, seen as, a certain competitor or market alternative. These type of companies might have a very low reputation in the market, typically charge very low prices, or there could be regulatory issues involved where lawyers recommend to change the tone of the pitch slightly.

What you put in, is what you get out. If you confuse, obscure, make it less clear who you are, your presentation will be less powerful. This is especially true for the cold audience who will first try to compare you to a company or concept they are familiar with. If you leave your pitch confused, they will be confused. "Hmm, they are sort of a company A competitor".

The above is especially dangerous when it is not you who has to present the story, but a third party salesforce, if you confuse things, the salesforce will be confused, let alone the potential customers or investors down the chain.

It might be better to take things head on, and almost follow the thought line of the audience: "yes, this sounds a lot like company A", but let me explain why this in fact is totally different". But that takes courage.

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Art: Composition VII—according to Kandinsky, the most complex piece he ever painted (1913)

Learning from Seinfeld

Saturday, I visited one of 4 sold out performances of the stand up comedian Jerry Seinfeld here in Tel Aviv. The setting: 10,000 people in a covered basketball stadium with poor acoustics. Here are some of the things that Jerry did to get through to the crowd. And was interesting to see how effective he was in comparison to the warm up act who had less experience.

• Timing of punch lines. Know when to keep the flow of words going, know when to pause, and when you pause, pause for a really long time to let a point sink in with the audience.
• Immediately build a connection with the audience. This is more than speaking 1 word of Hebrew, and more than showing how you appreciate the country. Seinfeld build an entire series of jokes about the experience of fighting traffic and crowds to go to a major event (and leaving it). It created an instant bond with the speaker, but also a shared experience between the members of the audience. This was a good set up for the later sections in his show that often were derived from material targeted at a US audience. Started to throw these types of jokes into the crowd right at the beginning would not have gone down well.
• Fake eye contact, there was now way that Jerry could see anyone in the audience because of the lights, still he was moving his eyes around and holding them left, right, front, and back as if he was connecting with a member of the audience.
• It was interesting to see how Jerry ended the show with a punch line, and then boom, said goodbye and thank you, walking of the stage immediately after. There was no time for the "well, this was it..."

Still, you could see that the whole 1 to 1.5 hours without a break is pretty tough even for someone like Seinfeld. You could spot when he was "in the moment" and where energy levels were dropping.

Sales presentations versus investor presentations

There are differences:

• The investor presentation contains more content than a sales presentation: financials, strategy, etc.
• The investor presentation makes a competitive comparison explicit, while usually in a sales presentation you state your competitive advantage without explicitly mentioning competitor names and their strengths and weaknesses
• A (summary of) the sales presentation should be embedded in the investor presentation to convince the investor that you can sell your product today (she will look at the content of the slides, but also - more importantly - how good a job you do at selling the product)
• Sales presentations are often too "deep in the trenches" for the big picture investor presentation. Tactical and operational issues are addressed that are very important to close that deal, but add less to the investor pitch 
• Sales presentations are usually geared towards bigger customers (that merit a customised approach) and do not address self service sales to smaller customers (that could be an equally big, or even bigger part of your business).
• Sales presentations talk about customer issues today, outside the context of a longer-term roadmap for the company.

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Art: a recent painting by Andrew Stevovich, check out his blog, it has detailed backgrounds on how he creates his artwork.

Calibri light

It has been years since I have worked on Windows machines, and given that they do not have Helvetica installed, I would still prefer design most of my presentations in Arial over Calibri, the current default Microsoft Office font on my Mac.

But the light version of Calibri (Calibri Light) looks actually pretty nice, especially if you use it in combination with the bold (not the regular) to put accents. Calibri Light comes installed on Windows 8 and Windows 10 machines, not 7.

Goodbye Arial.

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Image on WikiPedia

Flatten those bullet point hierarchies

They appear often in business presentations: hierarchies of bullet points:

• A summary point that partly repeats what is said below
  • A sub summary point that partly repeats what is said below
    • A sub sub summary point that partly repeats what is said below

The worst of all bullet point sins: the lone bullet point that jut hangs there without a brother or sister.

Breaking up a problem/story in its components is great for solving problems: you can get a hypothesis quickly and carve up your team to work on each of the individual bits. They might even work as the skeleton of a presentation story flow.

On actual slides though, it is a different matter. These hierarchies are hard to read and process. You read the summary, read the supporting points, then combine the supporting points to internalise the summary again. Too much.

For a presentation, you need to flatten the bullet points. 

• Kill bullet point hierarchies as much as possible, creating a linear flow
• Then, spreading out each bullet point on a separate chart (as much as possible).

