How to present a project to a customer who does not understand your work? How to present projects to managers

One of the innovations is a new criterion for evaluating works submitted to the competition: the level of presentation and defense of the project. Indeed, it is not always enough to organize and host a cool event; you also need to talk about it so that others will be carried away by this project and see the result. How to do this competently and effectively? We talked about this with Igor Lyutenko, head of the “Challenge Accepted” project, chairman of the jury of the national award among event organizers “Golden Puzzle”, expert and event industry festival.

- Igor, tell us why competitors need to pay special attention to the presentation of their project?

Because the presentation can either strengthen the jury members’ opinion that the project is worthwhile or disappoint them. For some experts, a contestant’s performance is only a minor addition to the project itself, which they have studied well, some need lively emotions, a bright performance that can captivate, while others want details in the form of numbers characterizing the results of the project and an answer to a sacred question "For what?".

As the chairman of the jury of the Golden Puzzle Award, I came across situations where an unclear presentation negatively affected the scores of the competitors, and worthy projects did not even make it into the top three. By the way, my master class “Present to win” in the educational part of the Event-Breakthrough 2017 festival. I will show several cases in which you can clearly see how not to present your project, and together with the participants of the master class we will practice defending your work correctly in order to win the “Golden Puzzle” (all Event-Breakthrough contestants automatically and without a registration fee participate in the federal Golden Puzzle award), and in life in general!

I’m not going to give dumb theory, teach public speaking skills, the basics of presentations, I’ll share my practical experience, life hacks and personal observations on how to convey to the jury the full depth of your brilliant project through a speech.

What are the main mistakes that competitors make during their defenses? What should you avoid when presenting your project to an audience?

Oddly enough, competitors sometimes violate even the most obvious requirements for preparing presentations. Such truisms include the following postulates:

• don't read from slides;
• do not turn your back to the audience;
• write headings in large font;
• place a minimum of text on slides, ideally one abstract per slide;
• make the tables used in the presentation clear, or better yet, replace them with diagrams;
• use more illustrations, supplement your speech with videos: a minute of high-quality video can be more visual and informative than five minutes of speech;
• read the text several times, if possible, learn it by heart;
• rehearse your performance in front of a mirror;
• use intonations, highlight the main thing with their help;
• move, gesture, change your position in space, don’t stand still;
• maintain visual contact with the jury members and the audience.

In addition, during defenses I often have a question: do the contestants know by what criteria the jury members will evaluate their projects? And the answer is not always yes. Meanwhile, understanding why you receive your points, it is easier to prepare so that no tricky questions arise, so that all the necessary information is reflected and disclosed in the main speech.

- In almost all nominations of the competition projects are assessed based on four criteria. Let's take a closer look at each of them. The first is creativity and innovation. How should it be reflected in the presentation?

Probably, in every project submitted to the competition, there is both creativity and innovation, but they need to be emphasized. Don’t be afraid to use the words: no one, never, rarely, for the first time, etc., indicating that in your work you did something unusual, exceptional, used the latest technologies, collected under one roof something that has not yet been collected. A competitive presentation is similar to a sales presentation, in which all the benefits and advantages of the proposed product are highlighted. Do the same.

- How does such a criterion as quality of execution work?

To reflect the quality of the project, it is worth adding to the presentation several visual figures characterizing the past event. You can make a comparison with the events of the same customer in previous years or with your own early works. Of course, the competition project should look advantageous against this background.

An illustration of the quality of project execution can be provided by reviews from the customer and event participants. If they are satisfied, it means that the event was organized at a high level, with a competent selection of performers, and strict adherence to requests. Therefore, do not hesitate to devote the last 20-30 seconds of your speech to feedback. This way the jury will see that not only you, but also those for whom it was organized liked the project.

The jury pays special attention to the effectiveness of the project - this is the third criterion for evaluating work at the Event-Breakthrough 2017 competition.

Despite the fact that such an indicator as KPI has now appeared, not all projects can express efficiency in numbers. There are events during the implementation of which the customer does not strive to achieve digital indicators, but he sets certain goals and objectives. And efficiency is the ratio of the project’s objectives and the result obtained.

Can't find a tool to measure your results? So come up with it, you are eventers, you must be creative! And we, the jury members, will decide whether these tools work or not.

