---
title: "Big Game"
description: "The reason behind every pitch, built as a game worth playing over the next three years."
canonical: https://tomsharman.com/bookshelf/key-person-of-influence/big-game/
updated: 2026-11-03
---

# Big Game

> The reason behind every pitch, built as a game worth playing over the next three years.

Kevin Harrington and Daniel Priestley's framework, from Key Person of Influence, pp. 42 to 128.

Framework 2 of 11 from [Key Person of Influence](https://tomsharman.com/bookshelf/key-person-of-influence/index.md) by Kevin Harrington and Daniel Priestley. Category: Sales and negotiation.

## The steps

1. **It must be fun.** Pick a game you will still want to play on the hard days.
2. **It must have rules.** Set structures, time frames and out of bounds behaviour you can explain to others.
3. **There must be players.** Attract top players whose strengths suit the game.
4. **There must be a prize.** Name the reward, whether money, ownership or recognition, that excites the players.
5. **There must be a way to win.** Set short term wins and an overall championship with a clear scoreboard.
6. **There must be a way to lose.** Make losing possible and visible, so there is a point to rethink the strategy.

## Where it comes from

From chapter: 2. The Key Person of Influence Method, pp. 42–128

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/key-person-of-influence/big-game.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/key-person-of-influence/big-game-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/key-person-of-influence/big-game.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/key-person-of-influence/big-game-dark.png