Ever wondered why my presentation app SlideMagic does not even feature the option of a bullet point?

Pushing the analogy too far

Analogies are great. You take a concept that anyone can relate to, and use it to explain something unfamiliar. But you can push it too far.

• An analogy that is complex in its own right defeats the purpose
• An analogy that only partly fits
• An analogy for which you cannot find the appropriate professional visuals easily without an advance degree in Photoshop
• An analogy that is number 12 in a series of completely unrelated analogies for every single concept in your presentation
• An analogy that is not "serious", it undermines the professionalism of your presentation, a bit of humour is OK, college humour is not.
• An analogy that is a cliche

Or, like in the Accenture ad below, you are actually insulting your target group.

Good analogies are pretty much the opposite of the above. They are simple, fit the subject, are easy to visualise, and ideally, can cover all aspects of your story.

How to write a good cover email pitch

Cover emails that introduce a presentation are very important. It is the first thing the recipients sees. And given that more and more emails are read on smartphones that are not very good at handling attachments (still), they have become more important.

Here  are 2 poor cover emails:

• One that says too little: "Please see the attached business plan"
• One that says too much: the whole pitch cramped into the body of the email with out the visual support of your slides

The enemies we are fighting: getting ignored (the email is not opened), or getting deleted/archived before the whole message has had a chance to come across.

What can you do better?

1. A good subject line. If it is a cold email, use the full space you have, almost like a Tweet. Good subject lines intrigue, they don't have to  tell the whole story. Good subject lines tell more or less what you want.
2. Write who you are, how you got to the recipient, what you do (no intriguing here, super factual and super short, let the recipient put you in a box) and say what you want. 
3. The body of the email is all about intriguing. Unlike when you are in the room where you can stand in front of the door to prevent people from leaving, here, it is you versus the mouse click:

• Think very hard about what the intriguing aspects of your story are. Every pitch has usually only one, or two. (A completely counter intuitive approach to solve an issue, a truly unique team, etc.)
• Forget about the classical business plan story line, you need to get these intriguing aspects across as soon as possible, BUT think of a story flow that allows you to do that. In most cases you need to educate the recipient a bit before you can deliver the key surprise. 
• As you add more content, think hard: does this line increase my chance of a response (pick up the phone, click the attachment, write a reply)? Sometimes the best is to keep things short. Cut buzzwords, cliches, any baggage.
• Look at the typography, line breaks, paragraph lengths. Do the right things pop out?

In short, cover letters:

• Say who you are, what you do, and what you want
• Intrigue, even if that means to leaving out a lot of content, and/or mixing up the story flow.

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Image from WikiPedia

Catch those fresh impressions before they are gone

When someone briefs me on a new presentation design project, I usually do not scribble in a note book during the conversation. One, it prevents a direct dialogue. The client is not passing on his food orders to a waiter who looks down at a piece of paper all the time. And, when you write down, it is hard to inject questions. But there is a second reason.

Writing down your impressions after a discussion 10 minutes after the meeting is over is a wonderful way to let your brain do the first sorting of what is important, and what is not. I don't write down the entire conversation sequentially, rather, I write down the big ideas that struck me. They are not in the right order, they are not at the same level in the story hierarchy, they overlap. Still they are all thoughts that "need to go in somewhere'.

Ten to fifteen minutes is the optimal delay, after that your memory starts fading and you will lose that thought.

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Art: Jean Siméon Chardin, Soap Bubbles, 1733

How to clean up a PowerPoint presentation or template

PowerPoint (and yes, Apple Keynote as well) offers way too many styling and customisation options.

1. Non-designers pick the wrong options: shadows, gradients, colours, fonts, and position things all over the grid without worrying about balance or layout
2. There are technical complications as well: copying and pasting slides across creates a mess of different templates, with different defaults. And even if you want to change something because it looks bad, few people know how to do it (straighten out column sizes, fixing that hanging bullet).

The objective of my presentation design software SlideMagic is to free you of all this stuff. If you have to work in PowerPoint, my advice is: make things look like SlideMagic slides! The easiest way is to work in SlideMagic, then convert to PowerPoint. Second best alternative: stay in PowerPoint.

