Find the Right Starting Point to Influence Any Decision

Last month, I sat staring at a blank PowerPoint.

Cursor blinking. Stakes high.

I had to convince stakeholders to completely change our project direction.

The data was clear. I knew I was right.

But I also knew that if I started with "here's why your approach is wrong," I'd lose before I began.

Sound familiar?

We've all been there. The moment before you pitch an idea that challenges what others believe.

That single decision - where to begin - determines everything.

It's why brilliant ideas die.

And average ideas thrive.

The Starting Point Problem

Most of us start from the wrong place.

We start with our conclusion.
Our solution.
Our brilliant insight.

This is exactly backwards.

People don't process new ideas starting from your expertise.

They process them starting from their current beliefs.

When you begin from where you stand instead of where they stand, you create instant resistance.

I've made this mistake.

Many times.

But after what seems like hundreds of high-stakes presentations, I've discovered something important:

The right starting point isn't about information.

It's about influence.

One that worked consistently, even with resistant audiences.

So I built one.

The START Framework: Finding Your Influence Point

S - Survey Their Position
T - Test Their Priorities
A - Anchor in Shared Ground
R - Relate to Their Goals
T - Trace the Path to Change

Let’s get it.