Win Any Audience with Your Presentation

Introduction: The High Stakes of Business Presentations

Business presentations aren’t just about sharing information—they’re about changing minds and driving action. In his insightful session at Present to Succeed, Maurizio La Cava breaks down what separates forgettable pitches from those that truly persuade.

Why Most Presentations Fail

We spend countless hours on slides, but most business presentations fall flat. Why? Because they focus on the presenter, not the audience. Maurizio argues that effective presentations are a dialogue—a relationship between you and your listeners.

The Three Pillars of a Great Presentation

According to Maurizio, every successful presentation stands on three pillars:

1. Presence: Practice, experience, and the ability to manage nerves.

2. Content: Slides that bring your ideas to life and interact with your delivery.

3. Audience Focus: Understanding what your audience needs to think and do after your talk.

Audience Analysis: Starting from the End

Maurizio’s method begins with the end in mind: What do you want your audience to do after your presentation? Identify the resistances they might have, and reverse-engineer your story to overcome them.

Overcoming Resistance and Building Your Storyline

People resist change. To persuade, you must anticipate and address their objections. Maurizio recommends listing out these resistances and structuring your presentation to tackle them—starting with the easiest to overcome.

The Power (and Limits) of Storytelling

Stories connect us, but in business, it’s not about telling your story—it’s about telling the audience’s story. Use storytelling to highlight their problems and guide them toward your solution, but always ground your narrative in evidence and relevance.

The SCORE Model Explained

Maurizio introduces the SCORE model for persuasive storytelling:

●       Situation: Set the context.

●       Complication: Present the problem or tension.

●       Outcome: Show the resolution.

●       Resolution: Provide evidence and credentials.

●       Evidence: Back up your claims.

This model keeps your audience engaged and moves them toward action.

Science of Persuasion: Principles for Success

Maurizio shares key persuasion principles—reciprocity, authority, consistency, likability, social proof, scarcity, urgency, and trust. Use these to build credibility and motivate your audience.

The Lean Presentation Strategy Canvas

To plan your pitch, Maurizio recommends the Lean Presentation Strategy Canvas. Start with your audience and objective, map out their current beliefs, and design your storyline to move them toward your goal.

Q&A: Pitching Startups vs. Business Ideas

In the Q&A, Maurizio explains the differences between pitching a business idea and a startup. Startup pitches require a sharper focus on problem, solution, market size, business model, traction, competition, team, financials, and a clear call to action.

Final Thoughts and Resources

Maurizio closes with practical resources: guides on hooking your audience, summarizing his speech, and the Lean Presentation Strategy Canvas. Connect with him on LinkedIn for more insights.

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