Here are some of the steps I go through when I am faced with the challenge of cleaning up 100 slides of PowerPoint in a very short time:

• Copy the file, delete all but 2 slides, open the slide master, and delete all but 2 slides in it, so you are only left with a title page, and a regular page.
• Fix the slide master
• Create horizontal and vertical drawing guides in the slide master
• Do a brutal font replace across all slides to get rid of any legacy fonts
• Set the colour scheme, save and apply to all slides
• Insert a blank text slide, and create a shape and and a text box. Fix fonts, alignment, line spacing, padding, colours, right click them and set them as default shapes.
• Open the original file and copy all the slides, paste them in the small file you just created
• Select all slides (except the title slides) and change its format to slide 2 in the slide master
• Open the slide master and delete all master designs you don't need (i.e., you are again left with 2 slide masters)
• Do a global font replace again

So far, the presentation set up. Now follows the adjustment of each slide:

• Fix colours, kill: gradients, drop shows, glows, bevels, underlines
• Make sure everything fits in the slide frame, your drawing guides
• Cut text dramatically, take out duplications, indirect verbs, words like "in order to", cut, cut, cut
• Change vertical layouts into more horizontal ones: instead of "sub title, bullet bullet bullet", create a category for subtitle on the left, and put the (chopped) bullets to the right of it. Like the SlideMagic tables

Often it is just faster to re-create the slide from scratch rather than trying to fix it. And in SlideMagic, you will be even faster. You can't put objects in the wrong place, and all slides use the same basic "slide master". Good luck!

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Image from WikiPedia

A typical startup pitch story line

I noticed that many of the pitches I have been designing recently follow this kind of narrative:

• [Something] has been going on for ages
• It is hard to understand that with all technological progress we still have to do [this], [this] way
• Well, there is a good reason for, because until now it was not possible to get [this] right
• Enter [company] that for the first time can offer [this] and [that] at the same time
• This is not as easy as it sounds: for example look how hard it is to do [this]
• It is not hard to see why in a couple of years, everyone who used [this] will now be using [that]

After this, the more standard "about" section follows with information about the company, the product economics, financials, team, etc. etc.

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Art: Vincenzo Campi, The Fruit Seller, 1580

You are wasting time on PowerPoint

The majority of business presentations are not TED Talks, are not major product launches, are not State of the Unions. Corporations automate and simplify many processes: accounting, HR, planning. These non-critical "presentations" are the glue/oil on which corporate middle management runs. Decision making and deal making is done around endless iterations of confusing and boring PowerPoint decks because we do not have time (see the irony) or are not in the same place to communicate directly and clearly and sort things out on the spot. Asking for another version of a PowerPoint deck and a meeting next week is the most convenient form of procrastination.

My presentation app SlideMagic (sign up to try it) has been created to kill this inefficiency and give everyone a simple tool to create good enough, decently designed business documents that can be created in an instant, freeing up time to do more interesting and important things.

Here are 2 types of internal corporate documents and reasons why you spend too much time creating them, and the audience is spending too much time decoding them.

• Big decision trade offs. The audience wants to understand what the options are and a clear set of pros and cons (preferably quantified and comparable) to make a decision. And, yes, they want to know which option you prefer. You write endless pages with market context, general trends, project team history, description of the work, without getting to the point.
• M&A deals. Consultants produce endless amount of pages with company backgrounds, company history, description of assets. While the buy side is out to make a DCF valuation model. It needs to understand what the basic business units are, how the economics of the business work, and how to think about forecasting things in the future. Maybe you should not write down a generic business description, but instead create a document that spoon feeds assumptions for a valuation model.

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Image credit on WikiPedia

Meaningless quotes

Social media is full of inspirational quotes, and some of them make their way into business presentations as well. I am not a big fan of them. A few nice ones from Quartz:

“By maturing, we self-actualize.”
“We dream, we vibrate, we are reborn.”
“Choice is the driver of purpose.”

And now there is research that found a negative correlation between people who like these quotes and IQ (it looks genuine).

When are quotes useful in presentations?

• When they are relevant to what you are talking about
• When they are given by someone with credibility
• When they have a nice, unexpected, twist or contradiction
• When they are not cliche
• When they are easy to read/digest (most of the time, this means short)

It is not very often that you find one that matches all these criteria.

UPDATE February 2018: I have added a new post about using quotes in PowerPoint to the blog

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Image: The book of nonsense by Edward Lear

Example PowerPoint conversions

Many of you are requesting PowerPoint conversions of the templates that ship with SlideMagic. You will see that the conversion works nicely, but that it is inconvenient to make structural slide edits in the PowerPoint version of the file, doing them in SlideMagic is much easier.

If you want to check out how converted SlideMagic presentations look, I have put the files all in this shared Google Drive folder.

What is wrong with your presentation summary page

In every client project, I try to get rid of the dreaded summary page in front of the presentation. Instead, I give a very clear description of what we are actually talking about, and a teaser of what the presentation is going to show.

Here is a check list of things I regularly see on first pages.

