---
title: "The presentation pitch structure"
description: "A seven part order for a pitch that runs from a few minutes to a few hours."
canonical: https://tomsharman.com/bookshelf/key-person-of-influence/the-presentation-pitch-structure/
updated: 2026-11-03
---

# The presentation pitch structure

> A seven part order for a pitch that runs from a few minutes to a few hours.

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

Framework 4 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. **Position yourself as clear and credible.** Make it plain who you are and why you are worth listening to.
2. **Articulate the problem and how you noticed it.** Call attention to a real problem and tell the story of spotting it.
3. **Extrapolate on the impact of the problem.** Project forward to what happens if it is left unsolved.
4. **Solve it.** Share the key insight behind your solution freely.
5. **Prove it.** Back the claim with statistics, a case study or a respected voucher.
6. **Ask for what you want.** State specifically and boldly what you need to take the idea forward.
7. **Leave people uplifted.** Finish on a story, idea or vision that leaves people feeling positive.

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