And I would also like to draw your attention to this point: not everyone still clearly knows what abbreviations such as KPI, ROI mean, and jury members ask about them regularly. Therefore, competitors must have the necessary conceptual apparatus, understand what they are being asked about, and have their own version of the answer to the questions posed.

- Well, the fourth criterion is the level of presentation and defense of the project.

This is a new criterion for evaluating the work of competitors, which was introduced this year by the Event-Breakthrough organizing committee. During the defense, the jury will assign a certain score for the presentation, its compliance with the regulations, and the requirements for competition participants. The relevance, integrity, complexity of the presentation, and most importantly, the quality of its reflection of the goals and results of the project will be assessed.

- Where should you start working on a project presentation? What to focus on?

I think that you first need to prepare the text, and then put the visuals under it. And you can start from the timing. 5 minutes are allotted for the presentation of the project at the Event-Breakthrough 2017 competition. The first two minutes are information about the agency and input data about the project: customer, type of event, tasks. The next two minutes are the array of data on the basis of which the jury will judge the quality of the project: idea, concept, tools used. And the last minute - the results achieved and their compliance with the tasks.

The competitor’s performance should be supported by bright slides, photographic materials and, preferably, an effective video. When everything is put together, start the stopwatch and read your speech. Most likely, it will have to be significantly reduced in order to comply with the timing.

- What should the contestants’ performance be like? What should they pay attention to?

The contestant must have a neat appearance. His performance must be convincing, complete, and rehearsed. In addition, it is important to find for yourself some means of calm, relaxation, relaxation, because a competition is always excitement, not only for yourself, but also for your project, for the entire company you represent, so it is important not to burn out, not to get overexcited, to remain calm and bear your burden of responsibility with dignity.

Some competition participants add show elements to their presentation. How effective is this technique? Is it appropriate in all nominations?

Elements of the show work advantageously and convincingly in nominations related to event tourism, private and children's parties, perhaps themed weddings and internal corporate events. In other cases, it is better to include high-quality video than to have a live show.

How can contestants build interaction with members of the Event-Breakthrough jury? What do strict judges want to hear in speeches? And what questions, as a rule, is no defense complete?

Just like last year, the question “Why?” will probably be asked. I think it will be relevant for many more years. Why did the customer need the project? Why did the agency take on this work? What did this project give to those for whom it was aimed? Every contestant should have answers to these questions. It is worth understanding that the goal “for everyone to have fun and relax from the heart” is no longer in trend. Here’s an example: let’s say the company was having a family day. For what? You can answer - according to tradition, so that employees have an interesting time. Another option is possible - to form a positive attitude towards the enterprise among the younger generation, so that young people want to continue the activities of their parents and also come to work there. This is already a super task, which we need to focus on when implementing the project. And even if the customer does not offer any super-tasks, they need to be extracted from him, found. And how effectively they were achieved is precisely what the jury decides.

General partner of Event-Breakthrough 2017 - innovative team building "Challenge accepted"

Finding investment is a task that arises sooner or later in any project. It brings with it enormous difficulties, but if it is successfully resolved, there are corresponding dividends. How to present your idea so that you want to invest money in it? What common mistakes should you avoid? And what is important to consider when preparing a project presentation?

The most important thing to remember is that the investor is not the same person who developed your project with you. Those things that seem obvious and win-win to you may turn out to be quite controversial for him. It may well turn out that you are speaking to him “in different languages” and your IT terms will not be understood by his economics-oriented mind.

Therefore, when preparing to present your project, you need to present it according to the following scheme.

1. Description of the target audience

You should create a complete profile of the consumer of your product. Give a quantitative and qualitative assessment of the target audience. Phrases like “Everyone needs this!” will demonstrate not the relevance of the proposal, but your ignorance and frivolous approach to the matter.

2. Description of the problem

This section of your presentation should answer the question, “What is missing from your target audience?” And how these needs will be met by the proposed product. And here the most important thing is not to “pull things up” with far-fetched problems. It is important to understand that there are things that are interesting to a potential consumer, but no one will pay money for them.

3. Prototype

Tell us how your product will be designed, how it will solve the problem described above, and how convenient it will be for end users. The most important thing here is not to get bogged down in technical details, as well as very distant and very vague prospects.

4. Competitors

Make it short. Tell us about your competitors, if any. Present your advantages over them.

