---
title: "Foundations of a presentation pitch"
description: "What a pitch must rest on before it is structured."
canonical: https://tomsharman.com/bookshelf/key-person-of-influence/foundations-of-a-presentation-pitch/
updated: 2026-11-03
---

# Foundations of a presentation pitch

> What a pitch must rest on before it is structured.

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

Framework 3 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 solves a problem.** Improve on something people already buy, or solve a problem they will soon have.
2. **It is grounded in reality.** Rest it on a customer insight, a technology insight or an industry insight.
3. **It is aligned to your story.** Show why it is a good idea for you, tied to a belief you hold strongly.
4. **It articulates the payoff.** Give three core benefits the listener will experience.
5. **It can be delivered upon.** Explain how the value reaches them, whether product, service, subscription or training.

## 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/foundations-of-a-presentation-pitch.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/key-person-of-influence/foundations-of-a-presentation-pitch-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/key-person-of-influence/foundations-of-a-presentation-pitch.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/key-person-of-influence/foundations-of-a-presentation-pitch-dark.png