Summary
Klaff, an investment banker who raised hundreds of millions in capital, argues that the pitch is decided long before your slides come out. The buyer's 'croc brain' filters everything through a survival lens: novel or boring? threat or opportunity? Klaff's STRONG framework — Setting the frame, Telling the story, Revealing the intrigue, Offering the prize, Nailing the hookpoint, Getting a decision — gives the pitcher tools to grab and hold attention against a brain wired to ignore. Frame control is the meta-skill: whoever owns the frame owns the conversation.