5. Monetization model

An investor and a philanthropist should not be confused. No investor wants to throw money away. In order to continue the conversation, just tell him about it. Moreover, one should not only present the model, but also give an approximate quantitative assessment.

6. Marketing strategy

You should not think for yourself, much less assure an investor, that your product will become popular among consumers simply because it meets their needs. Present to the investor a product promotion model, estimate the approximate cost of attracting one client.

7. Resources

Tell the investor about the resources you have. Moreover, we are talking not only about money, but also about the team, connections, opportunities, etc.

Only after this should you begin to voice the required amount of investment. You need to say not only how much money you need, but also what it will be used for, how long it will take for the project to break even, and what kind of profit you can talk about.

Before launching a new startup project, the question arises about the design of the presentation. The main objective of the project presentation is to attract investors to implement the intended ideas and plans. Investors, when investing, want to receive a constant income and a reliable business project, so the presentation must show the main advantages and advantages of the startup, clearly reveal the nuances and main points, and describe the production part of the project.

Sometimes there is a need to demonstrate extraneous information from other sources: newspapers, radio, television, recommendations or reviews of celebrities. When using such materials, it is important to indicate where they came from.

Example of a project presentation:

• Introductory part. The first slide has a standard appearance, consisting of the project name, logo and slogan.
• Description of the project. This section briefly describes the project idea. You cannot overload the slides with information that is specific enough to present the main points of the project succinctly without loading the listener with unnecessary information.
• Problem. This involves presenting a problem that is solved by introducing a new product or service to the market.
• Solution to the problem. This section is devoted to methods for solving the problems posed above. Characteristics are given to a new product, the production of which is planned in the future. For clarity, photos of products and graphic diagrams of the main points of production are shown. As an example of the properties and qualities of a product, presentation participants are shown a sample accompanied by a story about the properties and advantages.
• Market volume and sales. This is an important section for investors, the correct design of which will help attract them to the project. It looks more advantageous with charts and graphs showing market shares, development dynamics, and further forecast for the coming years. Estimated sales figures for a new service or product are calculated over an average of 5 years. You can indicate potential clients, business partners, provide brief information on them, indicating at what stage the cooperation consists.
• Competitors. A list and characteristics of the main competitors in the product or service market are given. It is better to present the information in table form. You can not stop at the description and demonstrate the advantages of your products, the main differences from competitors, giving specific examples, for example, indicating the difference in prices and quality.
• Investments. Brief information about the amount of investment and methods of use is given. The cash costs of the project, the repayment period, and profit indicators are calculated.
• "Thank you for your attention!". It is customary to end the last slide of a presentation with this phrase. It is customary to thank listeners for their attention and set aside time for accumulated questions.

The best startup presentations

The Dollar Shave Club project, which became popular within an hour of its release, is considered one of the best and most beautiful startups in the world. The main feature is the smooth change of frame and a dose of humor, which was appreciated by 5 million viewers.

Another successful product of the startup is the Crazy Egg presentation, which has developed a tool to demonstrate the reasons why site visitors do not become customers. The presentation demonstrates the “problem-solution” diagram and is easy to see.

Presentation of the company

A developing and purposeful company always has the goal of winning the favor of potential clients, investors, partners, and also simply showing or reminding of itself. Creating a bright and memorable presentation will help solve this problem. This is the only way to demonstrate the image of a reliable company during negotiations or during a meeting. It is especially necessary for companies engaged in direct trading in product and service markets.

The volume of the presentation depends on the number of slides. Slides are filled with specific information, revealed using pictures, lists, tables and graphic diagrams.

Use the following presentation scheme about the company:

• introductory part;
• text about the company;
• about services and products;
• cases;
• parting.

When designing, the amount of time it takes the viewer to understand the material is taken into account. On average, a person will need from 15 seconds to several minutes to complete one slide. It should be easy to read and not contain information that is “difficult” to comprehend.

Example of a good presentation

"Introductory part"

This section contains one or two slides, which include:

• distinctive sign of the company (logo);
• Name;
• tagline;
• information about the person who represents the company during the speech.

This slide is demonstrative because it is shown to the audience throughout the presentation. It should attract attention and interest. The introductory part is designed as interesting as possible, as it becomes a business card presentation.

