Technique of the week · Building speeches
Problem – Solution – Impact
The structure that sells an idea
Make them feel the problem, show the way out, then paint the world after.
The idea
A three-part spine for any persuasive talk: a pitch, a proposal, a request for budget. The common mistake is rushing the problem. If the audience doesn't feel the pain, the solution has nothing to land on.
How to do it
- Problem: one concrete example and its cost. Spend about 40% of your time here.
- Solution: one idea, explained simply. Not three options.
- Impact: a picture of what changes, for whom, and a specific next step.
In the session
The drill
Two-minute pitches for an everyday improvement (the office coffee, the metro, a meeting format). Timer visible; the group signals each transition.
This week
Your homework
Turn your next complaint into a PSI in your head — you'll often find the solution is easier to propose than you thought.
When you give feedback, ask
Did I feel the problem before the solution arrived? Was the next step clear?
Source: Classic persuasive structure; see also Monroe's Motivated Sequence (1935).