• It is written in font size 8, in looooong sentences that stretch over the screen (especially on 16:9 wide screens)
• It is an invitation to tell the entire story (too detailed for a summary, but not detailed enough to cover the content correctly)
• It is written in chronological order, then we did this, then we did that, then we did this, rather than an order that makes sense to the audience
• The same point / bit of information is repeated multiple times
• It is loaded with quantitative data, but because of the text format, this data is impossible to understand / relate to each other
• It contains dry information, and no encouragement what so ever to be excited about the content that is going to follow
• It is full of values, mission statements, generic trends, buzzwords and other vague concepts that are context, rather than the core of your idea
• It is full of details (number of employees, founding year, etc.) that are not a crucial part of the "summary" of your story
• It has sub bullets, and worse bullets that have just 1 sub bullet hanging below it. It uses different font sizes for the main bullets, and the sub bullets. Bullets are not properly intended, (space space space space)

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Art: detail of a painting by Gavin Rain

Over emphasizing

We are not trying to be a social network, it only looks that way. We are not trying to be a social network, it only looks that way. We are not trying to be a social network, it only looks that way. We are not trying to be a social network, it only looks that way. We are not trying to be a social network, it only looks that way. We are not trying to be a social network, it only looks that way. 

If you have to repeat it that often, people might just think you are.

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Image source

Two reasons the story does not come out well

1. The curse of knowledge, you are so deep in the material that you:
   • Cannot see anymore what points of your story are obvious to an audience, and which points are not (and vice versa, which points are difficult to understand while you think they are very clear
   • Cannot see anymore which details are important / add flavour to the story, and which details are tangents that lead to nowhere
      
2. You probably hang on to a story structure that you designed for your first presentation a long time ago. Your company and your story has moved on, but your slide deck has not.

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Art: Franz Marc, Die großen blauen Pferde (The Large Blue Horses), (1911)

Combining tables and data charts

Lining up a data chart and a table in PowerPoint or Keynote is very tricky. And that is a shame, because it is one of the most useful compositions to present data. Just tables, and you cannot really see the trends. Just data charts, and it all becomes cluttered.

I took the data from an earlier blog post and quickly turned it into a combined table/data chart. You can clone the slides I create in presentation app SlideMagic into your own SlideMagic account by clicking this link.

The mood of images

The first layer of the image in an image is what it is about, a tree, a house, a car. The second layer though is what general mood it evokes. Even if your images depict the right thing, somehow they do not feel right, and it is hard to pin down why. Here is a check list, I am exaggerating on purpose. 

• Cheesy, tacky, not real, fake people
• Something aggressive, violent, scary
• Things are gross, ugly, not pretty, repulsive
• A bit too racy
• Girly, cutesy, childish
• Dark, somber (including colours)
• A closed, trapped setting
• College humour that is actually not really funny
• Cliche: ice bergs, dominos, 

I am exaggerating on purpose. That image of the apple pie is probably not "gross", but subconsciously, there is something not tasty about it. The image of the solider is not violent, but somehow a military association sets the wrong tone of the presentation.

The opposite is also true. The best images can uplift your mood and somehow makes your feel right. Images can set your mood pretty much like a painting / piece of art can.

If your image does not feel right, it probably is not right.

The user is always right

Sometimes I get the strangest support questions by users of my presentation app SlideMagic. Obviously, the user did not explore the help pages, or did not try out all the menu options, or did not understand the philosophy behind SlideMagic. Initially, I felt like pointing that out. Now I figured out that it is my problem, not the user's.

User interface is entering an interesting phase. Mobile/tablet apps all look very cute but it is often incredibly difficult to find the most obvious functions. Desktop/laptop applications have become so bloated that obvious functions are hard to find, or are still in places "because they have always been there for the past 10 years" to serve the large install base of users. Every time I set up a new presentation, or create a new slide in PowerPoint I find myself doing a large number of repeat clicks (by now at incredible speed) that basically do very simple things (creating and aligning a grid of boxes for example).

I keep on trying to get it right.

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Art: Vladimir Makovsky, Teacher Visiting a Village, 1897

Selfies are not professional head shots

Images are a great way to liven up an "about" page on a web site or a team page in a presentation. The best images are the one where all team members are present in one image. You can overlay name tags and get a great composition. No issues with images in a different style, images that are outdated. And it shows how well the team works together.

Second best alternative is individual images. But please avoid selfies. Most people assume that where-is-the-button-I-need-to-press look when taking a selfie. It does not come across very professional. The least you can do is ask a colleague to take a quick picture with your phone if you are in a hurry.