"About company"

This section includes the main points of the company’s work, advantages and advantages over competitors. Slides should not be overloaded with information; the material used is easy to read and informative. When demonstrating, information is transferred to tables, images, and graphs. On average 5 slides are used.

Topics for the “About the Company” section:

• tasks, goals, operating principles;
• experience;
• production composition: personnel, production volume, market share;
• production information:
• information about the company’s development over previous years: shares, staff increases, profit and growth indicators;
• distinctive features from competitors, main advantages;
• legal documents: certificates, awards, licenses.

"About services and products"

The decisive criterion for the scope of this section is the scope of the company’s work. Firms engaged in the production of products are more likely to fill this section with a larger number of slides than firms providing services. In any case, it is recommended to make up to 10 slides.

With a large range of goods or services, items are grouped into categories. Each category can have its own slide. It indicates the description of the product and characteristics. There is no need to describe the entire assortment; it is enough to focus the attention of listeners on the main points.

"Cases"

To demonstrate a reliable company image, it is important to demonstrate successful cases to listeners. The case represents a successfully completed project from the company's practice. It consists of a description of the work done, deadline, photo report. On the first slide of the section, it is more advantageous to show all implemented projects, presenting information in graphs or tables.

The cases in the presentation are chosen to be interesting and beneficial for viewing. An example of work helps to show the company in a favorable light, demonstrating to investors or future partners the seriousness of intentions, the reliability of the company and experience in work. Each project is published on a separate slide, the number should not exceed 7.

"Parting"

The last slide of the presentation is dedicated to gratitude for viewing and feedback from company employees. It is necessary for further cooperation between the presentation participants.

Presentation about yourself

The need to develop a presentation about yourself may arise for various reasons. This is an important marketing element, which is often necessary to demonstrate your professional skills and yourself when meeting with an employer, partners or investors.

The specific content of the presentation depends on the person himself; there are no specific templates or recommendations. Each person decides for himself what he will tell about himself, what specifically he will include in the presentation.

The main rule when designing is to compile an interesting, literate story about yourself, demonstrating the merits of character, professionalism, but without fanaticism. Maintaining this fine line is how to successfully introduce yourself to strangers through a presentation.

The presentation itself includes:

• introduction, information about your education, you can present a list of your best qualities;
• professional skills, career;
• personal achievements;
• goals for the future;
• hobbies and interests.

When preparing a presentation, adhere to the following rules and recommendations to obtain a productive result.

• First of all, it is allowed to use only 3 colors and 2 fonts when designing slides. The color scheme of the screensaver uses calm tones and clear contrast so that the text does not blur in the eyes, but is easy to read.
• The use of complex or colorful fonts causes frivolity in the intentions of the speaker and is unacceptable in the business sphere. Font size is used from 12, since on a projector the presentation of a smaller font will be difficult to read.
• The use of photographs or pictures is allowed only when truly necessary, and not for beauty. Any graphic insert in slides must carry a semantic load. Numerical or complex materials are best transferred to graphs or diagrams. This way they are much easier to digest and look better. The use of animation is also allowed, but only if it is really necessary to demonstrate the movement of objects.
• Avoid designing large tables. They are difficult to understand and not as necessary as they seem.

Presentation of a new product or service

For any significant event: presentation of a new product, service, book, opening of a store, office or celebration ceremony, it is customary to organize presentations or a creative evening. Only by carefully preparing for the event and devoting a sufficient amount of time to organizational aspects can you achieve success in holding it.

Organizing a creative evening is not difficult, just follow three stages of organization:

1. Preparation of the event. A major part of success depends on preparation. The highest percentage of expenses also falls into this stage. These are expenses for renting premises, banquets, and printing. The quality of the print affects attendance at the evening and its popularity. Printing costs include invitations, business cards, catalogs, calendars, etc. Particular attention is paid to invitations; they must be attractive and of high quality.

The buffet is an integral part of the presentation, only in case of a long event.

1. Holding an event. A creative evening always needs a host. This role can be played by an employee or an employee of the company. The abilities of the presenter are not the least important, since the atmosphere of the event and the mood of the guests rest on his shoulders.

It is better not to stretch out a creative evening; delays in holding the event are unacceptable. Scheduled events must strictly follow the allocated time, and the organizers must monitor the execution of the program.

1. The result obtained. The result of the presentation is assessed by the number of mentions in the press that helped sell the demonstrated product. When improving your image, it is more difficult to evaluate success, since a creative evening brings short-term popularity.

