Episode 45: Observations from the Past Two Weeks Page

The past couple of weeks have seen me conducting case-solving workshops for The Hong Kong Polytechnic University (Poly U), advising the Poly U team headed to the Central European Case Competition about my insight in to the case companies, participating as an ideation and pitch advisor in a few of the Haskayne School of Business‘ entrepreneurship classes, and judging the 2nd Annual International Association for Green Aviation (IAGA) Case Competition. It’s been a busy couple of weeks.

Observations and Insights

Over the past two weeks, I’ve observed that individuals receiving advice need to ask more questions. Don’t hesitate to interrupt or post a question in the chat during a virtual session. The only bad questions are the ones that are not asked. Questions not only help the audience gain clarity but also enable the speaker to ensure their messages are effectively conveyed. It was refreshing to witness a session with non-business students in an entrepreneurial course who asked insightful questions. A big credit goes to their instructor, Justin Knibbe, for demonstrating the value of inquiry.

Yesterday afternoon, I attended pitches from their Haskayne colleagues, and I noticed a variance in the quality of the questions asked.

In yesterday’s pitches, a key element was missing: storytelling. As I mentioned before, although a few pitches included a compelling opening story, that narrative was not integrated into the rest of the presentation. In many cases, the pitches mainly consisted of discussing the slides as isolated messages rather than as interconnected ideas. This observation was interesting, as I had just spent the previous evening discussing this very point with case-solving students at The Hong Kong Polytechnic University. The ability to tell a story—whether it’s about your products, services, or solutions to problems—is one of the most important skills you can develop and is highly sought after.

Last week, I attended the International Association for Green Aviation (IAGA)‘s second annual case competition, where I listened to pitches from various competitors. I noticed that many presentations lacked a strong storytelling element. I was particularly interested in the different approaches taken by the teams.

The top teams developed solutions that directly addressed the questions posed in the case regarding the development of eVTOL (electric vertical take-off and landing) technologies and green aviation. These groups effectively answered the questions to varying degrees and presented ideas that aligned with the judges’ expectations. In contrast, while the other teams showcased great ideas and conducted excellent research, they failed to answer the questions asked directly. Although their presentations included components related to eVTOL technologies and green aviation, they did not fully meet the case requirements.

I also wanted to share some observations from an email I received after the pitch today. During the session, I discussed the idea that emotion should be the first consideration in a presentation, followed by logic. Emotion engages the audience, logic provides the clarity. In the email, they mentioned their reactions to the advisors they interacted with today. Their response involved reframing their idea, which appears to have led them to discover a potential story that starts with emotion and then presents the logic behind their solution. I plan to respond to their email after this gets published tomorrow.

What is the Advice Based on the Observations

Based on observations from the past two weeks, a few key points have repeatedly come to light.

First, the only bad question is the one that is not asked. Your coaches, advisors, and instructors are there to help you. As Justin Knibbe mentions in his ENTI 201 classes, the advisors who come into class are people; they are not intimidating, and they genuinely want to assist you. Often, there is someone else who has the same question you just asked.

Second, presentations and pitches are essentially stories! It’s not just about discussing individual slides; it’s about weaving the ideas on those slides into a cohesive narrative that elicits an emotional response from your audience. Remember, logic stems from the connections and flow of your presentation. Prioritise evoking emotion first, followed by logic. For additional insights, you can check out several videos on my YouTube channel (https://youtube.com/@discovermadskills).

Lastly, it’s crucial to recognise why your audience is there to listen to you. Ensure that your pitch or presentation addresses the questions the audience wants answered.