Problem–Solution–Reward as Part of Change Communication Pitch Structure
Introduction
The Problem–Solution–Reward approach is a streamlined change communication pitch structure designed to both engage attention and motivate action.
Steps
1. Problem (Create urgency & relevance)
- Define the issue clearly and simply.
- Make it relatable to the audience by showing how it affects them (pain points, inefficiencies, risks, missed opportunities, etc).
- Use data, stories or contrasts to make the problem feel real and pressing.
An example:
“Our teams are spending 20% of their time chasing duplicate information across systems, leading to errors and frustration.”
2. Solution (Provide a clear path forward)
- Introduce the specific change, initiative or action.
- Keep it simple: show what the change is and how it addresses the problem.
- Emphasize practicality; avoid jargon, highlight clarity.
An example:
“By moving to a single shared platform, we’ll remove duplication and give everyone a single source of truth.”
3. Reward (Show the value & motivate buy-in)
- Spell out the benefits and positive outcomes: time saved, reduced stress, better results, recognition, or growth opportunities.
- Make rewards personal and organizational — people want to know, “What’s in it for me?”
- End with an invitation to act: join, support, or try the new approach.
An Example:
“This means you’ll get hours back each week to focus on your real priorities — and as a team, we will cut errors by 30% and improve service for customers.”
Why it works in change communications
- Simple & memorable: 3 steps are easy for both the speaker and the audience to follow.
- Emotion + logic balance: Problem creates tension (why change?), solution provides logic (how to change), reward provides inspiration (what’s in it for us).
- Action-oriented: It naturally ends on a motivating note rather than just describing a plan.
(main source: Matt Abrahams, 2024)