The productivity of an event is also determined by the number of people present. The presentation is considered successful if at least 60% of the invited publications responded.

In addition to the guests, any creative evening is not complete without the participation of the main person of the event. This includes company administrators, officials or celebrities.

Whatever type of presentation you need, always follow the rules for its preparation and delivery. They have been developed over the years, although the type of representation that we know appeared relatively recently.

Find out what your potential audience is interested in, try to understand the people to whom you are going to give a presentation.

Answer the questions: who will be in this room? What do listeners already know? What is important to them? What questions will they ask?

Research your competitors in advance. Use reliable materials and figures. They will make your idea believable.

Present ideas in a way that the audience understands. Look for topics that people will become actively interested in. When the audience suddenly begins to show interest in something you think is small or even funny, do not interrupt. Tune in to the wave of the listeners, discuss the issues, and you will be able to see the situation from their point of view.

How to understand what managers want

What a leader strives for is not what you strive for. Learn to understand your boss's problems so you can see the situation through his eyes.

Try to answer the questions: What is the person you are talking to interested in? What motivates him? What does he care about? What is he aiming for?

For example, you may strive for a beautiful image transfer, but this will not bother the manager at all. He will look at your product through a business lens. He is interested in how to produce a product and how much it will cost; how to register a product from a legal point of view. Consider all these points to successfully convey your idea.

Learn to tell a story about your idea

Turn your idea into a story. You must learn to tell a compelling story about how your product fits into the existing social, political, and financial context. How and what problems does it help solve? To come up with such a story and prepare for possible objections, start telling your colleagues about it. When you're selling an idea, it's important that you have a story with an aura of inevitability. This is what other people can take away from your meeting and sell to other people.

Basic Rules:

• Never emphasize that it is your idea. You can tell the essence of your idea or try to infect others with your enthusiasm - but you don’t need to constantly repeat that it’s your idea.
• Spending time with people is the most important thing you can do. Get to know them personally. When you understand a person's interests, you can communicate more effectively with him and win his favor.
• Is there a dispute or conflict? Do people have different opinions about your project? Listen to all arguments calmly.
• One of the biggest pitfalls is starting to defend your idea or ending up in a room full of people defending their ideas. Everyone wants to be the author of an idea so much that this becomes an obstacle to its implementation.

How to Deal with Skeptics

You will definitely meet skeptics. Be prepared for this, control your emotions.

The night before your presentation, imagine all the tough questions you might be asked. Formulate these questions yourself and find the answers. This is combat readiness.

Basic Rules:

• Listen carefully to skeptics and do not interrupt! More often than not, they have perspective and a point of view. Try to understand why they are skeptical and understand their needs.
• After this, you can clearly and reasonably formulate your point of view. Diplomacy is your main tool.
• If a person says, “I don't like your idea,” make a note in your head and, instead of discussing the idea with other people, invite him to lunch or a bar.
• Look at the product (idea) through the eyes of the consumer.
• If you know that people will have different opinions, you can organize two meetings and not gather everyone in one room. If you anticipate a lot of controversy, if it is a very large project, you will need up to ten meetings with individuals.

It may happen that a skeptic will become your main ally. And sometimes it happens that the skeptic does not change his position. But if you have the support of other team members, the skeptic's opinion may have no impact, and your idea will still get promoted.

Make a prototype!

If you want to convince someone to spend a ton of money on your idea, be prepared to provide a prototype!

The role of the prototype is to show as quickly as possible what the real product will be like. The closer you get to the actual process of creating a product, the more prepared you will be to face problems in real life. It is optimal if there is no difference at all between the mock-up and the real product.

What to do?

• Get a feel for the product. Sometimes failing due to limited resources, quickly recovering and trying again is success.
• You don't need to tell us how your idea works, you need to tell us what it will look and feel like. People love accurate, fully working, realistic prototypes that look and function like the real thing.
• You may have one hypothesis, but to prove it, we need to come up with another.
• Make sketches. Give the person you are presenting the product to a pen and allow them to make notes on your plan.
• If you are too nervous and send signals that the presentation is your only and last chance, then your chances of success will be really low.

Effective presentation

Incredible storytellers capture a room with the sheer force of an idea. And on the contrary: often great ideas and products fail only because they were poorly communicated. The impact of an idea depends on the ability to communicate it effectively!

