Think Faster, Talk Smarter: Matt Abrahams' Guide to Powerful, On-the-Spot Communication for Entrepreneurs

"Most of our communication is spontaneous. It’s impromptu. It’s in the moment," says Matt Abrahams, Stanford lecturer and author of Think Faster, Talk Smarter. In a recent interview with Guy Kawasaki on Remarkable People, Abrahams lays out a blueprint for handling the pressure-cooker moments that define entrepreneurial life: investor Q&As, media interviews, hiring conversations, and impromptu pitches.

For founders who often live in a swirl of meetings, decks, and high-stakes conversations, learning to speak effectively on the fly isn’t just a soft skill—it’s a survival skill.

The Anxiety Paradox: Why Speaking Spontaneously Feels So Hard

Abrahams begins where most entrepreneurs find themselves: anxious. Whether it's a tough boardroom question or an unexpected all-hands moment, founders face high cognitive load when they speak. "Anxiety hijacks our attention," he explains. "It pulls us away from being present."

His solution? A six-step methodology centered around mindset and messaging:

• Manage anxiety: Reframe the moment as opportunity, not threat.
• Avoid perfection: Aim for clarity and connection, not flawless delivery.
• Listen deeply: Don’t just hear top-line questions; dig for what’s underneath.
• Structure your response: Use frameworks like “What, So What, Now What” to organize your thinking.
• Be concise: “Tell the time, don’t build the clock.”

This isn’t about performance; it’s about preparation that enables presence.

Use Q&A as a Strategic Advantage

Many founders dread Q&A sessions with investors or customers. But Abrahams reframes them as opportunities: "That person is trying to have a good moment with you," he says. By treating questions as invitations to collaborate, not confront, entrepreneurs can lean into curiosity and connection.

His tip? Turn your presentation into a Q&A. Literally. Say, “Today I’ll answer three key questions,” and walk through each. This shifts your tone from “broadcast mode” to dialogue mode—which research shows boosts retention and trust.

Be Your Own Moderator: How to Handle Fireside Chats and Panels

Whether on stage or in a Zoom roundtable, founders are increasingly asked to participate in panels and fireside chats. Abrahams offers practical tactics:

• Guide the host: Talk before the event, offer suggested topics, and align on audience value.
• Reframe clumsy questions: Gently pivot with, “Another way to think about that is…”
• Engage the audience: Don’t just talk to the moderator; invite the room into your answers.

These tips make you not just a good guest—but a compelling communicator.

Stockpile Your Stories

Abrahams encourages entrepreneurs to build a “communication pantry” of anecdotes, data points, and analogies. That way, when an unexpected question lands, you're not starting from scratch.

Tools like ChatGPT can help here. “Ask it to simulate five tough investor questions, then practice your responses,” he suggests. This isn’t about memorization—it’s about mental reps.

Small Talk, Big Impact

Networking can feel like a minefield. Abrahams simplifies small talk with a structure: What, So What, Now What.

• What: “What brings you to this event?”
• So What: “Why is that important to you?”
• Now What: “Where do you hope to take that next?”

This keeps the conversation flowing and demonstrates curiosity—a key trait in founders who attract top talent and capital.

The Founder’s Communication Flywheel

Whether it’s pitching a VC or firing up your team, the way you speak affects how your vision lands. And as Abrahams reminds us, you don’t rise to the occasion—you fall to the level of your preparation.

His parting advice? “Structure sets you free.” Whether it’s a spontaneous conversation or a boardroom showdown, structure gives you the confidence to connect.