Ditch the Deck: Justin Oberman on Winning Pitches with a Whiteboard Approach

In a recent LinkedIn post, Justin Oberman challenges a conventional business practice: the ubiquitous pitch deck. Oberman suggests that presenters might find greater success by abandoning slides altogether and opting for a more dynamic, in-the-moment approach. He posits that this method can convey a deeper level of mastery and understanding to potential clients or investors.

Oberman opens by posing a provocative question: “What if you don’t need a pitch deck?” He contrasts the typical scenario of a presenter walking in with a polished deck against the idea of using a whiteboard. This visual metaphor, he argues, can fundamentally alter the perception of preparedness and knowledge.

“A 60-slide deck is long. But even a 10-slide deck sends a message. It tells people you prepared this in advance, and I’m going to walk you through it whether you like it or not.”

According to Oberman, the traditional deck can inadvertently communicate a sense of rigidity. It suggests a pre-determined path that the presenter intends to follow, regardless of audience engagement or spontaneous questions. This approach, he implies, may not always be the most effective way to connect with and persuade an audience.

The Power of Real-Time Creation

Oberman proposes an alternative: presenting with a marker and a blank canvas, whether physical or digital. He likens this to a “hibachi chef slicing an onion into a volcano,” emphasizing the skill, adaptability, and confidence required for such a performance. This method, he argues, sends a powerful, different message.

“I know this so well I can build it from scratch. Right here. Right now. Ask me anything.”

As Justin Oberman notes, this approach shifts the narrative from one of rehearsal to one of genuine understanding. “One says, ‘I rehearsed.’ The other says, ‘I understand,'” he writes. This distinction, Oberman suggests, could be the key differentiator in winning over an audience.

Building a Personal Brand Through Action

Beyond the immediate pitch scenario, Oberman connects this strategy to the broader concept of personal branding. He asserts that a personal brand is not solely built through online content but through every action taken, especially in high-stakes situations like client pitches.

“And how the best way to build a personal brand is to start using it. Everywhere. Even in pitches.”

Oberman encourages individuals to apply this principle consistently, integrating their expertise and understanding into all aspects of their professional interactions. He believes that demonstrating mastery in real-time is a potent way to build credibility and establish a strong personal brand that resonates with others. His latest newsletter, he mentions, further explores how to improve pitching odds by adopting a “showman” mentality, underscoring the performative aspect of effective business communication.