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A colleague shared an article that appeared in Venture Capital back in July 2008. It is one of those academic articles where the findings fall into the "I could have told you that" category, which is: investor's interest is significantly related to the quality of the presentation.
It is my experience that an "ok" venture presented well will receive a more positive reception that an excellent business model presented poorly. Aspiring entrepreneurs often overlook the importance of persuasive communication. Being good at selling is a crucial skill for even the most technically astute entrepreneur.
Fortunately, developing skill at selling and giving effective presentations is a competency that can be taught. Students in the Rollins MBA program have many occasions to learn presentation skills. We need to augment the sales skills training.
The Entrepreneurial Professor
Tuesday, September 21, 2010
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- Michael Bowers
- Winter Park, FL, United States
- Michael Bowers is a Professor of Marketing & Entrepreneurship and serves as the Academic Director of the Center for Entrepreneurship in the Crummer Graduate School of Business, Rollins College. Dr. Bowers’ research interests include entrepreneurship, product/quality management, customer loyalty, strategic planning, personal selling and sales management, primarily in service industries. Michael has published almost fifty articles including journals such as: the Journal of Business Research, the Journal of Services Marketing, the Journal of Personal Selling and Sales Management, the American Journal of Medical Quality, Medical Care Review, Hospital and Health Services Administration, Health Care Management Review, the Journal of Health Care Marketing, the Journal of Retail Banking and the Journal of Marketing Education. Dr. Bowers is a member of the Editorial Review Board of the International Journal of Business Excellence.
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