An effective presentation must cover and anticipate the audience's questions and concerns. It doesn't matter if you're telling a story or presenting a tangible product.

What to do?

• Enter the room, stand in front of the audience and try to imagine what you will talk about. Turn your words into pictures, show how concepts interact, how they fit together.
• Don't pour water. Don't let time drag on, maintain a rhythm and eventually you won't have any surprises.
• Use the “planned epiphany” method. You kind of learn to anticipate the next logical question and play ahead of the curve by answering it. If you do everything right, then at some point in the presentation you will hear from the client: “Wait! You know, I have a question."
• Show the product up close. Even if it's a user interface, make it as real as possible.
• Make a prototype of the product, its illusion, a drawing.
• If necessary, get an assistant or tell the person you are presenting the product to: “You are playing the user. You will be the client, and I will be the seller." Role play the situation.
• If possible, make the product as real as possible. Let them hold it, touch it, let people leave the table - engage them, attract their attention.

Passion

If you truly believe in your idea, your audience will quickly become enthused by your enthusiasm, which will be more effective than any data post or product presentation.

There is nothing better than seeing that a speaker absolutely believes in what he is talking about. Conviction and enthusiasm are contagious. An emotional position, supported by the right arguments, is doomed to success.

The boom of Internet startups is not abating. And a large number of people rushed to engage in venture investments. There are more and more startup factories looking for promising projects. How do they do it?
One way is to organize startup conferences.

And so a bunch of young people gather at such events, trying to get money from the investor at any cost (most often they do not plan to return anything). And these wonderful teams of specialists need to present their project so that the investor would be willing to give away their hard-earned money.

It would seem: if your task is to interest an investor, and this can be done with a presentation, then prepare a great presentation. Not so!

Since everything is streamlined, and there are a huge number of projects, little time is allocated for the presentation (on average 2 minutes). You have only two(!) minutes to interest investors. A measly two minutes in which you have to give the maximum.

What do we see at most of these conferences? A categorical inability to present your own idea in 98% of cases. Usually the inability to present one’s own idea is combined with the lousiness of the project itself, so to speak it flows smoothly from the project itself.

When people come out for a presentation, they don’t pay attention to the rules (presentations are often interrupted in the middle of a story), they speak unclearly, things often break and freeze, the majority read what is already written on the slides, etc. It’s very sad to watch this .

Ilya Segalovich said that in the West the culture of presentation is much higher than here (although the projects are mostly of the same level). People are great at preparing. And if a team has 2 minutes, it makes the most of it. For example, one person from the team, when leaving, connects a laptop, starts a presentation, another at this time begins to talk about the project, etc. Everything is polished to a shine. After such presentations, the investor has a strong desire to grab such a team by the scruff of the neck and invest a lot of money. (True, then the realization comes that the project itself is so-so.)

What conclusion should be drawn? It is impossible to present a project well without careful preparation!

Presentation is also work. If a person is not able to think through a good presentation for 2 minutes, what can we say about business? It is ridiculous to assume that such a person will be able to calculate anything and plan anything.

What are the key points in the presentation of the project?

1. Technical part - most of the presentations I saw had technical problems (the remote control didn’t work, something didn’t turn on, it was slow, etc.). They sometimes spent half their presentation solving these problems!

2. The emotional part is the ability to speak well and clearly, to find contact with the audience, not to mutter under your breath, to speak clearly and confidently. There are only a few startuppers who know how to speak in public, but this is a key point in the success of a presentation.

3. Information part – must be clearly dosed. It is impossible to tell everything in two minutes. The task is simply to interest and attract. Therefore, the information you provide must be carefully processed, leaving only what can hook an investor in two words.

What conclusion can be drawn from all this?

Presentation culture is just that: culture. You need to know what and how to do, then it’s a matter of technique, training and preparation. Unfortunately, most teams do not even take the first step - they do not realize that they need to carefully prepare for the presentation.

If I were a startup factory, I would develop a set of wishes for those presenting, and I would definitely send out a newsletter before the event. It’s not a fact that it will work, but it will at least give the startupers a chance to think twice before going out in public with a crude presentation.

On the other hand, if people don’t know how to present their ideas, perhaps this will help good teams look simply gorgeous compared to them?