In this episode of Conversations on Careers and Professional Life, I explire one of the most powerful frameworks for structuring clear, persuasive business communication: the Minto Pyramid Principle.
The framework, created by Barbara Minto at McKinsey, is a simple but transformative way to organize ideas. Think of your communication as a pyramid:
At the top is your main point — your recommendation, your answer, your "so what."
Beneath that are the supporting arguments — the key reasons your audience should agree with or believe your main point.
At the base are the evidence and details — the facts, data, and analysis that give those arguments weight.
The beauty of the Pyramid Principle is that it works at every level. Your entire presentation can follow it, each section within your presentation can follow it, and even each individual slide can follow it. Every idea should ladder up neatly to the one above it.
Why does this matter? Because most presentations and meetings fail not because the ideas are bad, but because the structure is confusing. When you cram multiple ideas into a single slide, include disconnected data, or bury the lead, your audience can't follow the story.
If everything is important, nothing is important.
The Pyramid Principle forces you to make choices. It asks: What's the single most important point I want my audience to remember if they leave after five minutes? That's the point that belongs at the top of the pyramid. Everything else exists to serve that idea—or it doesn't belong.
Here's how to apply it. Start with your answer—your key recommendation. Imagine that the most senior person in the room gets a phone call and leaves six minutes into your presentation. If they walk out then, will they know what you're recommending? Don't make your audience wait until slide 17 to find out your point. Put it right up front.
Then, support it with your major premises—ideally three. There's a reason consultants love the "rule of three." Research shows that once you go beyond three supporting points, credibility actually drops. Four or five reasons feel like overkill; three feels complete.
For example:
"We recommend launching the pilot in Austin—because customer adoption is highest, operational costs are lowest, and the competitive landscape is still open."
That single sentence is a mini pyramid: a clear main point supported by three reasons. Each reason could then become a section, a slide, or even a paragraph of an email—each with its own evidence and analysis.
Finally, check that every piece of content—every chart, bullet, and image—supports one of those reasons. If it doesn't, cut it. Anton Chekhov said, "If there's a gun on the wall in Act I, it must go off by Act III. If it's not going to be fired, take it down." The same is true for your slides: if it doesn't serve your main point, it shouldn't be there.
Common pitfalls?
Starting with background or methodology. You want to show your process, but your audience doesn't care how you got there until they know where you're going. Start with the destination.
Overloading slides. Each slide should have one key message, and the title should say it, not label it. Instead of "Customer Survey Results," say, "Customers are willing to pay 20% more for faster delivery."
Forgetting your audience. The Pyramid Principle works best when grounded in AIM—Audience, Intent, Message. Who are you talking to? What do they care about? What action do you want them to take?
Before you build your next deck, don't start in PowerPoint. Start with a piece of paper. Write your main point at the top, your three strongest supporting arguments underneath, and then only the data or visuals that prove those points.
When you've done that, you've built a story pyramid that's clear, concise, and persuasive.
Remember—slides don't cost anything. Use as many as you need, but only one idea per slide.
Start with the answer. Support it with logic. End with confidence.
That's the Minto Pyramid Principle—and it's how you turn information into influence.
Barbara Minto, The Pyramid Principle
Nancy Duarte, Resonate and Slide:ology
Scott Berinato, Good Charts
HBR: "How to Give a Killer Presentation," by Chris Anderson
