A question came up last week, and it's a question we hear frequently when people are learning the IMPAX Process, "How long should a presentation take to deliver?"

Of course, there is no single answer. The answer depends on a number of factors. Here are a few of those factors:


What is the purpose of the presentation? Is it an introductory presentation with a goal to gain credibility and get sponsorship? Is it a detailed overview of a complex solution? Is it a relationship review presentation, which tends to be longer and more interactive? The purpose of the presentation will affect its length.
How much time and content do you need to accomplish your objective? These different types of presentations require varying degrees of content. As you put together your message, keep in mind the old adage, "less is more". It's easy to become overly enamored with your own content.
What is the customer/prospect's expectation? The decision maker's expectation and style are critical factors to consider. Different decision makers could look at the same presentation, with one feeling it is too long and another feeling it is too short.
How much time do you have scheduled? This is an important variable to consider when timing your presentation, but might be more important to consider when you are scheduling your meeting. Knowing certain types of presentations can take longer, asking for 90 minutes may be more appropriate than asking for an hour.


In the end, there is no single answer to the question, "How long should a presentation take to deliver?" However, don't lose sight of the goal - to advance the situation. Whether you present for 12 minutes or an hour, you need to make sure you have enough time left after your presentation for a productive roundtable discussion. After all, it's in the roundtable discussion where you can gain agreement to advance the opportunity.